How to Sell at Craft Fairs: Four Types of Customers

Hello, dear Crochetpreneurs! This is Pam Grice, your biggest cheerleader, and I’m thrilled to be back with another episode of the Dear Crochetpreneur Podcast. In this episode, we’re diving into a common question that many sellers have about how to sell at craft fairs. Tiffany, of Crafty Cub Crochet, asks:

When you’re set up at a craft fair, do you sit in a chair behind your booth or table or do you walk to the other side and mingle?

Tiffany, Crafty Cub Crochet

Well, let me start by saying there’s no one-size-fits-all answer to this. You see, it all comes down to what feels right for you and what suits your customer base. If you’re like me, an introvert who prefers a bit of space, it’s perfectly fine to stay behind or in a cozy corner of your booth. I often find myself working on a project and simply welcoming customers, letting them know I’m here if they have any questions.

But it’s essential to recognize that not every customer is the same. Some are introverts like us, while others are extroverts who thrive on engagement. That’s why, in this episode, I want to take a deeper dive into understanding your customers and tailoring your approach accordingly.

Introverts and Extroverts: Meeting Customers Where They Are

First, let’s explore the dynamics of introverts and extroverts in your craft fair setting.

Making Introverts Feel Comfortable

Introverts like us appreciate their personal space and often find large crowds and constant social interaction draining. For these individuals, attending a craft fair can already be an overwhelming experience. As vendors, we have the opportunity to make their visit as pleasant as possible by respecting their need for sp.ace and quiet.

If you’re an introvert like me, you might feel more comfortable staying behind or slightly within your booth. This position provides a sense of security and allows you to focus on your work or greet customers as they approach. When introverted customers enter your booth, offer a warm but not overly intrusive welcome. A simple “Hello! Feel free to browse, and let me know if you have any questions” goes a long way in making them feel comfortable.

Engaging with Extroverts

Extroverted individuals thrive on social interaction and often seek out engagement at events like craft fairs. They’re more likely to strike up conversations, ask about your products, and express their excitement openly.

For extroverted customers, being behind your booth might not always serve their need for interaction. They might even be disappointed if you’re not readily available for a chat. If you’re naturally extroverted or have extroverted customers, consider stepping out from behind your booth to engage with them. A friendly greeting, a willingness to chat, and genuine enthusiasm about your products can create a positive shopping experience.

The key takeaway here is that while your personal preferences matter, it’s equally important to adapt to the needs and preferences of your customers. Flexibility is key to providing an excellent customer experience.

The Four Personality Types You’ll Sell to At Craft Fairs

Now, let’s delve into the four personality types of buyers. Generally, the people who visit your craft fair booth will fall under one of these types:

• Drivers: task-oriented and thrive on efficiency. They make quick decisions and prioritize getting things done. They may appear aloof or assertive, but it’s essential not to take this personally—it’s their personality at play.
• Analysts: are detail-oriented, quality-focused, and often perfectionists. They take their time making decisions, scrutinizing every aspect before committing. They’re likely to ask probing questions and appreciate thorough, well-informed responses.
• Amiables: friendly, sociable, and eager to connect. They may be a bit indecisive and seek a personal connection with you as the seller. They enjoy conversations and want to feel reassured about their choices.
• Expressives: energetic, attention-seeking, and often surrounded by friends. They make decisions based on intuition and emotion. They thrive on social interaction and enjoy being the center of attention.

Understanding these distinct customer profiles can help you tailor your approach and communication to maximize your craft fair success. This visual should help you understand more fully how each of the four customer personality types operates.

How to Sell to Each Personality Type

Drivers

Approach: When dealing with drivers, aim for a direct, no-nonsense approach. Allow them to guide the conversation. They’ll likely enter your booth with a specific item in mind, so ask if they’re looking for anything in particular. If you have what they want, point them in the right direction and provide relevant information concisely. If you don’t have what they need, don’t try to upsell them—instead, suggest other vendors who might have what they’re looking for.

Customer Service Tip: Help drivers find what they’re looking for efficiently. Your willingness to assist and provide quick solutions will earn their loyalty.

Analysts

Approach: Patience is key when dealing with analysts. Expect them to examine your products closely and ask questions about materials, manufacturing processes, and suitability. You should have in-depth knowledge about your products to satisfy their need for information. Don’t try to rush them; instead, create a comfortable environment where they can explore at their own pace.

Customer Service Tip: Engage in conversation, but allow analysts to lead with their questions. Be prepared to provide detailed information about your products, which will help them make a confident decision.

Amiables

Approach: Act as their personal shopper, engaging in friendly conversation. Ask questions about who they’re purchasing for and where the item will be used. Share the benefits of your products and reassure them that they’re making the right decision. Amiables appreciate feeling valued and listened to.

Customer Service Tip: Be genuinely interested in their preferences and build a connection. Use positive language and affirm their choices to boost their confidence.

Expressives

Approach: When dealing with expressives, be prepared for their high energy and enthusiasm. They might appear easily distracted, so guide them toward your products if they seem interested. Engage in conversation, offer compliments, and create a vibrant atmosphere in your booth. Social proof is essential for them—highlight positive reviews and encourage their friends to chime in.

Customer Service Tip: Connect with them on a personal level, and don’t be afraid to match their enthusiasm. Encourage their friends to participate in the shopping experience, as their opinions matter.

Successfully Sell at Craft Fairs: A Balancing Act

So, how can you effectively balance your interactions with these diverse customer profiles at a craft fair? It’s all about preparation, adaptability, and creating a welcoming atmosphere. Before each craft fair, consider your ideal customer and tailor your setup and approach to cater to their needs. However, remain flexible and adaptable, as you’ll encounter a mix of personalities.

Wrapping Up

In essence, understanding these four personality types of buyers equips you to navigate craft fairs with confidence. It’s about recognizing and adapting to the unique preferences and behaviors of your customers. Whether you’re dealing with a driver, an analyst, an amiable, or an expressive, your ability to connect and engage will greatly impact your craft fair success.

Download the Sales Strategy Worksheet

Your Sales Strategy Worksheet will help you pre-plan your strategies for providing excellent customer service to each of these four customer types and is available as a free gift to all Crochetpreneur newsletter subscribers.

Further Listening and Reading

All Dear Crochetpreneur Episodes

Simple Tips for Planning Your Craft Fair Inventory

Increase Craft Fair Profits When You Stop Doing This

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