Tips To Help Increase Your Craft Sales At Markets

How to Increase Sales at Art & Craft Fairs

Selling handmade jewelry at markets is one of the best ways to grow your business — but it's not always easy to turn browsers into buyers. After years of selling at craft fairs and markets, we've learned what actually works…

1. Bring Plenty of Inventory — But Keep It Curated

You can't sell what you don't have — but too much clutter can overwhelm shoppers. Focus on your best-selling pieces and keep your displays re-stocked throughout the day. Organize your inventory so that both staple items (like basic earrings or rings) and standout pieces are easy to browse.

2. Offer Variety — but Think Strategically

Having a wide range of sizes and styles helps sell more. People love finding pieces that fit them perfectly — especially ring sizes that are hard to find.

Tips:

• A mix of price points. Our prices range from $25 up to higher-end statement pieces, which helps appeal to more shoppers.
• Offer all sizes — not just popular sizes, but extra small to extra large and everything in between. Customers are thrilled when we have a ring that fits them!
• Include items that coordinate: sets of earrings + necklaces or rings that go together.

3. Design Your Display to Sell

Visual merchandising matters. Your booth isn't just a table — it's your storefront.

Tips:

• Make it eye-catching — your goal is to attract customers to your booth.
• Have a full display — organized, but not cluttered and too busy.
• Use tall tables and risers to give height and visual hierarchy to displays.
• Keep signage clear — include your business name, Instagram handle, and prices. Don't make customers ask prices!

4. Upsell, Cross-Sell & Add Value

Help customers see how multiple items work together and how you add value to their purchase.

Tips:

• Show necklace + earring combos and coordinating products.
• Offer adjustments (if possible) while they wait — sizing, clasps, etc.
• Let customers know if you take custom orders.
• Always offer gift-ready packaging.
• Let customers know if you ship — we always mention that we can ship gifts to loved ones. We charge for shipping, too — customers don't mind.

5. Be Approachable — Engage Thoughtfully

Customers at craft fairs want authentic human interaction. A warm greeting often leads to longer browsing and more sales. (My son is the KING of engaging customers. 🥰)

Tips:

• Smile & make eye contact without hovering.
• Tell a short story about your brand or a piece's inspiration.
• Invite visitors to try on pieces — and have a mirror handy.

6. Collect Customer Info for Repeat Business

Make your booth work after the event ends. Collect emails, have a QR code available for sign-ups, give business cards with every purchase, and encourage social follows.

7. Promote Before, During & After the Event

Let people know you're coming — and remind them they can still shop later. I've lost count how many people see something I've posted on social media and showed up at our booth to BUY.

Tips:

• Post teasers before the event — let followers know where you will be.
• Follow and tag events and locations.
• Post about new products that will be available. Throughout the week, I often post process videos of items I'm working on in my shop.
• Share live photos or stories while you're at the market or fair.
• Afterward, post a thank-you recap with bestsellers and a link to your online shop. I often take & post photos of customers wearing their new jewelry — with their permission, of course!

8. Choose the Right Events

Not all markets are equal. Do your homework! For us, small, local and well-established events work best. Bigger is not always better.

Tips:

• Visit events beforehand to gauge foot traffic.
• Avoid attending a "first-time" or new event — give it time to establish.
• Choose shows that match your products and audience.
• Prioritize juried events and ones with strong promotion.

Mistakes to Avoid at Craft Fairs, Festivals & Markets

Even experienced vendors make mistakes — it's part of the learning process. But avoiding a few common ones can save you time, money, and frustration (ask me how I know!).

• Bringing the wrong inventory
  • Not every product sells equally at markets. Over time, we've learned that some items are better suited for online sales, while others sell quickly in person. Pay attention to what actually moves at your booth and adjust your inventory accordingly.
• Overcomplicating your display
  • It's tempting to bring everything, but a cluttered booth can overwhelm shoppers. If people can't quickly see what you're selling, they're more likely to walk past. Keep your display clean, organized, and easy to shop.
• Trying to have "Something For Everyone"
  • I've seen booths with food, jewelry, crystals, and clothing. If you're "all over the place" with what you sell, it'll be hard to attract customers. Streamline and keep what sells.
• Ignoring your booth entrance
  • If your booth feels blocked or crowded, people won't come in. Strollers, chairs, dogs, or display pieces placed at the entrance can unintentionally stop traffic. Make it easy and inviting for customers to step inside. Here is an article about how to deal with crowds, which can also turn customers away.
• Not engaging with customers
  • You don't have to be pushy — but a simple "Hi, let me know if you have any questions" goes a long way. A friendly presence makes your booth feel welcoming and helps turn browsers into buyers. Here is an article about this topic.
• Choosing the wrong events
  • Not every market is a good fit. Some events draw crowds that just aren't your target customer. We've learned that staying local and choosing well-run markets with the right audience leads to more consistent sales and loyal following.
• Expecting every event to be a success
  • Even great vendors have slow days (we've had them, too!). Weather, timing, and attendance all play a role. Instead of getting discouraged, use each event as a learning experience.

Final Thought

Markets, craft fairs and art festivals can be one of the most rewarding ways to sell handmade work — but they're also where you learn the fastest. Every setup, every conversation, every slow day, and every sale teaches you something valuable.

Pay attention to your inventory, keep your booth easy to shop, and focus on creating a genuine connection with your customers. Over time, those small improvements lead to more consistent sales and a better overall experience.

👉 Want more vendor tips? Browse more posts on the Barb Macy Blog where we share what's working for us right now.

👉 You can also shop our current collection of handmade sterling silver jewelry and sea glass art on our website or Etsy shops — Accent Yourself or ArtSeaFramed — we bring many of these same pieces to markets. If you see something you like… shop early or it may be gone the next time you visit us!

Here is a FREE downloadable checklist to help you make your next event successful!

Good luck — and happy selling! ✨