Why You’re Not Selling Out at Vendor Events

Why You’re Not Selling Out at Vendor Events (Part 1: The Foundation)

Welcome to a New Series called Booth to Bank with Nathan.  I've been running my own company for over 30+ years, and I'm here to help you make more bank from your booth!  Let's jump into this weeks part 1!

Ever wonder why your booth isn’t selling out when others are? You’re not alone. Thousands of handmade business owners pour time, money, and energy into vendor events only to leave discouraged, wondering what went wrong.

Here’s the truth: selling out at an event doesn’t just happen by luck. It’s the result of strategy, preparation, and intentional choices before you ever step into your booth.

This week, we’re covering the first set of reasons vendors struggle with sales. These are the foundation killers,  the mistakes that happen before the event even starts. Fix these, and you’ll already be ahead of most sellers at your next show. 

Reason #1: Poor Pre-Event Marketing

If you’re showing up to a show and expecting foot traffic alone to bring in sales, you’re leaving money on the table.

Customers don’t just buy products , they buy trust. And trust is built long before someone steps foot into your booth. If you haven’t shared sneak peeks of what you’re bringing, reminded your audience where you’ll be, or created a little pre-show buzz, you’re setting yourself up for disappointment.

Action Step:

  • Start posting at least 1–2 weeks before the event.

  • Share behind-the-scenes reels of your prep work.

  • Post countdowns in your stories (“2 days until you can grab these plushies in person!”).  

  • Use the event hashtag and tag the organizers — it exposes you to their audience too.

  • Pro Tip: Create a simple reel in Canva that highlights your upcoming events. Keep it evergreen so you can reuse it. Then, strategically reshare it in your stories:

    • One week out: Post it with the caption “Upcoming Event” to start building awareness.

    • 24 hours before: Share it again, but this time add a countdown sticker in your stories to create urgency and remind followers to plan ahead.

    • After the event: Reshare the same reel and thank your audience for coming out and supporting you. This builds community and trust.

    • Rolling into the next event: Use that same reel to announce your next show, this time leaning into FOMO (Fear of Missing Out) so people won’t want to miss the chance to shop in person.

Reason #2: Choosing the Wrong Event

One of the biggest mistakes vendors make? Signing up for the wrong shows. Just because an event gets a big crowd doesn’t mean it’s your crowd.

For example, if you sell $40 handmade plushies, a flea market style event where most customers are hunting for $5 deals isn’t going to work. On the flip side, if you’re selling inexpensive keychains, a high end art fair where shoppers expect fine jewelry and paintings may leave you overlooked.

Action Step:

  • Do your research before committing.

  • Look at past vendor lists, and do they align with your niche?

  • Check the event’s social media to see what type of shoppers attend.

  • Ask other vendors for feedback.

  • Pro Tip- Your time and inventory are valuable. Choosing the right event is half the battle. Remember, every visitor isn’t automatically your customer. A true customer converts into cash in the bank — while casual visitors may simply take up space in your booth. Focus on the shows that attract buyers, not just browsers.

Reason #3: Pricing Problems

Pricing is where many vendors sabotage themselves. If your prices are too low, shoppers assume your product isn’t worth much. If they’re too high without explanation, they’ll walk away.

Here’s the thing: people aren’t just paying for your product,  they’re paying for your time, skill, and creativity. But if your pricing looks inconsistent, confusing, or out of step with the market, sales will stall.

Action Step:

  • Research what others in your niche charge, but don’t race to the bottom.

  • Use simple, easy-to-read price tags.

  • Offer a mix of price points ($5–$15 impulse buys + $30–$60 hero items).

  • Practice saying your prices out loud with confidence.

  • Pro Tip: Avoid using tiny jewelry-style price tags unless you’re actually selling jewelry. On other products, those tiny tags can make it seem like you’re hiding your prices or not confident in what you’re charging. Use clear, easy-to-read signage that shows customers exactly what to expect — confidence in your pricing builds trust.

Reason #4: No Unique Selling Point

Let’s be honest, if your booth looks like every other booth selling the same product, why would a customer choose you?

Every vendor needs a unique selling point (USP). That could be your design style, your booth theme, your packaging, or even your personality.

For example, a crochet booth with a fun “Adopt a Plushie” adoption certificate instantly stands out compared to a table with piles of stuffed animals. The same product, but presented differently, creates an experience people want to be part of.

Action Step:

  • Define what makes your products different.

  • Add signage or storytelling that communicates this.

  • Consider one small “experience element” that sets you apart.

Reason #5: Lack of Preparation

You can have the best products in the world, but if you’re disorganized on event day, customers will notice. Forgetting bags, running out of change, having no way to take card payments , these little mistakes kill sales and frustrate buyers.

Preparation shows professionalism, and professionalism builds trust.

Action Step:

  • Use a vendor checklist before every show.

  • Double-check you have bags, business cards, price tags, payment setup, and a backup charger.

  • Do a mock booth setup at home so you’re not scrambling the morning of.

  • Pro Tip- Download our FREE Vendor Checklist from our Instagram @LittleLuvinStitches  It also comes with your FREE Sales Log!

Pulling It Together

The vendors who sell out aren’t just lucky, they’re strategic. They:

  • Market before the event.

  • Choose the right shows.

  • Price with confidence.

  • Stand out with a clear USP.

  • Come prepared and professional.

Fixing these foundation issues will put you in a much stronger position for your next event. But we’re only just getting started. Next week, we’ll tackle booth setup mistakes , the little details that make shoppers stop (or pass right by).

Final Thoughts & Call to Action

If you’ve been walking away from events feeling defeated, don’t give up. Often, it’s not about your product at all , it’s about the strategy behind your sales.

💡 Want a simple way to make sure you’re always prepared? Grab my Vendor Event Checklist at https://stan.store/LittleLuvinStitches It’s the exact tool I use before every show to make sure nothing gets forgotten.

📲 And don’t forget to follow me on Instagram @LittleLuvinStitches for weekly reels where I break down tips just like these.

Next week: Part 2 – Booth Mistakes That Kill Your Sales. 

 

Stop making excuses, start making sales. Until next week—Nathan

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