How do you choose a ‘good’ art show or crafts fair when you’re a beginner?

These simple cues can help you… and we’ll also shore one reliable source.

The first cue is the quality of promotion.  Does this art show or fair have an online presence, and does their site look professional?

Do they advertise in local newspapers and magazines, or even in national ones?  Many major art and crafts magazines include art show listings, and some will be unjuried.

If it’s a small art show or crafts fair–perhaps a fund-raiser for a school or church–many artisans ask if they’ll have a food concession.

That’s not just about your stomach!

If the show is professionally catered, it generally marks a well-run art show.

Another cue is the sponsorship.  If it’s an annual art show put on by a town, there may be tremendous pride in how well the show is run.  That’s a plus.

If it’s a first-time effort by a youth group, it may be a great arts & crafts show, or it may be a lesson for everyone involved.

Check the show’s policy about vendors leaving early.  Empty tables discourage shoppers.  If the art show lets vendors leave early without a penalty, the show can deteriorate pretty quickly.

Many top art shows and crafts fairs declare that any vendor who leaves early will not be accepted for future shows.  That sounds harsh, but it can be necessary.

If the art show or fair is an annual event, the most reliable sources of information are other artists and crafters.  Ask them.  Online forums are useful, but–even better–ask people at other shows.

At every art show and crafts fair, ask your customers.  “What other shows and fairs do you like?” can be a conversation-starter, and provide insights into what shoppers are looking for… as well as a list of worthwhile shows and fairs.

If those customers are obviously collectors, buying lots of art or crafts at the show, ask where else they shop.

Frankly, you want to be wherever they’re buying arts and crafts, whether that’s an art show, a crafts fair, a gallery or a shop.

When the day is winding down, ask other vendors, too.  Sometimes, your direct competition won’t chat with you, but crafters in other fields will.  Ask them which shows they really like.

If you’re considering one art show or crafts fair in particular, ask about it.  Talk with several people so you hear a variety of opinions.

While you’re asking, get tips about preparing for that show.  For example:

• Are extension cords vital?
• Is there a parking area near the door for vendors to unload their cars and vans?
• Do the sponsors provide chairs or should you bring your own?  (Is a pillow a good idea if their chairs are plain metal folding chairs?)
• Will most booths be merchandise on a tablecloth, or will some vendors set up impressive, professional-looking displays? (Even if they’re not required, impressive and unique art show displays can make all the difference.)
• Does the show provide an extra table or area for your promotional flyers, business cards, etc.?
• Will there be media opportunities, before or during the art show, so you can be interviewed and get more PR?

Take notes.  After a major art show or a full-weekend crafts fair, you’re likely to be tired and forget at least some of what you learned.

Also, jot down notes from the show you were just at.  What worked and what didn’t?

When you plan your schedule next year, your notes–about past shows and prospective ones–can help you make better decisions.

Juried art shows and crafts fairs can provide your biggest income each year.  However, don’t overlook an unjuried art show or crafts fair. It may become one of your favorites!

Years ago, when I worked in fashion in Los Angeles, a co-worker at the May Company told a great story about a desperate ad campaign.

He’d had just a few hours to write a newspaper ad for the ugliest argyle socks ever made.

He wrote this headline: “You’ve never seen socks like these!”

The socks sold out the first day.

Obviously, one should never underestimate the power of a good headline… and the way that curiosity will attract people.

What’s among biggest hurdles at a large art show or crafts fair? Getting people to your booth… before they’ve spent all their money at other booths.

Bring a friend or hire someone to mingle in the crowd with half-sheet flyers that have a clever headline. It could be a direct steal from the argyle headline such as, “You’ve never seen yarn like this!”

That might be enough to bring customers to your booth. Or, you might want to add an extra incentive, offering them an extra freebie. Maybe you have a free, vintage knitting pattern for them. Or you offer free gift wrapping. Or… well, anything free is a good idea.

(If you know a food vendor who’ll be working at that fair, maybe you can offer your shoppers a “10% off ” coupon for a large beverage from that vendor. Though that will send shoppers away from your booth, it may be enough to get them to your booth in the first place. Then, your challenge is to sell them something before they leave.)

Curiosity is a powerful sales tool. Adding a freebie may not be necessary, but it can help.
The game at any art fair or crafts show is to attract shoppers to your booth before they’ve spent their money elsewhere, or bought from a competitor.

Advertise at the show, as well as before it. Be creative. After all, that’s what you do best!

Art fairs and art shows can be great or totally boring. What makes the difference? You do.

Many artists don’t like to hear that, but it’s true.

When I was a Guest at Dragon*Con 2007, I visited the”Walk of Fame” to see a few friends and buy some autographed photos.

One of the busiest booths in the room belonged to James and Oliver Phelps, who portray the Weasley twins in the Harry Potter movies. In fact, fans were waiting in a line that went fromtheir booth to the door on the opposite side of the hall.

That line was so huge, it was so difficult to walk across the room to get to other booths. Several other celebrities weren’t happy… and weren’t selling many photos. They saw themselves as competing with the Phelps brothers.

What not to do

I approached one celebrity in the room, whose photo was on my “must buy” list.

I said hello. He looked at me somewhat sourly, and didn’t say anything. Well, that could be part of his marketing, since his onscreen character is scathingly sarcastic at times.

I asked for an autographed photo and paid for it. “Are you having fun?” I asked.

“As much fun as you can have sitting in a chair all day,” he replied with some annoyance.

“But isn’t this great, with so many fans and such great costumes to look at?”

“I suppose so,” he sighed.

I wished him a good day and walked off.

Figuring that I should give him a second chance, I returned to his booth the next day. His demeanor hadn’t changed, and no one was buying his photos.

What to do, instead

Throughout the convention, I kept hearing about Marc Singer. People raved & raved about him, talked about what a great person he is, how they’d have to see what he’s doing in films and on TV, and so on.

Why? It’s simple: He greeted people with a smile. Even though his booth was in a hard-to-find corner, he stepped out from behind the table, shook hands with people and cheerfully posed for photos. He clearly cares about the fans. (He’s an excellent artist as well.)

Even on the train to the airport, I was still overhearing conversations about how great Marc Singer is. With over a hundred big-name movie celebs in attendance, that says a lot.

How this applies to you

When I have a space at an art show or an arts & crafts fair, I sell the most–and win the most awards at the show–when I set up an easel or a work area… and work.

I position myself so that visitors can see what I’m working on, but they also see me in profile as I work. (In other words, I don’t turn my back to them.)

I chat with people as they walk by. I shake hands. I hand them a flyer or some freebie that has my website info on it, and a list of galleries and shops that feature my work. If I’m teaching, I mention my next gig. (Art shows are about PR as much as sales.) And, I continue to work.

People like to be able to say, “I bought her art, and I saw her working on something new. It was so interesting to see…”

You don’t have to create art at the show or fair. However, do something (smile, hand out something free…) that makes it easy for guests to interact with you.

In other words…

People buy your art, not just because it’s “pretty” or “interesting,” but because of the energy that’s in it. As an artist, you need to convey that energy personally, as well. That’s what confirms the importance of owning your art and having it in their home or workplace.

Put great, attractive energy into your art, and into how you present yourself.

The quality of your energy–and how accessible it is to others–is key. Decide to have a great time, no matter what, when you’re at an art fair or show. That’s what Marc Singer did.

No matter how frantic you are to sell, don’t get “needy” about it. (Needy people don’t get dates and don’t remain in relationships for very long. It’s the same in every context: That “needy” energy isn’t attractive. It’s a sucking black hole rather than an effusive and dazzling energy that people want to take home.)

Treat an art fair or show as if it’s a party and you’re there to meet very cool people. Be the life of the party, and you’ll win fans and customers.

” Your needs will be met once you can find a way of projecting energy and fulfilling someone else’s need.” — Stuart Wilde

“Making art is a lot about just seeing what happens if you put some energy into something.” — Kiki Smith

“In the end it all comes down to enthusiasm.” — Stuart Wilde

It’s important to be friendly when you have a booth at an art show, a crafts fair, or any art-type festival.

Often, owners of new art galleries visit shows like this, to spot new talent. You may be invited to participate in an upcoming gallery show, or find a similar opportunity to “move up” to galleries.

Here’s how it works for me:

I’m painfully shy in real life. Oh, with enough preparation, I’m fine in front of an audience. But, one-on-one such as fairs & festivals… I tend to stammer and blush a lot.

Don’t just stand there, do something!

I set up my portable easel or create a work space at my table. I casually work on some art. That helps me to dilute the focus. When someone approaches, I’m less self-conscious; we’ll usually be discussing my art, not me, personally.

Curiosity–wanting to see what I’m doing–also attracts people to my booth. Because my attention seems primarily on my work, visitors feel less “stared at”, too.

I look up regularly and smile, even if no one is watching me. I’ll usually break the ice by saying, “Isn’t this a GREAT day!” or something. Most people agree, and we chat a little about the weather before talking about whatever I’m working on, and/or selling.

Be memorable with freebies

I usually give out freebies of some kind. Maybe it’s a simple crafts pattern… a single b&w sheet that I’ve photocopied. Maybe it’s a dish of sweets or wrapped candies, with a “take one” sign next to it.

(If you can, put your name and URL or contact info on each one. That’s smart advertising!)

But, I try always to give my visitors something. It brings them into the booth, and they leave with a smile. I’ve been amazed at how many remember me for that, years later, and come back to buy something as a “thank you.”

I’ve tried professional arts/crafts festival circuit, and–especially for beginners–I recommend smaller fairs instead. I prefer the less expensive shows & fairs; at them, I can relax more. It’s not much cash out of my pocket if I don’t sell anything, and–worst case–if I create art all day, I’ve accomplished a lot.

Also, at the less expensive venues, my booth has a chance of shining in the crowd. I always work on looking professional, whether it’s a small fair in a church hall or a glitzy festival show.

At smaller fairs, the other vendors are among my best customers, too, so it’s good to be friendly. Yes, I suppose that we’re competing for the customers’ dollars. I never see it that way, myself, and I try never to act that way.

And finally, it’s vital to have items at the lower price range for people on a tight budget. Or, for people who’ve never bought original art or crafts before, and won’t fully appreciate an item’s value until it’s been displayed in their homes for awhile.

Plan to make the day fun for people who pause at your booth or display. You’ll go home with a bigger smile, and perhaps more money in your wallet as well.