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Engage with Your Customers

Lesson 26 from: Secrets of Selling at Craft Fairs: How to Get In, Make Sales, and Grow Your Business

Nicole Stevenson

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Lesson Info

26. Engage with Your Customers


Class Trailer



Craft Shows Should be a Part of Your Business


Introduction: How to Have a Successful Craft Show Experience


Why You Should Be Doing Craft Shows


Is Your Business Ready for a Craft Show?


Now is the Time for Craft Shows


Get Your Product Ready


Branding Your Business


Lesson Info

Engage with Your Customers

Okay let's talk about how to engage with your customers ok how do you guys engaged with your customers and how do you engage them with your business and your products? Does anybody wanna offer anything visa? I always ask them about something about themselves just check in with um lisa and the other thing is I put that out there since she said we're going to talk about sales that's my number when sales technique tool they're the seven steps to making about everybody wants to know how you do it that that is what I talk about it I'm gonna come back to this and well, I'll come back to it now, which means I'm not coming back to it we'll talk about it now but this is something that we've talked about she has this laying out here what kind of hold it up for everyone to see so she has this laying out on her booth and wait when we talked earlier about sharing your scope, your materials and your process and learning from your customers lisa really learn from her customers? She saw this was a que...

stion how does this happen? You know, so she's not on ly telling them you could tell them you could show pictures in your studio or you could have this which really draws them in to engage them with that product you know that old writing saying show don't tell that's what we're talking about here, we want to show, not tell that experience of touching this for that experience of seeing her in her studio is much more memorable than reading here's. How you make a belt first you get a piece of leather and the new bubba bubba bubba. So anyway, she has her seven steps to make about which this sign will be stamped and stamped. Yes, count way. And then so the first step, you know, leather. And then we do this, and then we do that. And that way, diet obviously know nothing about filmmaking. I'm like. And then we do this, and then we d o feel and, well, lot there's a buckle on it. Cool. But this is this is I mean, this is a great lesson. Yes. Dc bring it on. You were so it's. Not just some piece of leather that you already got their head. Teo, you know, we're done and dying done to michael. While this took some work to do this that's really good. Don't bring up the place a lot, teo. Maybe it's worth a lot. So what you guys were talking about right now is that education that we talked about before that educating your customers on hand made on the process and what goes into it yeah I was gonna say I agree every customer that comes into my booth and it irritates me when I go places and they don't like acknowledge that I'm there so just think I hello um red scorpion online says she always asked that they're looking for something in particular first ashley says she gives them a good morning hello I'm briefly says that she cuts print and so's everything herself in nashville and then ask them if they have any questions to definitely don't hesitate to ask and then she kind of just lets them so he does like elevator pitch and then open for questions tell them they can sit down there drink or their bags or anything on the table he basically you tell them to relax it's like you're inviting somebody into your home take off your shoes or keep your shoes on or whatever you want todo relax be at home and that's I mean that's a really a really good point we're thinking about this about our booth as our as our brick and mortar shop yes it's only up for a day or two days or three days but this is our space that we're inviting these people into does anybody have an opinion about whether you have like ebola candy out there some sweet trees? These are all great wait oh yeah I have I want to say that I always tell people they can feel free to touch and pick up and mmm mmm mmm mmm mmm will uh yeah I think I think I'm gonna hug yeah you're you need people need to know they can hug your stuff because they hold it for a while and then they're like oh yeah I can't put this down the way should have brought you we should should have bought some pills in for us all to high today oh I should uh okay next time oh yeah next time so let's talk about we're going I'm actually gonna talk about all these and then some other stuff too so I love that we're all that we're all on the same on the same track with this uh we'll talk about how to look and feel your best at the show we mentioned this earlier what's aware that was something that was like one of the first things brought up about you we love that she's wearing her stuff you know she's advertising for herself this is one of our vendors she does those hats and then she also does those dresses are fascinator hat things seeing that dress on the hanger it's very cute seeing it on her like you want that dress immediately you know it she's she's adorable you know and she's got it like accessorized with that hat it's just it's great you some of some of these things you know are just, uh, basic human sense I guess so you you know are not you have to really think think about you're representing your business like I did not show up here in the usual outfit I work in which is pajama hands like an old rock and roll t shirt and a flannel shirt, which I look kind of like the wayne's world guy with my blond hair in my classes, that is not what I were here I would love to own my moccasins, but you know, I'm I'm here I can still be casual and comfortable, so today I wore jeans and I'm wearing tennis shoes, but this is on brand for me this fits in with my brand if I were here may be talking about how to become an accountant, this might not be on brand for me and I might I might be a little more dressing in kind of a different way and today my feet hurt up yesterday after wearing sandals all day, I knew I was going to be on my feet today I wore ten issues I worked ten issues that were clean and on brand, but you really have to think if I was up here thinking about my feet the whole time and really just I can't wait for this to be over, I have got to get these shoes off it's going to affect my performance it's going to affect what I'm sharing with you and your comfort is going to affect how you're interacting with your customers so we all want to look cute we all want to look on brand but you have to think about function first it's really goingto definitely affect you okay? Manners uh you might be covering this later on the koba ashes wondering how do you gracefully detach yourself from a chatty customer when other customers need your attention? I think I lost weight. Yeah, I think I lost two sales of my last fare do a particularly chatty customers so we please tell them that we're gonna get all over that it's gonna be rad, so have good hygiene, you know, but that's, why we have our personal kit, you know, hot summer show guess whose sweat ball me you know that's why I bring deodorant I rock deodorant here today. You know, I've got my back up, I've got mouthwash. I've got this, I've got that you're talking to people and you may not get up in people's face, but believe me, people are going to get up in your face and into your personal space and you're just like, okay, you know, you want to make sure that you're not the one with the bad breath and they are so and then watching what you say you never know who I mean sometimes all goto our show and it's a new vendor that doesn't know me and I will be just browsing in their booth and I will hear stuff of them talking about other vendors them talking about the show them talking about something that they don't know they don't you never know who somebody is my parents walk around the show's my friends walk around this shows people don't know who they are you know what? I have definitely had times where I friend of said oh my gosh I can't I can't believe this fender was like talking trash on there on the vendor that was next to them and it was just so unprofessional and that in and uh she had no idea who it wass so really kind of thinking about that and then we talked about suite perversion you see that foot back there remember that little foot that's ah that's right here that's like a secret back room that's where they eat and drink they're not eating and drinking not to say that you like can't be drinking drinking water and stuff but you know just kind of thinking about it we're all human we all have like our human needs obviously I can't go you know very long without drinking some water but really kind of thinking thinking about what your customers air seeing there are going to be times that you don't have an assistant and you thought it was gonna be a flow show and you need a scarf down a sandwich really fast in your booth while you're helping people grab an afghan you know what I mean? Make sure that all that's taken care of and hygiene just all of that phone talking phone talking really I mean it's an emergency great like do not play games all you know and if a customer comes in here with you are and you are using your phone just say, you know when you're you're engaging with them and at one point just let them know you know, I'm really sorry my cats in the hospital right now and I just, you know, I just got a text from my husband who's who's dealing with that that's it it's so much better to explain something than to have somebody thinking that you're a big jerk so uh body language to sit or stand that's the question it's up to you a lot of people say don't ever sit down, I think you're going to be much better sales person if you're comfortable I recommend sitting and like, ah higher chair like a stool like we saw kelso sitting in earlier with the library card catalog table um and then you want to think about what your body language is conveying, you know, you're like nobody wants to talk to you you know you want to be open think there's ah body language class a creative live I know some people that have taken afterwards you feel free to check that out in the catalog? Yeah, some people have taken it I've heard really great things I definitely should have taken it before this course because everybody that knows me is like create job but could you try to stand up straight? You know? So we all have we all have have issues with that but it's just about being aware of and trying, you know, if you change ten percent of it great, you know are one percent of it and then looking smiling and looking like she's sitting but she's smiling and she's got this awesome dog in her booth don't you want to I want to go in there and hang out and I want to get a dress like she has on like, you know, be that adorable like I need to buy what's in there right now uh and then looking engaged but available you know, nobody wants to go into the booth where the vendor just say hi hi hi just like I was saying hi to everybody that's walking by and just so like kind of like that desperation, that loneliness that I exuded back in the flea market days so you want teo you know look you're fixing up your thing this is your table you know what I love to dio come out to the other side of the table but make sure I'm not blocking my stuff and do this kind of really fake rearrange you know where I talked about how people are you know attracted to attention they're attracted to excitement you be you be that excitement you be that attention that trick works like ninety percent of the time and I've got rebecca shaking her head yes and lisa and stacy rebecca yeah someone told me once and I really do think this is true that nothing sells if you don't touch it like just she worked in retail for a really long time and helped me kind of get through that you know because you put it all perfect but you really have to touch everything and move it it is crazy how much that works it makes such a big difference such a difference so yeah so look that that dizziness but also engaged in available yes he said you have an opinion on people who like kraft during the show like career yeah yeah I'm going to talk about that we're gonna talk about what to do during a slow sho and that's going to be something that I'm going to bring up bring up there let's talk about how to engage customers with your product so what was that yes young in the mountains yes I love it were recognized I love I love her ceramics they're absolutely beautiful so if you miss that of young in the mountains is this picture here so you want to facilitate that easy physical connection with your customers that's my mom I think she's at work today so she's definitely not watching but she might watch this at some point and she makes those shells that I was talking about and if you make anything sparkly you know that kid's just are all over that sparkly stuff and I told you my mom is like swarovski crystals this is this crystal and it's glued with the special glue in there one millimeter apart and when kids try to touch her stuff and she loves kids what she's like so she came up with this idea that I love which is she got this bowl and she went down to her her shell guy you know that's what she called him virgie this his name so she goes down to virgie and she buys his bag of shells for like five bucks or something and that this huge bag of just little shells and she has that on the front and she has this thing touch me take one kid height so every kid wants come up and touch and take you know and their parent of course is just has to hang out there while they pick out there perfect shel you know how kids are it's like let me find the perfect shells like they're all the same okay let me just give you a dollar and get out of here so they're just like standing there picking out the most perfect shel well what do you think the parent is doing or the person that's in charge of that child? Well they have no choice but to browse you know they could go on their cell phone but that's just a it's a great way of just being I think a nice person you know and like having this nice experience because kids were constantly told don't touch don't touch you know it's like yeah come touch this take it it's free you know, keep your allowance but I also think its important to direct that sign ege you know so for her to have another sign that says you know please ask for assistance or you know, touchable shells are on the right hand side or whatever whatever it is to let people know so that they know right away this is great this is melissa a lot laci which I'm probably pronouncing her name wrong but she has this very great on brand display on the left hand side with her spend anything spin me oh, you know right away what to dio you're supposed to you're supposed to spend it and then um what is anybody coming to mind? I'm blanking right now I'm like remembering like hundreds of vendors names off the top of my head so I can't feel that bad unicorn craft unicorn press unicorn pass so that we've got unicorn crafts here and she has this great this great she has got this trunk and then she's made these you know photo props these selfie props pick a friend and say cheese and guess what she has next to it her mailing list sign up so well your friend is picking out the prop you're signing up for the mailing list your hash tagging her brand I just love it yeah inch and she's adorable like who doesn't want to take a picture with a smiling doughnut anyway so yeah or that dinosaur you want to make it really easy for your customers interacting when we talked about the mirror earlier just like have the mirror have the mirror out have that dressing room show those lifestyle photos that we talked about show them what their life is going to be like help them with it you know there's a reason that shoe store people like how the shoehorn and like put the shoes on for you you know they don't just like throw the shoes at you and I here try these on you know they help you, they create this experience and then what we talked about the sturdy displays so remember our picture frames okay, unconventional ways to attract customers so having a d I y station so we talked about my mom's shell situation. This is another another booth here that had a that look at what a small footprint that table is it's like a foot and a half kid height. There's um printed out, you know, photocopy things and a thing of markers there, you know, the kids walk up and their and their their parents in the booth or you could do it like a holiday gift tag thing. You just have some stamps and some little and some little tags kids make the gift tags while the parents are shopping and then pet friendly depends on indoor outdoor show if there's pets there, but we always have water for dogs I've seen boosted have dog treats there, I just try to stick to water um totally up to you if you obviously, if you have a pet stuff, you wantto be very friendly, too friendly to the pets and have, like pet treats and things there and then treats candy bowl or free water. I've never done that before, so I've seen lots of vendors who have done that it didn't feel very on brand for me. For me, it was like it would have been more on brand for me to do like a little d I y yeah y station or something so it's up to you what can we just get like a vote in the room so candy or like free candy or free water yes and then no so you is your hand okay no raise your hand I'll vote for people the children they're saying bad idea way g oh yeah I just feel like it's almost kind of like gimmicky in a way it's like if I go to the dentist I expect a lollypop but if I'm I don't need you to like beg me and tear both your display should be begging begging me in and not begging me it should be inviting me so um and then when we talked about sharing sharing your process so this right here you know she's she's not goingto uh lisa is not going to sit there and make a belt in her in her booth right but she has found another way to share her process which is awesome um some people that maybe spend their own yarn and they make scarves I've seen them bring their spending well pooh there's people there all day long people don't even like know what they would even make with yard and they don't know how to do anything there is buying arm because they've seen this yarn be spending they know that she had died and they just have to have this yarn is someday they'll learn how to knit so uh when my stuff was closed, so it was like application on the sewing machine. I did not bring my sewing machine, but I would bring, you know, small, small things, some hand sewing. Even it was just personal stuff, and then people, what you making? Oh, I'm making, yo yo, I'm making my friend a necklace right now. Oh, I'm hand stitching on this tag. I'm doing this so it's engages.

Class Materials

Free Downloads

Craft Show Secrets Syllabus.pdf

Bonus with Purchase

Craft Show Readiness Checklist
Craft Show Timeline Checklist
Profit and Loss Worksheet With Examples
Packing Checklist
Craft Show List
Benefits and Goals Worksheet
Branding Worksheet
Post Craft Show Checklist
Craft Show Application Checklist
Brand Mood Board Exercise

Ratings and Reviews


It was an awesome experience. I learned so much from Nicole. She is entertaining and so knowledgeable that I feel I left the show with soooooo much info. I loved being in the studio audience, I met so many great people, crafters and new friends I feel we all became one big support for each other. I am putting to good use everything I learned. I look forward to coming back to Creative Live for another learning experience. Craft Show Secrets taught me all the ins/outs of craft shows ...I'm excited for my next craft show. Time to Create!!!

Lisa Jones

Great Class! Full of practical information + tools about how to REALLY succeed doing shows. I have attended many a craft show and found an enormous amount of useful tips. I especially loved the bonus material! Thank you Nicole and Creative Live for keeping it real + FUN!!

a Creativelive Student

I've been growing my business successfully online for the last six years, but hadn't shown my work in person for a decade. As a refresher, I took Nicole's craft show class to be sure that I made the most of the time I would have in front of my customers. Because of the preparedness and mindset that I gained from Nicole's teaching, my show was a huge success. My interactions with the customers, producers, and other vendors were genuine and joyful, building a stronger foundation for future business and relationships. This course took the worry and stress off my shoulders so I could enjoy the opportunity that I had. Thanks, Nicole! Tamara Kraft Pithitude

Student Work