Quilting Business Blog » Quilt Shows

Your Quilt Show Booth

Chuck Smith — Mon, 13 Nov 2006 20:41:43 +0000

I recently received the following question about making the most of your booth space at a craft or quilt show:

Hi, Chuck.

I really have enjoyed all your articles. They have been very helpful. I am new to the whole craft scene having just recently begun to sell my quilts, etc.

I have participated in a couple of arts and crafts fairs but am very unhappy with my booth. Can you give me any suggestions on how to display my quilts — both baby quilts and regular quilts — in an attractive, eye-catching manner?

I will really appreciate any information you can provide.

Thank you.

– Mary V.

Hello Mary,

I’m sorry for the delayed response. I have been very busy, and for some reason, I had set your email aside but never answered it. I apologize.

Congratulations on starting your quilting business. And a craft show or quilt show is a great place to learn what types of products are selling while (hopefully) making some money for your market research.

We’ve all been to shows where someone will just have a table set up with their wares displayed on top. If they are feeling really creative, they might put a table cloth over the table and perhaps have a little easel-back sign propped up on the the side.

But, you’re looking for more, and I applaud your desire to bring your booth to the next level. And, you can definitely do quite a bit with very little effort and money.

First off, take a stroll around the next show you attend. Look at all the booths and take notes on what you like (and dislike) about different booths. Are there any displays that catch your eye and make you want to step in a bit closer? Is there anything that people are doing in their booths to attract attention (is there a demonstration going on, or perhaps a video on a TV monitor?)?

Next, figure out what it is about you and your quilts that makes you unique. Is there something about your quilts that make you stand out? If so, accentuate this aspect of your quilting. In addition, is there some way that you can talk about the care that you put into your quilts – types of fabric, designs, etc. – that you can turn into a story? Stories sell, and even if what you do is very much like what everyone else does, nobody really takes the time to explain these techniques to potential customers. If you do, you’ll have an extra edge.

If you are artistic, come up with a logo for your business and incorporate this into some signage for your booth. You can go to Kinko’s and get some signs made that can help attract attention. These signs should match each other, and should match the labels you put on your quilts (you’ll want some unique labels to increase the perceived value), your business cards, and any literature you develop to sell your quilts (think story again).

Finally, you can have some inexpensive quilt stands made for your booth. Find someone who has some woodworking talent and have them come up with something that is attractive, but portable (so you can put them in your car after the show). In addition, if you just have a tabletop, you can drape a cloth over the table, but use some milk cartons to create tiers. This will allow you to display more items, and make it visually attractive (you’re breaking up the sight lines so it’s not too boring).

And finally, think about what you wear in the booth, and your behavior. Are you well dressed? Do you have helpers, and if so, are you wearing matching outfits (one way to go would be polo shirts or aprons with your logo embroidered on the chest).

Make sure that you are always attentive and that your body language is inviting. Be ready to answer questions, and make sure that the booth visitors walk away with your business card and some literature. This could drive additional sales later.

Think of your booth as a Broadway play, and you are the director. You want to make sure the stage is set and you’re ready for the opening curtain.

Good luck!

Chuck Smith

Quilt Show Tips – Displaying Your Quilts

Chuck Smith — Mon, 13 Nov 2006 20:05:20 +0000

Recently, I received a question from one of the QuiltingBusiness.com community who was going to be exhibiting in her first quilt show (in Argentina no less). She wanted to know how to set up her booth and wanted some tips to make the show go smoothly. Here is the question (which I’ve paraphrased for brevity):

Once a year there is a big fair in my town (cows, horses and hens, tractors, lorries, and the like). Farmers display their products, others show their tractors, and the ranchers their animals. The three big tents will be for the people who sell things or show what they make. I will display my quilts, shams, and pillows, and I will be the only one with quilts, since there aren’t as many quilters here in Argentina as in the USA.

I was wondering if you could give me some advice how to decorate my stand and how to best handle the show.

Thanks for your input!
Pat

Here’s my response to Pat’s question…

Hi Pat,

So, now that I have some information, I think I can give you a little advice to help you sell more quilts, etc.
Here goes…

Trade shows and craft fairs can be a great way to sell your quilts and quilted products. But, because there is a lot of confusion and lots of other people selling their wares, you need to make sure you stand out in the crowd.

Here are a few tips that you can use to help you sell more at the event.

Develop a “story” for your goods. Create a small flyer that talks about how much time and effort goes into the making of the goods. Discuss the quality of the fabrics and threads, and how you are using designs that have been passed down through the years (with your own unique twist). Give them a story so they can believe your unique products will be a treasured heirloom in their family for years.
Organize your booth. Make it easy for people to find what they are looking for. Put quilts together, shams together, pillows together. Or, organize based on some theme – different settings (this pillow, quilt, and sham go together), different designs, etc. This will allow people to find items and also to perhaps purchase complementary items and increase your sales.
Have low-cost items to sell. If you have some smaller items – $1 to $10 (or the equivalent Argentinian currency amount) – these should sell very well. Not everyone will want to purchase a high-priced quilt, but might want a small pillow that is inexpensive, but looks great.
Dress the part. Make sure you are wearing an outfit that says you are the person to talk to in your booth. Wear a wild shirt, or if there will be more than one of you in the booth, wear matching shirts. Have a name tag on your chest so people know who you are and also the name of your company (and if you don’t have one, come up with a catch name that reflects your quilting style).
Wear comfortable shoes. You’re going to spend a lot of time on your feet, so be prepared. If at all possible, do not bring a chair as that will only invite you to sit down, which can scare people from coming into your booth. When you sit down, it looks like you’re bored and don’t care if someone comes into your booth. Look excited and try to greet every single person who comes in with a smile and an offer to help.
Have business cards. Not everyone is going to buy, but a nice business card given to everyone who comes in may result in business further down the road. Make it an attractive card that tells the person a little about what you do, so when they look at it later, they don’t forget what the card was for and throw it away.
Have signs. Use some creativity and create some signs for your booth. You can have a large sign on the easel that tells your story and provides some contact info in summary. Have smaller signs to point out different products, and tell a little more about that particular item. In addition, price tags are another opportunity to be creative. You could use your business card as a price tag by using a nice card stock (different color or some interesting paper) and writing the price on the back. Use a 3-hole punch and some nice string with safety pin to attach the price tag to your items.
Offer some freebies. You could bring a coffee pot or some other types of refreshments for tired shoppers. But be careful – some people will come into your booth just for the freebies. Make them work for them – maybe fill out a form for your mailing list – to get them. This will help weed out the “gift grabbers” who aren’t really serious.
Have a raffle. Again, have people fill out a form for a raffle at the end of the show. Raffle off one of your quilts or pillows, and build a mailing list at the same time. Try to capture email addresses as well as the physical addresses. Email is a great, inexpensive way to keep in touch.
Bring a great attitude. Show and fair attendees are there to see what’s new and to purchase items. They want to deal with people who are friendly, helpful, and energetic. If you have a great attitude, that will influence the people who come into your booth more than low prices or flashy presentations.

Hope this helps, and good luck with your show!

Chuck

If you have any questions about your quilting business – whether just starting out or looking for a boost with some solid marketing or business advice – feel free to send me an email at chuck@quiltingbusiness.com.

Chuck Smith is the owner of QuiltingBusiness.com, the web’s only site dedicated to helping you make money with your quilting. Visit QuiltingBusiness.com today to sign up for the FREE email mini-course: “7 Unique Ways to Make Money with Your Quilting.”

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Craft Fairs and Quilt Trade Shows: Making the Most of Your Booth

Chuck Smith — Sat, 11 Nov 2006 20:55:59 +0000

Quilt shop owners live for the seasonal craft fairs and trade shows that allow them to showcase their goods. But if you decide to attend one of these events – and why wouldn’t you? – remember that the convention center or auditorium will be packed with men and women displaying their finest quilts and quilting wares.

So, how do you make the most of your booth space in such a way that you stand out from the other quilting faces in the crowd? There are a few things to keep in mind.

First, try as hard as you can to get a booth space near the main entrance/exit. That way you’ll be able to wow people whether they’re coming or going. It’s also a way to engage attendees in conversation. For instance, if someone walks into the auditorium and he or she looks lost, you – stationed behind your booth – could say something like: “Are you looking for a particular type of quilt?” If he or she responds, you might be able to compel him or her to take a look at the quilts or quilt wares available in your booth.

Another tactic to employ involves using a unique booth. If, for example, you can do whatever you want with your booth, feel free to customize it, make it look very much unlike the other booths in the auditorium. That way, attendees will naturally be drawn to your booth.

Also, make sure everyone who is supporting the booth is at their best behavior. If you can, make sure there are enough people so you can do shifts. Standing on the hard floors of a convention center or auditorium can be tough, so you want to make sure you have a chance to rest every couple of hours. And make sure the booth staff is trained to greet people and answer any of the questions. A little pre-show training will go a long way in preparing them for the show.

In terms of what you bring to the fair or show, bring your best quilts or quilt wares. And bring as much of it as you possibly can. To save on space, consider bringing not only a good sampling of the quilts that you sell, but also a good sampling of the complementary quilting items that you sell. The more diverse your collection of quilting products, the more interest you’re likely to generate and the more sales you’re likely to make.

Another surefire way to keep people flocking around your booth is to offer a raffle for a free prize. You need not give away one of your quilts. You can simply give away a small complementary quilting item. Everyone likes to receive free goodies, so you can be sure that people will stop by your booth and sign a ballot if they could win a prize.

And you absolutely must bring sales materials to hand out. People who go to quilt shows like quilts. So the people who attend are your target market. You need to have brochures and flyers and newsletters to hand out to anyone who wants them. And be sure to include the contact details for your quilting business.

Craft shops and quilting trade shows offer excellent opportunities to show your wares and make some sales. But you’ll ultimately do more selling if your booth is as inviting as you are.