In a previous article, I discussed the best way to find scrapbook customers. In two words, the best way is with craft fairs. Why? Because that is where your potential customers are shopping. I understand your initial reaction may not be in agreement.

Overcome Craft Fair Negativity

The sheer thought of building up an inventory that may or may not sell, packing up the car, driving, unpacking the car, setting up an attractive display and sitting all day hoping for some sales is just not my idea of a productive Saturday. Does this sound like you? If so, I’ve been there. However, are these thoughts realistic? In reality, this negative attitude probably will yield the results you fear.

Positive Attitude

If you want to succeed at a craft fair, you must start with a positive attitude. As you prepare for the craft fair, think positively about each part of the process. As you are setting up your display, think about your creations, what are the hot selling points? What are some conversation starters?

For example, have an album opened to a favorite page. Let’s say you have an adorable page of your daughter’s silly faces for a sample. As a browser looks at it, and perhaps smiles, make a comment to open the conversation. “My daughter is always making silly faces. I just had to capture it before she grows out of it!” You can then ask about their children/grandchildren or wait for a response. Perhaps a passerby will hear and think, “my son is always making faces…” and come over to see what this conversation is all about. The point here is to be interactive with browswers and passerbyers. Don’t sit back and read a book because you may be bored. That always annoys me when I visit a craft fair. It makes the vendor unapproachable.

Engage in Conversation

The best way to make a sale is to build repoire with a potential customers. Do you see a passerby pushing a stroller? Ask if they are a scrapbooker? If not, ask if they are interested in a keepsake they can cherish forever of their sweet baby. Do they have a child with them still in their soccer uniform from a game earlier that day? Showcase a sports page or album and state how you can preserve their soccer memories.

Inventory Woes

Don’t think of it as building up inventory that won’t sell. Instead, you are creating albums, cards, layouts or paper piecings that will showcase your talent and scream “buy me!” If you are concerned about the upfront costs of creating an inventory, try a different approach. Your inventory can be lower priced items. For example, create cards using scraps from previous projects. You can also create journals or themed mini-albums. For the shoppers who aren’t ready to make a larger custom album purchase from you, might be more willing to purchase a smaller priced item. While this may not be your ultimage goal, you have made a crucial step in building a relationship.

Building a Relationship

Be sure to collect the purchaser’s name, email and other contact information. Now you can regularly contact them regarding new products, special offers or other pertinent information to your business. Continue building a relationship and this first time customer, who liked your work enough to buy it, may soon be ready for a larger custom album purchase.

Don’t let a negative attitude affect your success at your next craft fair. Replace with a positive attitude, willingness to engage in conversation and build a relationship with your customers to ensure sales during the event and in the future as well.