The one biggest tip I can give people to sell more items at a trade or craft show is to elevate your booth.
No, I am serious.
Elevate your tables to bar height.
Why?
- People will stop to look at something on their eye level.
- They feel more comfortable stopping if they do not have to stoop or bend to look at items.
- Create product groups and tiers on your tables so people can identify items at a glance.
This has years of consumer science to back it up. The most expensive items at most stores and the most expensive shelf space is at eye level of the target market.
Walk down the cereal aisle at the grocery store at the see how the boxes are merchandised. The healthy and “adult” cereals are at your eye level. The cereals that are targeted towards children are one shelf down.
Here is a great example of this by Basilwood Farms.
Notice a few great details
- They have table cloths to give the booth a polished look.
- They have maybe 3-4 of each item skew out on the tables to keep it from looking too cluttered.
- I know they have more product under the tables so they don’t run out but putting everything they brought out would overwhelm people.
- They have simple portable lights on their product.
- Their lights are not shining at their customers, they are catching the shimmer that is infused into many of their products. Always use lights like this when possible.
- Everything fits into the “Farm” theme.
- Wooden crates and metal buckets help to organize items and give the booth a welcoming feel.
They carry these themes into the business cards and their website. It is one cohesive image. You can check them out here.
Basilwood Farms is a great example of a company that knows who they are and how to present a cohesive image from their farm store, website, booths and printed materials.
My second tip for selling more at trade or craft shows – be like Basilwood Farms. Know who you are and take that through everything.
Basilwood did not pay me to write this post and I do not get any kick backs from the sale of any items. They are a great company who graciously allowed me to write about them and their craft show booth. Support your local businesses whenever possible!