The home craft show concept is ideal for those of you who do not feel ready to go into selling in a big way right off the bat. If you're really not sure where to start, this tutorial should help you.
What is a home craft show?
Have you ever been to a Tupperware party or a lingerie show at the home of a friend or family member? The same concept can be applied to crafts - get friends or family members to have a presentation party at their home, present your line of crafts to the group, take orders and arrange for delivery after the show. The concept can be adjusted to be as simple or as complex as you think you can handle. Home craft shows can generate repeat business and can make the transition to commercial craft shows a little easier for the beginner.
Providing incentive to hostesses
Your friends and family are the most logical hosts for your first shows, but you still have provide the incentive. Get creative! I offered the hostess 10% of total sales as a credit towards her own craft order. I wanted to keep it simple, so it was a straight cut - she didn't need to invite a certain number of people to get it or make a certain amount of sales with her show. You could also offer a hostess gift, or a choice of gifts. How about a coupon towards a custom order that she can use later in the year? Maybe you can offer to bring the munchies. During the show, make sure the guests know about the bonus the hostess is receiving. Invite them to host their own shows. Your client base will snowball with each new party. Remember to leave enough time before and after the show for the group to talk - you'd be surprised at how much of the conversation will be about your crafts!
Pre-Show Promotion
The most important part of the home craft show is your audience. Provide the hostess with invitations that give your name and address as well as an idea of the kind of crafts you will be showing. If you feel comfortable about it, ask the hostess for a list of guests and contact them personally a few days before the show to remind them.
Presentation of Crafts
There are two ways you can present crafts at home shows. You can either prepare inventory for sale at the show itself, or prepare a series of sample items available for customization and delivery after the show. I like to combine these two methods - the ready made items provide instant gratification for clients and the customizable items give them the opportunity to find something "just right" for their decor.
Have your crafts set out before the show so guests have the chance to take a peek! Provide a price/order list and a pen to every guest before you do your presentation so they can follow along with you. Ask for the guest's name, address and phone numbers on the order forms - you can use these later as leads for future shows. Present your crafts in the order they are listed on the price list and explain the customization available on each item (more on this later). I found that clients would make notes during my presentation and would be ready to place an order right after I was done. As mentioned previously, give enough time before and after the show for discussion - while you're taking orders, guests can chat. Don't feel bad about taking full payment at the time of the show for custom items. After all, you're just providing a little insurance for yourself. I used to explain to guests that I had to go and buy supplies for the stuff they just ordered - they understand.
Controlled Customization
I have found that visualization is very important for clients - not everyone is the kind of person who can look at a little square paint sample and visualize what it would look like on the walls of an entire room. Most people need to see what the finished product will look like. If you've ever ordered something from a catalog and have been surprised by its size or appearance once it arrives you know what I mean. Also, clients tend to get a tad overwhelmed if they are presented with too many choices. Control your customizable items and offer a limited choice.
A colour chart is a great idea if colour is one of your customisations. It saves a lot of confusion, and also saves you from not being able to find the right color after you have already promised it.
Delivery of Crafts
Try to provide guests with a fixed delivery date and STICK TO YOUR DEADLINE! If you are booking a series of shows during a busy holiday season this is essential to keep you sane. The one thing about these shows is that you must be willing to deliver items after the presentation. If you can, arrange for a group delivery - say at the hostess' home. Guests can come and pick up their items at their convenience. Be as flexible as you can with this - guests will remember you.
Value Added Details
It's highly competitive out there and you need something to keep you in the running. Think about value added services. Offer free crafts repair service to your clients, or a refill service for candle crafts. Consider discount coupons for repeat customers.
With home shows, it is possible to have the same hostess give a show two or three times - modify your product line to reflect the time of year. Have a show with baby, bridal and garden items in the spring and a Christmas show later in the year. Consider presenting theme shows - for example, housewarming gifts or travel-related items.
I hope this tutorial has been useful to you. Good Luck and Happy Crafting
