How to succeed selling at bead and jewelry fairs!

Many beaders make a comfortable living selling at shows every weekend. Some say it’s a lot of fun and make a killing, but it’s hard work!

It involves getting up early, driving hundreds of miles, setting up your display, selling at lightning speeds, and then taking it down again, traveling back, and often repeating the whole thing the next day in a different part of the country. It is also much more expensive than a craft fair to rent the space. However, despite the cost of a few hundred dollars (£80 to £180) for a 6ft table, it is possible to make $1500 a day with the right stock.

How to enter the shows

Booking

Google to find where the shows are and email the organizers for availability.

As with smaller craft fairs, visit first to see if your jewelry fits and can compete with the other vendors. Take note of which stalls have the most people and what people are buying. Talk to some of the vendors to get an idea of ​​the success of the program. The vendors are very friendly people, so don’t be shy!

You will need to book a few months or even more in advance to get in on the best shows; all require a deposit, with the balance due at least one month in advance.

Lighting and extras

Some shows charge for electricity, tables and chairs, and others are supplied free. You need display lights to attract customers to your booth and display jewelry at its best. The larger shows rent lighting for around $100, but most of the time you’ll need to bring your own. Halogen lamps on a string from a builder’s tradesman are cheap to buy and very powerful. Or use spotlights with a clamp so they can be attached anywhere; bring as many as you can.

Prepared

It’s also a good idea to price tag most of your items to encourage shoppers. And don’t forget a sturdy wheeled cart to transport your stock from your car to the show, plus a calculator to add prices.

How to exhibit at jewelry fairs

As it is expensive to exhibit, you have to make the most of the space. This means increasing the area in any way you can, like creating a screen behind your table. Some people even show under the table. To create more space, we occasionally use a Perspex box on top of the table with beads inside.

grid wall

For display behind your table, use racks with hooks and brackets. Gridwall can be purchased from any shop fitting supplier and is typically 2′ x 4′ or 6′ tall. It is economical, versatile and quick to assemble and disassemble. The metal hooks simply clip onto the grid between the gaps.

If you have a small car, get a 4 foot grid wall. However, if you can carry it, 6 feet is best because it can stand on its own leg stand. You will need to make a wooden bracket to hold the clamps to attach to the table (see picture), for the shorter grid wall. If you are renting an enclosed cabin with walls, it may be possible to hang the mesh wall with long metal S-hooks purchased from a hardware store.

tablecloth

Cover your table with black velvet, this looks best for jewelry. Tables are usually 6 x 2 feet, so you’ll need fabric around 8 x 3 feet, which will allow it to stick out more over the sides.

roll up banners

Roll up banners are affordable, lightweight, free-standing supports that are easily set up in seconds. The image shows two banners together. Most are 6′ x 2′ upright, but only a 2′ roll when closed. One of these banners displayed by your booth will attract everyone to look at your jewelry. You can order online for around US$100.

When designing your roll up banner keep in mind that the 6 feet will allow for a large number of copies and photos. Make sure all images are at least 3 megabytes in size; otherwise they will not appear sharp. You may want a black background instead of white, as it usually looks better. If you only have space for the roll-up banner behind a table, design one with the bottom third blank (since that part will be hidden).

bargain box

Have you noticed how many exhibitors at trade shows have a bargain box? It’s common because it’s not only an easy way to sell your old jewelry, but it also attracts visitors to your other items. Place one in a far corner of your screen, away from where you are standing. You should be protecting your most valuable jewels.

Price items in your sale box low and in a way that encourages customers to spend more. For example, you might be selling cheap bracelets here for $6 each. Use your printer to make a sign and then lick it:

“Just $6 each, or two for $10.” Or better yet: “Just $8 each, or 3 for $20,” depending on what you’re selling and the market.

Multi-day shows

I find daytime exhibits the best, but if you decide to exhibit at a longer fair, take your most valuable items with you at night. Then cover everything else with a dust cloth (available from builders’ dealers). Finally, never leave valuables in an empty car.

insurance

Many shows require you to purchase your own liability insurance before they will accept your reservation. This covers you from being sued if someone trips over your light stand and breaks their back.

In the US, insurance is essentially: shop around for the best quote. Insurance in the UK can be easily purchased online – google ‘craft fair insurance’.

How to sell to customers

Chat with prospects Talk to potential customers; if not, they will think that you are not really interested. Greet them, compliment them on what they’re wearing, and ask questions. Let them know that you are available to answer their questions. Getting into a conversation about the jewelry they are wearing can easily lead to a conversation about yours.

When chatting with customers, don’t rush: listen carefully and pause before responding. Make him feel important and that you value what he says. Speak positively, assuming they will buy:

“What color would you like?”, “Is it for you or a gift?” this kind of things

Instead of saying “I can help you”, get more personal and ask them what they think is the best thing about the program or “have you come far?” Even chatting about the weather can help build a bond and lead to a sale.

When a prospect tries on a piece of your jewelry, suggest ways they can use it to accessorize different outfits. The more realistically they can imagine themselves using it, the closer they will be to buying it. Talk to them like you’ve known them for years. Approaching Customers Whenever there is a chance someone is looking at your screen, always stand up. So they can see that you are interested and you can talk face to face. It’s also easier to move from one end of the booth to the other and hand out jewelry to the prospect.

Body language is also important. Never cross your arms or look away, they will subconsciously feel that you are not interested. Make it easy for them to approach you, and if you recognize an existing customer, give them a warm welcome by shaking their hand. If they try on a piece, offer them a mirror so they can see what it looks like. Take at least two mirrors.

Never eat if someone is near your booth, because potential buyers won’t want to bother you with a sale. However, keep a bowl of candy or a box of chocolates at your booth to give browsers another excuse to talk to them.

Make it easy to pay

Accept credit cards and checks – people spend more with plastic. Shoppers will also run out of cash, so make sure you know where the nearest ATM is to let them know. Only accept checks with a guarantee card and write the number and your name on the back. If you don’t have a credit card merchant account, it’s easier than you think, see the section above.

Market your website too

Much of the profit from an account show may not be made until after you’re gone – promote your website any way you can. Distribute flyers advertising your site, along with discount coupons or free shipping for as many days afterward. That way, you can tell from the code that the request originated from the program. Buyers in the day may not have time to look at everything you have.

Sell ​​plugins

Handmade jewelry deserves special care. After selling a piece, always ask if they would like to buy something to keep it clean. Suggest extras like blush cloths, jewelry cleaners, and protective bags that customers can purchase to store their jewelry. Offer free gift wrapping, especially if your show is just before a special date, like Valentine’s Day. You could even sell account books and jewelry boxes.

Jewelry Care Tips Sales Help

With everything you sell, enclose a small card explaining how to care for all types of your jewelry. Be sure to include your name and contact details as these will be retained by clients. Something like:

• Protect from shock, chemicals, sunlight and extreme temperatures.

• Remove before washing or swimming.

• Be careful not to accidentally stain jewelry with hairspray or deodorant.

• Remove rings when working with your hands or using abrasives.

• Carefully wipe jewelry with a soft chamois after wearing to remove oils and salt.

• Store jewelry separately so pieces don’t scratch each other and keep necklaces flat to reduce stretch.

• Sterling silver tarnishes naturally, so it requires occasional cleaning.

• Store jewelry in resealable plastic bags.

Types of cleaning cloths

Polish sterling silver and other metals like brass and copper with a Sunshine cloth. This soft cloth is impregnated with a fine powdered metal polishing compound. For gemstones, a Selvyt polishing cloth is best, made from natural cotton coated with a special binder that provides a velvety texture that ensures dust particles are removed from the surface being polished. If you want to remove scratches, use a polishing cloth that contains blush.