How To Sell To Introverts at a Craft Show
Not all introverts are the same but as an introvert (who can be shy), craft shows can be an uncomfortable shopping environment for me.
Although introverts do tend to be the minority, it’s estimated that 25% to 40% of the population is introverted, so you will encounter several at a craft show.
These are my tips for making an introvert feel comfortable at your craft show table.
1) Be busy but welcoming
As an introvert, I’m more likely to stop at a booth to browse when the vendor has other shoppers or is partially occupied behind their table.
This is not to say you should ignore customers, however, it can be intimidating to approach a table and shop when you feel like the vendor is going to be watching your every move.
Greet each shopper and if they’re giving signs that they’re a little shy and introverted, you can give them a short sale pitch and tell them you’re around if they have any questions. Having something simple to do behind your table can keep you available but make people feel more comfortable to shop.
Organizing stock behind the table, stuffing shopping bags with marketing material, working on your craft, etc. are all acceptable.
My advice is to choose a task that’s related to the event and your work. If a sales associate were tidying a table while you shop in their store, it wouldn’t feel rude. But if they’re on their phone or reading a book, it doesn’t feel like they’re present or interested in being there.
2) Try to make a connection
Introverts don’t tend to like small talk. That’s not to say we like awkward silence. There’s no need to force a conversation, but if someone is at your craft show table, they have an interest in what you do and/or the product you’re selling. See if you can make a connection with them based on that interest.
For example, if you’re selling toxin-free skincare products, you may ask them what type of toxin-free products they’re currently using, as they likely have an interest in living a toxin-free lifestyle. If you’re selling trendy accessories, talk to them about the latest fashion trend. If you’re selling pet products, ask them about their pet.
These types of conversations will feel more meaningful to them. And when people feel a connection to you and your products, they’re more likely to buy.
3) Make your setup easy to shop
If your craft show display looks too delicate (like I might break something or knock something over), I’ll look but won’t touch. Touching is important for shoppers to feel connected to your products, and ensure an item is right for them.
Use fixtures that are sturdy and display items in a way that makes it easy for shoppers to pick items up and place them back the way they found them.
Pinning jewelry to a fixture or a tablecloth or stacking products so that it forces shoppers to move 10 items to get to the one they’re interested in, doesn’t encourage anyone to touch.
Use your craft show table to display your products, rather than creating a stockroom (here’s what I mean by that). This will ensure your space isn’t overcrowded and making it hard for people to shop.
4) Have prices clearly listed
Even if I’m absolutely in love with a piece and feel like I must have it, I don’t want to ask “how much?”. If I ask how much it is, it shows I’m interested. And if I then don’t buy the item, you might think that I think the item is overpriced or you might think that I can’t afford it.
If I’m unsure of how much an item is, I’ll just put it back down and walk away without buying.
6) Use signage for directions
As an introvert, the more information I can gather without having to ask questions, the better. Use signage to communicate important selling points and give me directions.
>> Can I take the lids off candles to smell them?
>> Are your pieces nickel silver or sterling silver?
>> Do you offer a discount when buying several items together?
Although you may be able to tell shoppers important information, signage will ensure you’re communicating important information to every shopper, even when you’re busy with someone or you’re getting cues a shopper wants to be left alone.
Think about the common questions your customers have and use signage that clearly communicates your answers.
This article isn’t to suggest all introverts are the same. However, these are good tips to follow regardless of who’s shopping at your booth.
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Hey, I’m Erin 🙂 I write about small business and craft show techniques I’ve learned from being a small business owner for almost 2 decades, selling at dozens of craft shows, and earning a diploma in Visual Communication Design. I hope you find my advice helpful!
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