Vendor Show Season Is Here: How I'm Preparing for a Successful Vendor Booth

With the arrival of July, my calendar fills up with familiar rhythms such as fresh produce, familiar faces, and the steady hum of community gatherings. For me, that means setting up my HomeSpun Chick vendor booth at farmers markets every other week from July 15 through September 16, followed by four of my biggest shows in the fall and winter months.

After years of doing this, I’ve learned that a beautiful booth is just the beginning. A successful vendor setup isn’t about having more products or flashy signs. It’s about creating a space that invites customers in, helps them feel at ease, and makes it easy to say “yes” to something special.

Whether you’re just starting out, a seasoned vendor, or just curious what it takes to get ready for vendor show season, here are a few things I’ve learned that make a world of difference.

1. Know Your Best Sellers—and Stick to Them

One of the best decisions I ever made was narrowing down my product line. When I focused only on what sold well, my customer favorites, it freed up space (physically and mentally). I could set up faster, restock easily, and speak confidently about every item on the table.

Tip: Bundle your best sellers into small gift sets. A 2-pack or 4-pack lip balm box or a soap-and-lotion pairing makes decision-making easier for your customer and boosts your average order.

2. Create Breathing Room

Overcrowded tables can feel overwhelming. I aim for a layout that feels open and welcoming, not cluttered. I use stacked wooden crates and risers to lift products to eye level and add dimension.  Use display items that not only highlight your brand but are calming and do not compete with your products.

3. Signage Should Speak Before You Do

If a customer must ask about the price, ingredients, or scent—it’s a missed opportunity.  Your pricing and other pertinent information should be on clear, friendly signage strategically placed around your booth. List the product names, prices, scent descriptions, and bundle deals.  Little chalkboards or printed tent cards help guide shoppers and reduce hesitation.

4. Be Warm, Present, and Approachable

People shop from people, so your presence matters just as much as your product. Stand up (rather than sitting behind your table), smile genuinely, and make eye contact. A simple “Hello!” and a warm welcome go a long way.

Be genuinely curious about each customer. I often ask,“Is this your first time trying goat milk lotion?” It’s a natural, friendly way to start a conversation without pressure.

I also like to give a quick, helpful overview of the booth—what I call a little “lay of the land.” I’ll say something like,“My Everyday lotions and soaps are here, the Just for Men line is over here, and my Autumn and Winter scents are in that corner.” I point things out as I talk, so customers feel oriented and at ease.

I also mention that all lotions and lip balms have testers, and the soaps are open on the ends for scent sampling. It only takes a minute or two, but it helps customers feel confident, informed, and more likely to linger.

5. Turn Your Booth into an Experience (Even a Destination)

Your booth should be more than a table of products. It should be an experience that draws customers in, engages their senses, and helps them connect with what you’ve made.

Over time, as customers begin to recognize your style, scent, and setup, your booth can become a destination—something they look for at every show.

• Scent is powerful. Whether it’s a candle, a handmade soap, or a fresh-baked treat, a subtle fragrance can stop people mid-walk and invite them closer. Use scent to your advantage if your products allow.

• Touch and texture matter. If you sell something customers can feel—like a soft knit, a smooth balm, or a wood-carved item—encourage interaction. Offer samples, testers, or demo pieces that make it easy to explore.

• Tell your story. People love to know who they’re buying from. Display a short sign with your name, your inspiration, or a “why” behind your business. Add a few meaningful photos—of your workspace, your process, your family, or even your pets. It’s a simple way to turn a product into something personal.

• Use signage to create connection—whether it’s highlighting your affiliations (like Pride of Dakota), adding a touch of humor, or incorporating seasonal charm that ties into holidays. I love including one or two lighthearted signs that make people smile—like my Christmas favorite: “Soapin’ you have a Merry Christmas!” Little moments like that stick with people and often bring them back the next year just to see what’s new.

  
  

We also bring our furry goat head mascot to every show, and it’s become a customer favorite. Shoppers know us by it, and I’ve heard more than once, “Look for the booth with the goat head!” It’s a fun, memorable detail that makes us easy to find and even easier to share with friends.

When your booth invites people to pause, smile, touch, and connect—you’re doing more than making a sale. You’re creating a familiar space they’ll want to visit again and again, where they take home not just a product, but a little story, a little joy, and something handmade with heart.

6. Make Buying Easy (and Irresistible)

Nothing kills a potential sale faster than confusing pricing. Keep it clear, simple, and visually appealing.  Make sure your prices are easy to find and understand.

Then, make it a no-brainer for customers to buy more with mix-and-match bundle pricing:

• 3 soaps for $18

• 2 lotions for $20 or 3 for $30

• 5 lip balms for $15

These bundles let customers mix and match within the same product category—whether it’s all 8 oz. lotions, all 2 oz. minis, or all lip balms. It makes decisions easier and feels like a deal, which helps raise your average order value naturally.

Finally, don’t forget the power of a well-placed upsell. At my checkout table, I always keep a few of my best sellers on a small display stand—2 oz. lotions, lip balms, soaps, and open sugar scrub jars without lids so customers can touch and smell them as I ring up their order.

This simple setup often leads to an “Oh, I didn’t see this earlier—let me grab one!” moment, which adds both value and joy to the customer’s experience.

7. Make Checkout Smooth, Fast, and Customer-Friendly

A smooth checkout process is just as important as your product display—especially when lines get long. When your system is streamlined, you stay calm, confident, and able to connect with each customer, even during a rush.

Here’s what works for me:

• I use an iPad with Square to ring up every sale. It helps me stay organized and gives me a year-end report of exactly what sold and when. Before each show, I double-check that all my products are listed in the app and easy to find. Knowing exactly where everything is on your screen helps speed up checkout and keeps things flowing smoothly.

• I accept multiple forms of payment—cash, card, Venmo, and even checks. When a customer asks what I accept, I always say, “Whatever is easiest for you.” That little phrase instantly puts them at ease and removes friction from the buying process.

• If you accept Venmo, display a clear sign with your QR code so customers can quickly scan and pay using their phone.

• I do not pass credit card fees on to my customers. I treat it as the cost of doing business—because many customers find added fees off-putting and may change their mind about buying.

• Keep shopping bags close and ready, so you’re not scrambling. I also include a business card in every bag—it’s a simple, cost-effective way to keep your brand in their hands. If a customer is buying gifts, I always ask, “Would you like extra cards to include with the gifts?” Most say yes, and it’s a great way to spread the word.

• Lastly, if your products are available in local stores, display a sign at your checkout area and personally let customers know where else they can find your products after the show. It’s a simple way to stay top-of-mind and keep them coming back—even when market season ends.

Most importantly, always thank your customers sincerely. I never rush this part. I look them in the eye, smile, and say, “Thank you so very much!” A genuine thank-you goes a long way in making someone feel appreciated—and it leaves a lasting impression long after they walk away.

8. Keep the Connection Going After the Show

The sale doesn’t have to end at your booth—and one of the most powerful ways to build long-term relationships is by collecting customer email addresses.

If your market or show allows it, set out a sign-up sheet, a QR code, or hand them a “VIP Insider” card that invites them to stay in touch. I always say:“You’ll get 20% off your first online order when you sign up!”

I also let them know up front:“I don’t fill your inbox—I send just one or two emails a month, and only when I have something you’ll actually want to know about, like seasonal launches, specials, or sales.”

Most people are happy to join when they feel it’s on their terms—and especially when they know there’s a thank-you offer waiting for them.

An email list helps turn a one-time shopper into a returning customer. It gives you a chance to connect beyond the market table and invite them back, season after season.

Wrapping Up:

Vendor shows are equal parts hustle and heart. It’s not just about showing up—it’s about creating a space where someone feels seen, welcomed, and a little more cared for than when they arrived.

As I prep for the next few months, I’m leaning into simplicity, intention, and connection—and I hope this encourages you to do the same.

If you’re local, I’d love to see you at the markets or vendor shows. Come say Hi, try a lotion sample, and take home a little handmade goodness.