10 Ways for Introverts to Speak Less But Sell More at a Craft Show

Not every introvert is the same, but this article is written from the perspective of an introvert who gets drained from talking and selling for hours.

Whether you’re an introvert or not or love speaking or not, creating a display that helps sell is beneficial for everyone.

Here are 10 elements to have in place to help introverts (or anyone) make sales at a craft fair.

 

Tip #1 for Introverts – Focused Products

The more types of products you have the more time and energy you must spend explaining the story behind a product, how it works, materials/ingredients, etc. One clear focus means one clear message which is much easier to communicate (or to let signage, display and tags do the talking).

Too much variety also makes it harder for the shopper to make a decision. And then you must work harder to get them ready to buy.

Quick…chicken or beef for dinner tonight?

Easy decision right?

Now throw several more options into the mix and it will take you longer to decide.

Shoppers feel the same when faced with too many buying decisions. 

Having a limited selection helps the shopper focus and easily find the benefits of your products. It also allows introverts to give their pitch once instead of explaining 10 different types of products and their features and benefits. 

 

Tip #2 for Introverts – Create Collections

Collections are another way to clearly communicate a message without speaking. Imagine seeing a blue and white striped handbag among floral printed bags, polka dot fabrics and a variety of colors. You’d simply think there’s a blue and white bag.

But if you group that bag with other bags that are also blue and white, have gold accents and little anchor trinkets attached to the zippers, you’d immediately think “Nautical”, imagine the whole look, know how to wear it and get an idea for the inspiration behind the products.

When your products collectively tell a story and give the shopper a clear vision of how they’ll wear or display or consume a product, those products will require less selling. 

 

Tip #3 for Introverts – Choose Appropriate Props

Props will also help tell your product’s story and help shoppers imagine the purpose they’ll fulfill in their lives or how they might feel when using the products.

For example, instead of a bath vendor explaining to each shopper how their new collection is infused with lavender and how the ingredient helps relieve anxiety and promotes relaxation, they might add the following props to their craft show display:

• A bundle of dried lavender
• A tabletop water fountain that adds the tranquil sound of bubbling water
• Rolled-up towels and battery-powered candles to create a spa-like setting

Props help tell a story so introverts don’t have to.

Start with a clear idea of what you want your message to be. Once you know that, you can build on layers to create a branded, impactful, sales-converting display. For more direction, join my free 5 day challenge.

 

Tip #4 for Introverts – Make Use of Signage

It’s easy to leave signage as an afterthought and simply use it to communicate prices.

But concise signage can help communicate your main selling points.

Consider the benefits your target market cares about. 

“Lavender Scented” is a product feature, not a benefit. So a sign that reads “Lavender Scented Soap” along with with information about the soap-making process may provide valuable product information, but doesn’t necessarily sell.

On the other hand, a sign sharing benefits the customer can enjoy will be more helpful at selling the product:

Breathing in lavender essential oil for 30 minutes can help improve anxiety, depression, & stress.

Try a lavender essential oil-infused bath bomb ~ $8

(source)

Signage should be limited and shouldn’t overwhelm shoppers with information; people won’t stand there and read paragraphs worth of text. But it should be used to help you sell the benefits of your products, or communicate a vision.

 

Tip #5 for Introvers – Perfect your Packaging

Product packaging is yet another way to communicate product information, a brand’s message, who the product is for, etc.

For example, if my business’s brand is feminine and I focus on floral scents, my product packaging should communicate that…even without text. 

I might use soft colors, a feminine script font, add bows or a sprig of a dried floral, etc. 

Instead of me having to explain my unique selling position to each shopper (floral scented soaps), they pick up on that message by simply glancing at my packaging.

 

Tip #6 for Introverts – Pay Attention to Small Details

There’s a LOT to do to prepare for a craft show. So it’s easy to leave details such as your tablecloth, fixtures, price tags, etc. as an afterthought. 

Although your products are what you’re selling, every detail that surrounds them will either add or detract from their value. 

And if you want selling to be effortless, you need people to place a higher (or even) value on your products than the listed price. 

Think about when you see a red price sticker on a product. Before even seeing the price, you automatically think it will be on sale and that there might be something wrong with it (e.g. broken, out of season/trend, etc.).

That’s the impact the color of a tiny tag can make.

So imagine the impact of using a wrinkly tablecloth that compliment your products, or mismatched fixtures that look like they might fall apart. 

No detail is too small. Consider your brand, your target market, and the message you want to send and work on applying them to as many elements as you can.

 

Tip #7 for Introverts – Dress the Part

Birds of a feather flock together, so if you want to attract the right customer who requires less convincing to buy, dress in a way you think your target market is likely to dress.

For example, if I’m selling on-trend jewelry, my outfit should also be on-trend and communicate to my target market that I understand fashion trends. 

You may also consider dressing up as a character that fits your display’s story. For example, if I sell children’s dress-up clothes, I might dress as a princess. 

Here’s an example by Don Fisher selling their fish-themed bags at a craft show. The vendor dressed the part of a fish monger.

Dress the part for the story, lifestyle, value, etc. you’re trying to sell. 

 

Tip #8 for Introverts – Be Mindful of your Mannerisms

If you look bored or unenthused, shoppers are going to get the wrong impression. Craft fairs have a laid-back atmosphere so it’s easy to get a little more relaxed with the way you act but always keep it professional.

How would you want someone to act in your booth if you had hired them to represent your business and sell your products for the day? You wouldn’t want them to have their nose in a book, gossip with other vendors, chow down on their lunch and talk to shoppers with a mouth full of food, or in general, look unenthused to be there.

People are attracted to energy and always gravitate towards those who are welcoming. 

Be aware of your mannerisms and act as though you’re having the best day ever.

Also be mindful of the way your handle your products and display them throughout the day.

A purchase that’s shoved into a used grocery bag holds a lot less value than one that’s neatly folded, wrapped, placed in a branded bag and handed to the customer with a smile and a thank you.

 

Tip #9 for Introverts – Consider Shoppers’ Comfort

Cramped spaces, too-fragile-to-touch, too hot, too cold or vendors who seem too cool for school all make shoppers feel uncomfortable and nobody wants to hang around when they feel uncomfortable.

If you know it’s going to be a hot day and you’re selling at an outdoor market, give your shoppers some relief from the heat (there are some awesome ideas in this article: How to Attract More Shoppers to your Outdoor Market Booth)

If you’re participating in an annual event that gets really busy, consider foregoing the craft fair table for some vertical shelves so shoppers can step out of the busy aisles and take their time browsing your products.

Shoppers can also feel uncomfortable when a vendor silently watches them as they browse. 

Work on your small talk; this is a simple way to get the conversation started; How to (Easily) Start a Conversation with Craft Show Shoppers

You may also find this article helpful: How To Make Craft Show Selling Less Awkward

You should also set yourself up to be comfortable for the day. I know when I’m not feeling my best, I don’t want to interact with people. 

Dress for comfort, bring an anti-fatigue mat you can stand on, have snacks and water, plan an outfit you feel confident in, get a good sleep the night before, and give yourself plenty of time to get ready, drive to the venue, and get set up.

 

Tip #10 for Introverts – Offer Samples/Testers & Make it Easy to Shop

Research shows that a consumer’s willingness to spend more on an item increases as they spend more time looking at and touching it (source).

So it’s important your display is welcoming and encourages touching.

Shoppers may be afraid to touch or try on your products because:

• your fixtures look like they might fall over
• your display looks too delicate/perfect and they don’t want to mess it up
• they have to move too many items to get to one they want to look at

If your setup doesn’t encourage hands-on shopping, it will require more talking on your end to encourage them to touch, more work to help them shop, and more selling to get them to feel a connection to your products. 

 

Do you have any tricks you like to use that help you sell without saying a word? Please share in the comments below!