How to Win at Craft Fairs and Boot Sales: A UK Crafter’s Guide

Know Your Playground: Craft Fair vs. Boot Sale

First up, it’s key to understand the difference. Think of it like this:

• Craft Fairs: These are your natural habitat. People come here specifically looking for high-quality, handmade goods. They appreciate the skill involved and are generally prepared to pay a fair price for something unique. This is the place for your show-stopping, higher-priced items.
• Boot Sales: The audience here is much broader and often on the hunt for a bargain. You’ll be alongside people selling everything from second-hand toys to antique tools. It doesn’t mean you can’t sell here, but your strategy needs to be different. Consider lower-priced items, bundle deals, and other options that make great, affordable gifts.

Living in Kent, you’re in a great spot with a vibrant local scene. Check out local council websites, community Facebook groups, and websites like UKCraftFairs.com to find events near you, from Herne Bay to Canterbury and beyond.

Understanding Your Customer: Buyer Habits at Fairs and Sales

To really succeed, you need to get inside the head of your customer. Shoppers at craft fairs and boot sales behave in very different ways.

The Craft Fair Shopper

• They’re buying a story, not just an object. This is your superpower! They want to know about you, your process, and what inspired the piece. They’re not just buying a mug; they’re buying the story of the person who crafted it. Be ready to share.
• They are sensory shoppers. They will want to pick things up, feel the weight, and examine the quality up close. This is a great sign! It means they’re engaged. Make sure your items are well-finished and inviting to touch (unless they’re very delicate, of course!).
• They do “the lap”. Don’t be discouraged if someone looks interested, says “That’s lovely!”, and then walks away. Most craft fair visitors do a full circuit of the venue to see everything on offer before committing to a purchase. A friendly, “No problem, I’ll be here all day!” is the perfect response. They often come back.
• They are on a mission for the unique. Many are looking for a special gift that you can’t find on the high street. They want something with personality and a tale to tell.

The Boot Sale Buyer

• They are treasure hunters. The thrill of the boot sale is the find! They’re scanning for a bargain, a quirky hidden gem, or something they didn’t even know they needed until they saw it.
• Price is king. The boot sale is the home of the haggle. It’s part of the fun and culture of the event, so don’t be offended. It’s a good idea to price your items with a little bit of wiggle room to accommodate some friendly negotiation, but know the price you cannot go below (called the floor price).
• It’s all about impulse. While some may be looking for specifics, many buys are made on the spur of the moment. Small, interesting, and affordable items placed right at the front of your stall can be snapped up quickly.
• They are fast-moving scanners. A boot sale regular can assess a stall in seconds as they walk past. You need something to stop them in their tracks. A clear sign (“Handmade Gifts All Under £10”), bright colours, or a particularly eye-catching item can be your secret weapon.

Pricing: Don’t Sell Yourself Short!

This is the bit everyone finds tricky, but it doesn’t have to be. You deserve to be paid for your materials and your time. A simple formula to get you started is:

Cost of Materials + (Your Hourly Rate × Hours Spent) + Overheads = Base Price

• Materials: Easy enough – what did all the bits and bobs cost?
• Your Time: Be honest! How long did it take you to make? Pay yourself at least the minimum wage. Your skill is valuable.
• Overheads: This is everything else. Think about your stall fee, petrol, packaging, and even a percentage for your tool costs.

Once you have your base price, a common retail strategy is to double it.

Base Price × 2 = Retail Price

This might feel high at first, but it gives you a proper profit margin and wiggle room for offering discounts or selling wholesale to shops later on.

The Final Check: Does the price feel right? See what similar items sell for on Etsy UK. At a boot sale, you might need to be more flexible, but at a craft fair, stand firm on your prices. You’re not just selling an item; you’re selling a piece of your creativity.

Attracting the Punters: Making Your Stall Irresistible

Imagine your stall is a shop window on a busy high street. You have seconds to grab someone’s attention.

• Create Height and Layers: A flat table is a boring table! Use wooden crates, tiered cake stands, or small shelves to create different levels. This makes your display far more visually appealing.
• Brand It: You don’t need to spend a fortune. A simple, clear banner with your name or logo looks professional. Even a well-designed, framed A4 print on your table makes a difference.
• Let There Be Light: Especially on a grey British day, a bit of lighting can make your products pop. Battery-powered fairy lights or LED strip lights are cheap, easy to use, and create a warm, inviting glow.
• Showcase Your Best Work: Put your most colourful, impressive, or eye-catching pieces in the prime spots where they can be seen from a distance. This is what will make people stop.

Show, Don’t Just Tell: The Power of the Demo

This is one of the most effective sales tools in your arsenal. If your product does something, show it! People buy into a result or an experience. A demonstration bridges the gap between seeing an object and wanting it for themselves.

A good demo:

• Draws a Crowd: Activity is magnetic. People are naturally curious and will stop to see what you’re doing. A small crowd inevitably attracts a bigger one.
• Builds Trust: It proves your product works exactly as it should and shows the quality of the components.
• Creates Desire: You’re not just selling a kit; you’re selling a fun afternoon, a creative outlet, or a beautiful result. When people see the process and the fun involved, they start to picture themselves doing it.

How to Do It:

• The “Have-a-Go” Station: Let’s say you sell “paintables” for children. If you can, have a small, low table with some water-based, quick-drying paints. With parents’ permission, let kids have a little go on a tester piece. Have plenty of wet wipes handy! The sight and sound of happy kids creating is an unbeatable advert.
• The “Work in Progress”: If a hands-on demo for customers isn’t practical, do it yourself! If you sell painting kits, be working on a piece. If you sell jewellery-making kits, be threading beads. Your quiet, focused activity is a gentle and incredibly effective lure. For a 3D printing enthusiast, having a small, quiet printer running (with venue permission) is mesmerising and a huge talking point.
• The Video Demo: Can’t do it live due to space, mess, or safety? A video is the next best thing. Set up a tablet or a digital photo frame with a short, looping video. Film a time-lapse of your 3D printer, a happy clip of kids painting your kits, or a close-up of your hands crafting a piece of jewellery. It’s a modern, clean, and effective way to show your product in action.

Remember to have plenty of finished examples nearby so people can see the amazing result they can achieve.

From Browser to Buyer: The Art of the Sale

You’ve got their attention; now, how do you make the sale? This is where you have the ultimate advantage over an anonymous online store. It’s where the old saying, “people buy from people they like,” truly comes to life. Your personality is your greatest asset.

• Be Approachable: A smile and a friendly “hello” are invitations to connect. Please, don’t sit behind your table glued to your phone – it’s a barrier. Stand up, be present, and make genuine eye contact. Your positive energy makes you more likeable from the outset.
• Tell Your Story: When someone shows interest, be ready to chat. “I’m so glad you like that one; the design was inspired by…” This isn’t just a sales pitch; it’s how you share your passion. It allows customers to connect with you as a person, not just a vendor. This is how they get to know, and like, the person behind the product.
• Master the Sell, Upsell, and Cross-Sell: Once someone is Browsing, you have their attention. This is your chance.
  • The Sell: This is your main goal – helping them decide on the item they’re already looking at.
  • The Upsell: This is about increasing the value of the sale. If they like a print, you could say, “For just £5 more, you can have it in this lovely frame that’s ready to hang.” They get a better product, and you get a better sale.
  • The Cross-Sell: This is about making helpful, complementary suggestions. “If you’re buying that necklace, have you seen the matching earrings? I can do them as a set for a reduced price.” Or, “Since you’re buying the model kit, you might find this set of fine-detail brushes really helpful for the tricky bits.”
• Bundle It Up: This is a form of cross-selling that works brilliantly. “Any three for £10” or “Buy a large one, get a small one half price” encourages multiple purchases and can be a great way to increase your total sale value.
• Easy Payments: Have a cash float with plenty of change. Crucially, get a card reader like a SumUp or Zettle. So many people don’t carry cash anymore, and you could lose a lot of sales without one.

Maximising Your Moolah: Play the Long Game

Your sales goal isn’t just about the cash you take on the day. It’s about the connections you make for the future. One of the most common questions market organisers get is, “There was a stall selling [some amazing thing], do you know how I can contact them?” Don’t be that anonymous stall! Make it impossible for people to forget you.

• Business Cards are Your Best Friend: Have a stack of them easily accessible. When someone is undecided, hand them a card and say, “No problem, please take this! It’s got my Instagram on it where I post all my new makes, so you can find me later.” This is friendly, not pushy, and gives them a tangible reminder.
• Make Your Stall a Contact Hub: Have a small, clear sign with your social media handles (e.g., “Find me on Instagram! @YourCraftyBrand”). A QR code linking directly to your page is even better. People can follow you on the spot.
• Brand Your Packaging: Every bag that leaves your stall is a tiny moving billboard. A simple custom stamp or sticker with your brand name and website or social handle ensures your details make it all the way into your customer’s home.
• Build That Email List: For those who are really interested, a mailing list is gold. Have a clipboard or a QR code for sign-ups. You can entice them with a “sign up for a chance to win” or a promise of future market dates and exclusive online offers.

The Boring (But Essential) Bits for UK Sellers

• Insurance: Public Liability Insurance is a must. Many, if not most, event organisers will not let you trade without it. It protects you if your stall or product accidentally causes injury or damage. It’s not as expensive as you might think – companies like CraftCover or Protectivity offer policies specifically for crafters.
• The Law: Be aware of any specific regulations for what you sell. For example, handmade toys must be UKCA marked to show they are safe for children. If you’re selling anything that could be a cosmetic, there are rules for that too. A quick search on the government’s trading standards website is a good idea.
• The Weather: This is the UK. Be prepared. Gazebo weights are non-negotiable for outdoor events. Have some clear plastic sheets ready to throw over your stock if the heavens open. A flask of hot tea and an extra jumper are also wise investments!