For the last several months or years, people have been telling you to sell your craft/art/hobby and you have decided to finally do it. You’ve signed up for a market! Now what do you do??
I remember my first market over 10 years ago, and how excited but also unprepared I was. From forgetting important items to bring excess of other stuff! It was a fantastic experience, and I learnt so much. Over the years I’ve perfected the preparation, set up, selling and take down. However I think I still learn something from every market. I hope these tips help you!
Let’s break it down into steps:
- Prepare for your customers
- Prepare inventory
- Prepare set up and supplies ( and tear down)
- Prepare social media posts
- Prepare your mindset
- Prepare to analyze the market
1. Prepare for your Customers
Every market is different. Repeat after me: EVERY MARKET IS DIFFERENT.
An item may sell out at one market and completely bomb at another. Taking some time to learn about your customers and market are so important. An Etsy/Makers market will have very different customers than a general community market. It’s important you understand what you are walking into.
Review how the market is being advertised. Is it artisan groups? Mom groups? Family events? Specific genre or theme? What is the expected attendance? How many years has this market been running for? Ask friends if they’ve heard of this market? Do you know any other makers that have attended this market?
Artisan/Makers/Etsy style markets, usually attract customers that are aware of the time and effort handmade products take. You will have more customer appreciating your hard work as well as understanding your pricing. However you will also have very knowledgable customers, so price fairly for you and the customer. You will also end up with a lot of persons who may say (smile with your mouth, glare with your eyes) ‘I can make that!’. People come to markets to buy, but also get ideas. At the end of the day, most of us saw something that inspired us to make what we are making now. Imitation is the sincerest way of flattery! And let’s be honest… you will see something that will inspire you for future projects!
If its a family style event/community market, I highly recommend having something on your table for under $10. Do you have something that would appeal to kids or pets? People impulse buy because their child really wants something or they feel guilty about leaving their pet at home. Impulse purchases work for us at the grocery store, they work at markets as well! And let’s face it, all of us want a treat too! So your customer might be picking something for themselves as well!
2. Prepare Inventory
There are so many ways to go about preparing inventory. This blog is focused more on first time and new market-eers. Its important to keep in mind, what might move quickly at one market might flop at the next! A couple of questions you will need the answers to:
- How much did your booth cost?
- What is the expected attendance?
- What other vendors are there, and who is similar to you?
- How many hours is the market?
- What is your sales goal?
- How much do you want to sell an hour?
- How much do you want to sell that day?
- How many items will it take to reach this goal?
- Cost of booth divided by the amount of hours to sell.
- How big is your space/booth? How much can you fit on the table/booth?
- How many vendors will have similar product?
- Do you have extra inventory to replenish your table?
Once you’ve determined this, you can start selecting what items you want to bring with you. If you are new to markets, remember, this first market is really to gain experience, see how people react to your product, how they react to your prices, and for you to practice your sales pitch.
A safe rule of thumb, bring 5 of each item you are hoping to sell (price range $1-$50). If you sell 2-3, you will still have 2-3 items left on display. For higher ticket items, 3 may be enough. Selling out is great, but having a bare table is not! A lot of markets give you a 6 or 8′ table. Draw this out on a piece of paper and start drawing in where your different products will sit. An overcrowded table is just as bad as an empty table. No one wants to accidentally knock things over on your table. Set up for success so this doesn’t happen.
Bring your box or basket of ‘imperfects’. We all have those items that aren’t quite perfect, or you were still learning so its not what you sell now. You never know when you can pull that out from under the table and make a quick sale. Its also great to use to throw in a freebie when you get the holy grail customer, who LOVES everything and spends a lot of money at your table. Make a connection, throw something in, and give them your card!
This first market is to assess what people are drawn to. (Remember, what sold at this first market might not be what sells at the next!) Take a picture or video of your finished set up. This helps for your next market. Take another video or pic at the end of the market. Once you are home sipping on wine, you can compare the pics. See what sold, see what you moved around etc. Save these and use them as you set up for future markets.
3. Prepare Set up and Supplies
I love setting up! But I didn’t always. I used to dread it, and it stressed me out, however after doing markets for over 10 years, I’ve learnt a lot! Here is my list of necessities!
- Tool box ( this can be a bag, a small rubbermaid, or a shoe box!) My favourite tool box is also a stepping stool!
- tape
- scissors
- blank paper or card stock
- Sharpie and Pen
- Calculator ( or use your phone)
- Safety Pins ( you’ll be so happy to have them when you need them!)
- Hand sanitizer
- Wipes or paper towel
- Notebook to write down customer request, things you thought of, things you wish you had brought.. ideas you might steal…
- Table and Chair ( not all markets provide, read the agreement in detail!)
- NICE table cloth. I highly recommend something like this: Table Cloth
- this style allows you to put overstock under your table with ease!
- Money box ( till, box, tupperware… it all works!)
- MONEY!
- I like to bring 5x$10, 10x$5 and a roll of Loonies
- Square, or other credit, debit reader.
- I’ve used square for many years, and they offer a free reader to their customers. Square allows you to accept credit cards and money is deposited into your account the next business day
- click here to order your free square reader
- Bags for customers to carry away their sales!
- I highly recommend doing something to your bags to help them stand out
- Kraft brown bags are versatile and easy to elevate using your company’s stickers, stamp and tissue paper. When the customer walks away with your bag, does everyone turn and wonder where they got that cute bag? Do they wonder ‘what’s in there?? Do I need one?‘
- Have a garden cart, handi lift, crate on wheels?? Bring it!! You don’t always get to park close to the door. Be prepared to haul your stuff!
Tear down! This is where you need to cash in on all those favours. A friend, partner, spouse.. someone owes you. You will be SO tired after your first market ( okay that actually happens no matter how many markets you do). Have some loved ones, or people who just owe you, come to help tear down and load up. I do recommend packing up first, then moving your vehicle. Some markets are absolute MAYHEM at the end. People are grouchy, tired and some are just jerks. Let them fight it out. Pack up and then move your vehicle in, you’ll miss the chaos.
4. Prepare Social Media Posts!
If you have a business page for your company set up on social media platforms, ADVERTISE! If you don’t have a business page set up on Facebook or Instagram, on your personal page ADVERTISE! Post the crap out of the market on your personal page! Let everyone know when it’s happening.
All those years of supporting your friends businesses, MLM parties, kids parties, anniversaries, house warming, weddings, divorces etc… You’ve been there for them. Its now their turn to be there for you! ( now when its you 20th market… maybe back off a little, but if its your first one, they need to be there for you!)
I would start telling your followers, family and friends about a week out. Plant the seed that their plans the following weekend should encompass going to your market!
5. Prepare Your Mindset
If this is your first market, remind yourself, this is a LEARNING opportunity. You will enjoy or hate the market, you are in control of this. I’ve seen some very interesting situations over the years. Couples fighting during set up, vendors fighting with each other, ‘the market bully’ who preys on the newbies.. You can choose to have fun and be happy, or be angry and annoyed others might sell more than you. I promise you the first option is the way to go. The other options… well none of those people ever look like they are having fun. Maybe you’re tired, maybe you had 17 people say ‘I could make that cheaper’, keep reminding yourself, this is to learn, to grow and to have fun.
Three things will happen at your first market:
- You will sell out of everything
- You will sell nothing
- You will sell some items
All three are good. Learn from them and prepare for your next market.
Let’s take a quick moment to discuss MARKET ETIQUETTE. I wish someone had filled me in, or given me a Dos and Don’ts many years ago. I was lucky enough to have amazing vendors around me my first few markets, so let me share a quick list to help you stay excited, positive, and look like you know what you are doing.
DO:
- Have FUN
- BE Friendly ( you never know when you need a pee break and your neighbour might watch over your space when you run to the bathroom)
- Be Supportive ( It does not matter if the booth two doors down sells similar things. Observe what customers pick up, ignore and react to)
- Bring a friend! As you do more and more markets, you will learn how to fly solo, for your first one, a buddy is always nice!
- Read the contract and rules and abide by them!
DON’T
- Be late with setup. Its stressful, it sucks and you affect the vendors around you. Practice setting up your table at home. How long did it take you? Now double that time. You have to unload and get your stuff to the table or booth. Some times this takes the longest.
- Tear down early. This is a BIG no no. Wait for the organizer to let you know tear down is a go. I don’t care how slow the market was. I am just going to say this. Only jack asses tear down early. You affect the mood of the market and you could affect a neighbour from making a sale. Do not be THAT person who tears down early because they are mad they didn’t sell anything.
- Walk into other vendors sales spaces. If a customer is in front of YOUR booth engage. Do not lure customers from other booths and tables to your booth. This is a dick move! Be respectful to your neighbours. If someone lured someone away from your booth, how would you feel?
- This is one i did! Selling dog treats.. when someone was approaching with a dog, I was in their faces sampling. A very amazing neighbour asked me: How would you feel if I got in your space and lured a customer away? I sheepishly thanked them and was very grateful for how amazing and support of they were with me, especially since I was in the wrong.
- Don’t be negative. So the person next to you sold out, they are beaming from head to toe, they won’t shut up about how much money they made and they just keep going on and on and on. Well one day in the near future that WILL be you! Be supportive and happy for them! Celebrate with them!
- Don’t get sucked into market drama.
6. Prepare to Analyze the Market
Once your table or booth is set up, take several pictures. Some close up on specific product, and a couple that show your entire set up. Then do this again at the end BEFORE you tear down.
In the notebook I suggested you bring, review the list of stuff you wrote down. Add to the list of stuff you wish you had brought, what was a big seller, what was not as successful. There will be a time where you will have to accept one of your most cherished and prizes creations is a dud. However this is NOT the time. One market is not going to decide this. Do not let one market determine major changes to your line up. There will be a time and place where you might have to admit an item just isn’t going to sell at the price you want to get for it. But thats a good season or two away.
What was picked up and touched the most? How did your prices compare to similar vendors? How saturated or unique were your items at THIS market? ( the next market could be completely differently)
What was 3 things you will continue to do on your next market? What are 3 things you will do differently?
If its was a GREAT market. How much did you sell an hour? What was your profit? Take some money and buy yourself some wine. Take the rest of the money and invest in future supplies and markets.
It was an OKAY market. How much did you sell an hour? What was the profit or loss? Take some money and buy yourself some wine.
It was a CRAPPY market. Well maybe it felt that way. But give it a couple of days and you will appreciate it for what it was. It was a GREAT market because you learnt SO much! Buy yourself some wine, and prepare for the next one.
Congratulations on completing your first market! I am proud of you and excited to hear how your experience was and what you have coming up!
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