The difference between vendors who make $200 and vendors who make $2,000 at the same event usually isn't the product -- it's the strategy.
The 3-Second Rule
You have 3 seconds to grab attention. Make eye contact, smile, and offer a low-pressure opener: "Hey! Have you tried [product] before?" works better than "Can I help you?" because it invites conversation instead of a yes/no answer.
Bundle, Bundle, Bundle
Create 2-3 pre-made bundles at a slight discount. A $12 candle and a $10 soap sell separately, but a "Self-Care Bundle" at $20 feels like a deal and increases your average transaction. Bundles also solve the "I can't decide" problem -- you decide for them.
Pricing Psychology That Works
- Use round numbers. At markets, $10 beats $9.99. It's faster, it feels premium, and it's easier to make change.
- Offer 3 price tiers. Small / Medium / Large. Most people pick the middle -- so make the middle your best margin item.
- Show the "before" price. If your online price is higher, display it: "Online $28 -- Market Special $22." People love feeling like they got the deal.
The Follow-Up Gold Mine
Collect emails or Instagram follows at checkout. A simple "I post new drops on Instagram before they hit markets -- want to follow?" turns a one-time buyer into a repeat customer. 80% of your long-term revenue comes from repeat buyers.