You’ve spent hours handmaking your products, laid everything out beautifully and the first visitors are arriving, but you’re a creator not a saleswoman so how do you get people to actually buy?
Here are 10 simple actions that will nudge visitors from complimenting your work to getting their wallet out.
1. Show your prices.
How much an item costs is basic information your customer needs in order to make the decision to buy, so don’t keep your prices a secret.
Here in our western societies we can be uncomfortable discussing money and with a percent of the population being introvert, there’s a good chance your stall visitors will walk away rather than ask you the price. Make it easy for them to buy by clearly showing your prices.
For help getting your prices right check out the Pricing foundations for Creatives course here
If you’re hoping hiding the price will provide people with a conversation starter, see point 2.
2. Be the conversation starter.
Don’t put the responsibility for engaging in conversation onto your customer. Be brave and say hi. Here are some tips for starting a conversation.
a) Tell them something interesting or useful about your products, for example “Of course everything here is handmade, [Pick an item up and hand it to them] and you can feel how soft the fabric is, it’s lovely for babies and the ring is made from bamboo so it’s safe for them to chew on.”
b) And if that feels too ‘salesy’ get warmed up with a smile, a hello and “How are you enjoying the market today?” Followed by asking them how they heard about the market or if they’ve been before.
c) See 3 & 4 for more things to talk about.
3. Inspire them.
Tell them creative ways they could use your items:
‘This would make a great stocking stuffer’
‘You just need a mug to go with this chocolate bomb it would make a perfect Secret Santa gift for any colleague’
'These are perfect for a teachers gift'
‘My customers always tell me they love using these for XYZ’
‘These cookies come with a ribbon, so you can also hang them in the tree’
4. Paint a picture of how they will feel when enjoying this item:
‘These small candles create a calming atmosphere to unwind in the bath.’
‘These cute candles burn for about 10 minutes, so they’re perfect for a calming meditation or relaxation ceremony.’
'These chocolate bombs are super fun for a Christmas eve box. Kids love when they melt and the marshmallows all pop out'
5. Encourage visitors to touch.
Put a product into your customers' hands and it will feel a bit like they own it.
If they ask 'what's in the cookie mix?' Hand them the jar as you talk them through the answer.
6. Keep busy.
People prefer to approach a busy stand as it can feel intimidating walking right up to an empty stall. So don't sit and stare out or play on your phone, but busy yourself and look approachable.
If no one is coming over go around the front of your stall. It'll look like there's someone already at your stand so people will feel safe coming over. Befriend and help out your neighbour stall holders in the same way. Wondering how to busy yourself? 👇
7. Keep tidy.
Go around the front and look at your stall from your customers' perspective. It sounds obvious, but you can forget to do this when it gets busy.
Check is it still tidy? Does it look appealing? Is your most profitable item front and centre? Or at least clearly visible?
8. Instruct, rather than ask.
Say "try our boozy, all butter mince pies" rather than "would you like to try..." bonus points if you can be smiley and talk enthusiastically about your product at the same time.
9. Display a photobook of your products.
If you take commissions or make custom products, put a photo book of your other products or your portfolio on your stand and invite customers to have a flick through. Everyone likes being allowed to touch and you can tell them about your work while they look.
10. Get your prices right.
It's only worth making sales if you're earning a profit on each item.
So be sure to factor the extra cost of hiring the market stall, packaging and transport into your prices. I can help you with this, my Pricing Foundations for Creatives course is the best way to learn to price your handmade products, so you can be sure you're making a profit and earning your worth.
11. BONUS
If you didn't get it already, download the guide 'How to make more money selling cakes'
Good luck with your next market and let me know which of these tips you tried and how it worked for you. You can email me at info@kmcakes.nl
What gems would you add? Share them in the comments below.
Comments