I was looking through some old pictures when I found these images. They’re pics of my booth from a very muddy, very wet craft show last fall (as evidenced by the smudges on the glass). Seeing these again made me chuckle so I thought I’d share. I remember making these quotes the night before the show and thinking that I was just soooo funny.
I don’t know about that, ha, but maybe you’ll enjoy them too. Would these quotes have inspired you to buy a hat?
I worked 8 hours. I drove 3 hours. I tagged hats. And now it’s time for a craft show!
Tomorrow, I’ll be at Delmont Apple ‘n Arts Festival from 10am – 6pm and then on Sunday, October 2nd from 11am – 5pm. Even though it’s supposed to rain and be cold, we’re looking forward to a great weekend. Stop by if you’re in the area!
This is the nitty-gritty side of craft shows – the pre-night calm before the storm. Here’s what my family room currently looks like.
It’s crazy to see a whole year’s worth of work laid out… and I’d still like to have about 100 hats more. Oh well, until JJCrochet expands and hires another employee, this is all my work and I’m proud of it. Graduating from college, moving to a new city, starting a new job, and working 40 hours a week while managing a business. It’s a crochet business, but still – show a girl some love! 
Craft shows are a big deal to the average crafter. It’s a brief chance to share our designs with the world. After 6 years of doing craft shows, I know I have about 3 minutes from the time a customer sees my products until they make a purchase. In a normal sales cycle, a 3 minute closing time is insane!
When you only have a few critical seconds to make a first impression (and ultimately a sale), what do you do?
In the same way you aren’t friends with everyone you meet, you won’t instantly “click” with all your customers. Because of this, your motto at craft shows should be: “Don’t be yourself”.
Let me explain. I’m not telling you to hide your true self, I’m just suggesting you show people the you they want to see. The you they can relate to.
At any given show, you’re going to interact with hundreds of different people from different walks of life with different personalities. Key word: different. Differences are great – they’re what make us human – but at craft shows, your goal should be to eliminate as many differences between you and your customers as you can.
This technique of meeting someone where they are is what I called personality mirroring. It’s a surefire way to rock a craft show. If you’re not familiar with this concept, start taking notes because it’s important.
Personality mirroring, as the name suggests, is when you act in a similar manner to your customers in order to form instant rapport. It’s being a mirror of their personality.
To illustrate this point, let’s use an example. Suppose Laura is an outgoing crafter who is loud, creative, and proud of her work. She prefers to engage with customers as soon as they come in her booth. She feels like it’s her duty to share the story of how she creates each of her pieces.
Hannah is her potential customer. She’s introverted and uncomfortable in large crowds. When she sees Laura’s booth, she timidly enters and doesn’t make eye contact as she begins to look at the products, hands clasped tightly behind her back.
What should Laura do?
Shouting out a loud, “Hi! How are you? Is there anything I can help you with? Who are you looking to buy for? Are you enjoying the show? I love the weather we’re having!” will have Hannah running out of her booth faster than she could say, “psycho crazy-crafter woman”. Do you see how Laura’s approach doesn’t match Hannah’s personality?
Instead, Laura should have noticed Hannah’s body language when she first came into the booth. The eyes down, the hands clasped behind her back. Clearly, Hannah is an introvert who doesn’t want to be bothered while shopping. Upon identifying Hannah’s more reserved personality, Laura should have instead offered a smile and a small, “Hello,” to acknowledge Hannah without making her feel harassed.
Take a few seconds when you first see a customer and size them up. Do they have a loud or quiet personality? Do they want to browse or chat? Do they look like they want to talk to you?
Now, let’s flip the tables. It’s just as bad if you’re a quiet-crafter and don’t know what to do when you encounter an outgoing customer.
Maybe you’re a sensitive crafter who’s not your typical people-person. You create, you craft, and think people should appreciate that. A group of women come into your booth. They’re laughing and joking and having a good time.
They strike up a conversation: “You made these?! Incredible! I love them!”
Your response: “Thanks,” and go back to folding your bags.
WRONG! WRONG! WRONG! Can’t you just hear the excitement of the ladies? They want to know more – tell them!
A better response: “Yes, I did. Thank you! I learned to crochet when I was 8 and love playing around with different yarn and styles. It’s just so fun! Which hats do you like?”
By matching their up-beat personality, you’ve opened up the dialogue and are one step closer to making a sale.
Sounds simple, right, but most people don’t do it. I’ve seen crafters lose out on big sales because they weren’t comfortable interacting with a particular type of customer. It’s time to hide your quiet self or tone down the volume when you’re a seller and play the “everyone’s my friend” game.
If personality mirroring sounds too intimidating to try at a craft fair, practice on some friends. Don’t get along with your loud coworker? Try being equally as loud and watch the chemistry. If you have a softer-talking friend, instead of shouting at them, the next time you call them use a slow, calm voice. Matching someone’s personality doesn’t just work at craft shows. Adjusting how you interact with people makes them feel more at ease. People love themselves and are comfortable talking, interacting, and being around people who are most like them.
If you can mirror a customer’s personality to the point where you make her feel like she’s talking with herself then congratulations, you’ve mastered the art of personality mirroring and are on your way to mastering craft shows! Use this simple trick and watch the results that follow.
Have you ever used personality mirroring? What were your experiences – both positive and negative?
Read the title of this post. I’ll give you 3 guesses as to what I bought at an Arts Festival this weekend. If you guessed a skein of hand-spun merino yarn, you’re right! Woo!
My mom and I spent this hot Saturday afternoon browsing at a local Arts Festival. It was a pleasant few hours and certainly nice to be on the other side of the booths for a change.
One of the tents caught my attention: It was a booth with hand-spun yarn! Although the yarn was lovely, the lady working the booth was not. She was a little distracted and not very helpful, but I thought the yarn was worth it despite her poor customer service. See pictures below, I hope you’ll agree.
I ended up purchasing 104 yards (1.4oz) of hand-spun, hand-dyed Merino wool yarn. Yum. It was a special treat (from myself to myself). I think it’ll be just enough yarn to make a hat.
One of these days, I’d love to learn how to spin. I have some roving I purchased a while ago, but never got around to learning how to do it. Anyone know how to spin and want to team me? I’ll make you a haaaat.
Every year without fail, Craft Show Season arrives. These few weeks in September and October have become affectionately known as “CSS”.
“Want to go shopping this weekend?” my friends will ask innocently.
“No, sorry… it’s CSS.” I respond. They shrug knowingly, sometimes followed by a head nod or affirming pat on the back. 
Anyone who’s not a crafter might not realize the gravity of CSS and how it shapes your life. I have an upcoming show this weekend, Harmony Grange Festival, and it will mark the opening of my 3 week CSS. I have been prepping for months: crocheting hats to have a decent inventory, screwing dowel rods into bases to make hat stands, painting wooden letters to fashion a sign, saving $1 and $5 for the past couple weeks months so I have change for the big spenders.
You can’t underestimate the power of CSS; those unprepared will not survive.
Especially in college, CSS is an interesting time of year. I have done two-day shows where I got 3 hours of sleep because I chose to stay up and crochet more hats. I have driven 50 minutes in the wrong direction before realizing it and arrived late to shows. I have endured 35 degree weather with nothing but the shelter of a blue EZ-up tent to protect me from the ranging winds. I have done homework in McDonald’s restaurants. I have tried to sell warm crochet hats to people eating snow-cones in August. It has rained, it has been warm. I have worked 28 hours and driven 6 hours in one weekend. During CSS, I’ve done it all.
That being said, I wouldn’t trade CSS for anything.
I love it. Absolutely love it. The people, the selling, the relationships, the experiences. Some people remember my booth from previous years and when I hear, “Ohhh – there’s the hat lady!” it makes all those sleepless nights worth it (well, only if they buy something, really).
Three craft shows in Western Pennsylvania will culminate my 2010 CSS:
If you’re in the area, stop by and see my new booth setup or ever better, pick up your very own JJCrochet hand-crocheted hat! And please, if I look tired, don’t tell me.
For those who can totally relate to CSS, here’s are two good articles to make your CSS seamless:
All the Best and Happy Craft Show Season!
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