Craft Show Sales Totals

While I don't usually talk in public about our figures from craft shows, I've decided to make an exception.

The average cost of our tables at small events is around $10-$30. All of our shows pull in at least $100 if not more, even when the event isn't so great. Lately though, we've been seeing quite an increase.

About a month ago was my home town celebration. We pulled in well over $200 in sales. The last time we made that much was last fall at a larger event (the table was $100, and event was in a main city). While we were very happy with the amount, we figured it was because we were "home". More than half the customers we knew, or had bought the year before. Being a "local" helped too with those we didn't know.

Over this weekend we attended another small town show, where the table cost $25. We knew a few people, but not nearly as many as we did at "home". The sales though completely blew me away. Even offering "tax included" as we normally do at shows so we don't have to mess with change, our profits were over $350. I'm still amazed, but I do know WHY the sales were this much.

When we first started, our selection was small. 8oz Jars and 12oz Jars in about 15 different scents. Over a year later, we've stretched this to about 50 scents. Thing is, aside from a few "odd" candles my mother has picked up here and there, our line has pretty much stayed the same. Our unique and one of kinds sell well, but for the most part our jelly jars sell the best - more specifically, the 8oz jars.

At the last few shows we've watched people buy not just one candle, but several. Over the weekend someone even purchased 8 different candles! For our particular product, what worked best for us was not different types of products, but variations of the same types. Instead of having just a few scents with tons of different styles, we sell the same styles in several different scents.

Other factors have contributed to our increase as well. One of them being our set up. While I do not have any pictures, I can describe the way our stands are set up. We do not use any types of props, but rather just line our candles up and invite potential customers in. From our experience we've seen customers zero in on "types" of scents, so our table is separated and organized by scent type. Food scents on one side, florals and soft blends on the other. If we have room for our card table, our berry scents and strong scents go in the middle of the main. The card table then holds our "special" candles (the "odds and ends" we only have a few of) and baskets of melts. Since our votives do not sell as well at shows (they are packaged and can't be smelled), we put out one or two as display, then keep a list with the rest under the table for easy access. When we have no room for an extra table, the melts plus unique candles go in the middle as a divider. It's a bit more "scrunchy" this way, but we make it all fit.

Another factor in our increase is the number of times we've been to these particular towns. Not only do we have calls for orders after shows now, but many remember us from the year before or another local show. The more we attend in the same area, the more they remember us.

Of course it's not hard to forget us, since we talk to everyone who approaches our table. This has really made the difference in ALL shows, even the low attendance ones. A customer can glance and not really see what they want, but when you ask them, then point out their favorites to them, they are more likely to stick around for awhile. I can't tell you how many tables I've come up to and been completely ignored. They most certaintly did not get my money.

I hope you will learn from our experiences, and improve on your own craft show sales!