Welcome to our next issue of Booth to Bank with Nathan.
By day, I’m a Director of Finance—focused on numbers, strategy, and profitability. But on the weekends, I’m your selling-out-booths host, helping handmade business owners turn their craft into consistent income.
With over 13 years of experience selling at shows and 30+ years as an entrepreneur, I’ve learned what it really takes to go from setup to sold-out.
This week, we’re diving into one of the most overlooked parts of your success—your booth. Because the right setup doesn’t just display your products… it sells them.
You can book the best event in town, but if your booth doesn’t stop people in their tracks, you’ll leave with compliments instead of cash. Your setup is your silent salesperson, and it can either attract, engage, and convert… or push customers away. Let’s break down exactly how to fix it.
1. First Impressions Sell
Customers decide in 3–5 seconds if they want to walk into your booth.
Ask yourself: does my booth invite curiosity, or does it blend into the background?
Action Steps:
-
Stand 10 feet away from your booth—would you stop?
-
Place your bestseller or “showstopper” product at the front corner where traffic flows.
-
Use a banner with your business name at eye level—make sure it’s readable from 20+ feet.
Pro Tip-
-
Always stand in front or to the side of your table—never sit slouched behind it. If you need to sit get a director's chair and sit in it. This will bring you eye level with most of your customers.
2. Use Vertical Space to Stand Out
Flat tables look boring and make you look like a hobbyist. Vertical displays create dimension, maximize space, and help customers see products at eye level.
Action Steps:
-
Add risers or crates to create three levels on your table.
-
Hang a pegboard, grid wall, or shelves on your back wall for key products.
-
Place impulse buys at checkout height (like keychains or stickers near the front corner).
- Keep the front clean: feature 3–5 top products, then layer others behind.
Pro Tip-
- Put your tables on 4-6" risers. Customers don't like to have to break their back to see your products.
3. Light It Up
Lighting doesn’t just make things visibleit makes your products look premium. A poorly lit booth gets skipped, while a bright booth feels alive and worth exploring.
Action Steps:
-
Invest in clip-on LED lights or battery-powered spotlights (Amazon has affordable options).
-
Highlight your bestsellers and new arrivals with focused light.
-
If indoors, test the booth during setup—move lights until shadows disappear.
-
Always bring an extra extension cord and power strip if electricity is provided.
Pro Tip-
- People tend to act a lot like moths (LOL) they are attracted to a lot of light. Light up your booth, and watch money roll in! Keep it dark, and scare them away. The choice is yours?
- Get battery operated lights, that you can recharge at home. This way you don't have to always spend your hard earn money on renting electricity at events. Some of my shows charge a minimum of $150/day. That can add up quickly.
4. Clear Pricing Builds Trust
Confused customers don’t buy. If they have to ask, many will walk away. Your prices should be obvious, consistent, and professional.
Action Steps:
-
Use large price signs (4x6 cards, acrylic stands, or chalkboards).
-
Group items: “All earrings $15,” “All coasters $12.”
-
Never use tiny jewelry tags unless selling actual jewelry.
-
Post at least two signs visible from outside the booth so people know before stepping in.
5. Comfort Creates Conversions
People stay longer when they feel comfortable—and the longer they stay, the more likely they’ll buy.
Action Steps:
-
Place a rug or flooring tiles underfoot to make your booth cozy.
-
Keep aisles clear—avoid crowding tables so customers can step inside.
-
Tidy constantly—straighten products every 30 minutes.
-
Play soft background music if allowed—it makes the booth more welcoming.
Quick Booth Setup Checklist ✅
Before your next event, make sure you:
-
Stand 10 feet away—does my booth pop?
-
Bestsellers up front, banner visible.
-
Levels added—no flat table syndrome.
-
Lights tested, extension cords packed.
-
Pricing bold, grouped, and easy to read.
-
Booth feels open, neat, and inviting.
Pro Tip-
- Need a free vendor checklist and sales log? We have you covered. Click the link --> https://stan.store/LittleLuvinStitches
Your booth is more than a canopy and a table—it’s your first impression, your brand, and your silent salesperson. Small tweaks add up to big profits. Don’t let your booth cost you sales this season.
Every detail of your booth tells shoppers whether you’re a hobbyist or a business owner. You’ve done the hard work, now let your setup do the selling for you.
Stop making excuses, start making sales. Until next week—Nathan.
👀 Week 3: How to Keep Customers from Walking Away Empty-Handed.
I’ll show you the booth behaviors, sales phrases, and small add-ons that turn lookers into loyal buyers.