10 Ways to Engage With Customers in an Art Fair

Ever walked past a bustling art fair booth and wondered, “What’s their secret?” Well, it’s not just about the art itself – it’s about how the artist is engaging.

I’ve sold my art in a market for over 20 years, I learned in the trenches, and let me tell you, engaging visitors is an art form in itself. Some of it is very subtle but it makes a big difference to your sales

It’s all about catching the eye of passers-by and making a good first impression, and the good news is, this can all be learned.

So, these are 10 proven ways to engage with customers in an art fair or market

Read on.

1. Master the Art of the Soft Invitation

Inviting people to your booth is a delicate dance. You don’t want to come on too strong, but then again, you can’t afford to be invisible either. The key is to make your display space feel open and welcoming without being pushy.

Try simple non-commital opening phrases like,

  • “Feel free to take a closer look”
  • “You can read the bio and write ups”
  • “Do you paint yourself?”

These soft invitations give visitors permission to engage without feeling pressured. It’s about creating an atmosphere where curiosity is encouraged.

I always occupy myself with minor tasks to relieve the tension new visitors often feel.

Your booth setup also plays a big role. Keep it open, with clear sightlines to your work. Avoid creating barriers that might make people hesitate to step in.

Think about your body language as well – a smile and open posture can be more inviting than any words.

Remember, you’re not just selling art; you’re offering an experience. Make your booth a place where people feel comfortable to explore, ask questions, and connect with you and your artwork.

2. The Power of Touch

Let’s talk about getting up close and personal at art fairs. It’s not just about hanging your work, sitting there, and hoping for the best. The real magic happens when you connect with your visitors.

Think about it. When was the last time you bought a luxury without any human interaction? Probably not recently, right? Art must be sold.

A simple touch on the forearm or a warm handshake can work wonders. It’s like flipping a switch in people’s minds – suddenly, you’re not just another artist in a sea of booths. You’re a super friendly real person with a story to tell.

It’s not just about human contact, it’s about getting an interested visitor to touch your art.

Ever noticed how people can’t help but run their fingers over a textured painting or pick up a small item? That’s because touch creates a connection. Once someone’s held your work in their hands, they’re much more likely to imagine it in their home and buy it.

Taking possession is a phychological mind trick. It’s harder to let go of something you like.

Of course, you’ve got to read the room. Some guys love a chat, others prefer their personal space. The trick is to be attentive and adjust your approach to each customer.

Remember, you’re not just selling art – you’re selling yourself and the experience. Make it a good one, and you’ll see the difference in your sales and in the relationships you build.

Who knows? That person you’re chatting with might just become your next big collector.

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3. Engage Through Art Demonstrations

There’s something magnetic about watching an artist at work. It’s like peeking behind the curtains.

By setting up live demos of you at work, you’re not just showcasing your art – you’re inviting visitors into your private world. Onlookers love watching people draw and paint.

Done well this is an unbeatable sales hook. A method I used successfully for years.

It’s daunting at first, but you can ease yourself in. Start small. Bring a sketchpad and some pencils, or a small canvas and paints.

As you work, you’ll naturally draw curious onlookers. This is your chance to strike up conversations, explain your process, and answer their questions. It’s as easy as that.

Not only are you pulling in visitors, but your’e also getting new work done. Win-win.

Don’t be afraid to involve your audience. Ask for their opinion, invite shy people to step closer if they want to see. This hands-on approach creates a memorable experience and a personal connection.

These demos are powerful sales tools. When people witness the skill and time that goes into your art, they’re more likely to appreciate its value. Plus, you’re giving them a story to tell – “I met the artist and saw how it’s made!”

Never underestimate the desire for people to meet the artist. It counts.

Another top tip from my years of trial and errors. Unless your style is lightening quick, pre-prepare your demo work before you arrive. No one is interested in a blank page or canvas. They want something to see, so bring along a half finished piece to work on.

The goal isn’t to complete the work. It’s to engage, educate, and excite your potential buyers. Keep it simple, keep it fun, and your buyers will come to you.

With the right approach, you’ll find visitors naturally drawn to your space, and as any trader will know, people attract more people. It’s a virtuous circle.

4. The Portfolio Flip Technique

My art market stall in East Street Brighton
My market stall with portfolios, work in progress, and prints on display

Your portfolio is more than just a collection of your best work – it’s a conversation starter.

I have the majority of my art prints on show in folders.

The key is getting visitors to actually flip through it. Once they do, they’re more likely to engage with your art and, ultimately, make a purchase.

Keep your portfolio accessible and inviting. Use a high-quality folder or book that feels good to handle. Arrange your work thoughtfully, starting with attention-grabbing pieces to draw people in.

When someone shows interest, don’t just hand them the portfolio. Open it up, share a quick story about a piece, then let them take over. This gentle nudge often leads to more extensive browsing.

Here’s a pro tip: have multiple portfolios ready. If you’re chatting with one person and others approach, you can easily hand them a portfolio to browse independently. This keeps everyone engaged and prevents potential customers from walking away.

Remember, your portfolio is a sales tool for interaction. Use it to gauge interests, answer questions, and showcase the breadth of your work.

By encouraging visitors to flip through your portfolio, you’re inviting them into your world – and that’s the first step towards making a sale.

5. Create a Multi-Sensory Experience

It’s a bit of a gimmick but these things make a difference. I was lucky enough to have live music where I sold my work. It created an atmosphere and talking point with my visitors.

Creating your own atmosphere is a wise move.

Start with sound. A carefully chosen playlist can enhance and compliment the mood of your artwork. Soft ambient music can create a calming atmosphere and slow people down. Just keep the volume low enough for easy conversation and not to annoy other traders.

There used to be a store where I lived that played recordings of the dawn chorus. That was inspired.

I also came across a trader who rang a bell everytime he made a sale. It amused people and the entertainment value attracted more customers.

Anything that turns heads your way will benefit your sales.

We’ve covered tactile experiences so I wont repeat myself, but have things people can hold and admire.

6. The Art of Storytelling

Every work of art has a story, and sharing these narratives can be your secret weapon at art fairs. People don’t just buy art; they buy the story behind it. Your job is to make that story compelling.

Start with the basics: what inspired the piece? Share your creative process – the challenges you faced, the techniques you used, the emotions that fueled your work.

But don’t just talk at your visitors. Engage them in the story. Ask what they see in the piece, what emotions it evokes for them. Their interpretations might surprise you and can lead to fascinating conversations.

Onlookers often see something quite different in your work than you intended.

Personal anecdotes work wonders too. That’s why all my display prints have captions. They are teasers to a story. Use these stories and memories to build the background the work. These stories make your art relatable and memorable.

Remember, you’re not just selling a product; you’re selling yourself. By mastering the art of storytelling, you create an emotional connection that turns casual browsers into passionate collectors.

7. Leverage the Power of Exclusivity

'Kindred Spirits' A Pencil Drawing of Pygmy Elephants by Kevin Hayler
‘Kindred Spirits’ a Limited Edition print by Kevin Hayler

Everyone loves feeling special, and in the art world, exclusivity can be a powerful motivator. It’s not about being elitist; it’s about creating something unique that makes your potential buyers feel valued and excited.

Try creating limited-edition pieces specifically for the art fair. Maybe it’s a small run of prints or a series of miniatures based on your larger works. When visitors know they can only get these pieces here and now, it adds a sense of urgency to their decision-making.

Consider offering a “first look” at new work to visitors who sign up for your mailing list. This not only helps you build your contact database but also makes people feel like insiders.

I have a comments book. It’s not for the general public. I offer it to buyers. They have a vested interest to load praise and provide a genuine testimonial for others who are sitting on the fence.

I also invite those buyers to join my mailing list. Its an optional extra and most people are happy to be included.

For more serious collectors, think about providing a special experience. This could be a private viewing of your latest collection or a chance to see works in progress. It doesn’t have to be elaborate – even a quiet chat over coffee can make someone feel special.

Remember, exclusivity isn’t about excluding people; it’s about creating unique experiences for the right people. When done right, it can turn casual interest into eager buyers.

8. Harness Tech for Engagement

In today’s digital age, technology can be a powerful tool to enhance your art fair presence. It’s not about replacing the traditional art experience, but augmenting it to create more engaging interactions.

Consider using tablets or digital screens to showcase your portfolio. This allows you to display a wider range of work without cluttering your booth. Plus, you can easily zoom in on details or show work in different settings, helping visitors visualize pieces in their own spaces.

People will be attracted to moving pictures. It’s the world we live in.

Business cards are not as relevant as they used to be. Have a card people can photograph and get your details on their phone. They are more likely to keep your info.

A word of caution. DO NOT ADVERTISE YOUR WEBSITE.

Downplay your website. having it proudly displyed backfires. it merely provides a way for onlookers to defer a decision and result in fewer sales, not more. Most people will walk away and forget about you.

Remember, the goal is to use technology to enhance your art experience. When used thoughtfully, these digital tools can create memorable experiences, provide valuable information, and ultimately help you connect with more potential buyers.

9. The Strategic Use of Free Samples

Free samples aren’t just for supermarkets. In the art world, they can be a powerful tool to create lasting connections and encourage future sales. The key is to offer something of perceived value that represents your work without breaking the bank.

Consider creating small, branded items that visitors can take away. This could be mini prints, or bookmarks. The goal is to give people a tangible reminder of your work that they’ll want to keep.

These freebies serve multiple purposes. They’re conversation starters, giving you a natural way to engage with visitors. They also act as physical business cards, keeping your name and work in front of potential buyers long after the fair ends.

Be strategic about distribution. You might offer these items to people who sign up for your mailing list or as a thank-you for spending time discussing your work. This approach adds value to the interaction and encourages engagement.

Kids love getting freebies. Small printed cards and flyers work a treat. Pester-power brings parents back

Remember, the goal isn’t to give stuff away to passers-by. It’s about creating a lasting impression and nurturing potential long-term relationships with people who are already interested.

10. Master the Art of the Follow-Up

The art fair might end, but your relationship with potential buyers shouldn’t. Effective follow-up can turn initial interest into actual sales and long-term collector relationships.

Use your mailing list for follow ups. If you are really business minded you can jot down notes about individual interactions. What pieces did they like? What did you chat about?

Follow potential leads immediately. Do not wait. If you had genuine interest for commissions or sales you can’t afford to hang back. Strike while the iron is hot.

Write to each prospect and tell them how nice it was to meet them. Thank them for visiting your booth and reference your conversation. If they showed interest in a specific piece, include a high-quality image and any additional information they might find useful.

Don’t just focus on making an immediate sale. Share your upcoming exhibitions and new works in progress. This keeps them engaged directly with your work.

Consider offering a time-limited “art fair special” to create a sense of urgency. But be careful not to come across as pushy. The goal is to nurture the relationship, not force a sale.

Remember, effective follow-up is about building lasting connections. It’s these relationships that can turn one-time visitors into lifelong collectors and advocates for your work.

10 Ways to Engage With Customers in an Art Fair: Final Thoughts

And there you have it, 10 proven ways to turn your art fair booth into a way of making a living.

By implementing these sales techniques, you’ll create an irresistible atmosphere that’ll have visitors lingering, engaging, and buying. That’s what it’s all about.

Believe me when I say, there is nothing more encouraging than sales. It lifts your spirits and makes everything you do worthwhile.

These are age old selling tactics, and perfectly ethical. All you are doing is presenting yourself in a positive way. You can’t force people to buy, and if you could, they would never come back.

Anyone who knows anything about business, knows this one simple fact. It’s all about return customers. Your best customers are those that have bought from you before.

The real money is in repeat trade. Remember that.

Now read this guide where I spill the beans.

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10 ways to engage customers and sell more in art fairs

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