What do I mean by ‘sales prop?’
A sales prop is simply a talking point. It gives someone an excuse to stop, ask a question, and start a conversation without it feeling awkward or forced.
In other words, it’s a subtle way to invite engagement without coming across as salesy. It’s a contrivance, sure, but a natural one. And when you’re selling at an art fair, those moments of connection can make all the difference to your bottom line.
So here are 7 sales props I’ve used that help break the ice and lead to real interest, and real sales.
Let’s start with the best
1. The Unfinished Drawing – A Sales Magnet
I first came across this idea in New Zealand. I watched a local artist sitting outside his gallery with an easel. In front of him was a print that he’d partially hand-painted. Just enough to catch people’s attention.
Passers-by kept stopping to look.
The funny thing was, I never saw him actually paint. He just sat there and let the unfinished artwork do the work for him. It was a simple setup, but incredibly effective.
I took the idea and made it my own.
At art fairs, I started displaying a highly detailed drawing in progress. Not something basic. I always made sure it looked impressive enough to hook people as they walked past.
Starting with a blank sheet didn’t work. People weren’t interested in a white page.
The insane detail was the magnet.
People would stop and watch. Some would ask questions. Others just hovered and stared. It made a huge difference to how people saw me. I wasn’t just selling prints. I was showing the craft behind the work. You can’t be more authentic.
If a new drawing really pulled people in, I had no reason to rush it. I’d drag it out for days, even weeks. That one half-finished piece of work could help sell dozens of prints.
It was great for sales.
Not so great for productivity.
But at an art fair, the goal is to engage people. A work-in-progress does exactly that. It gives them a reason to stop and a reason to talk to you. And often, that’s all it takes to make a sale.
2. The Box of Materials
This one links closely to the drawing-in-progress idea. While I had a half-finished drawing on the easel I’d also put my kit on display. Not just a pencil or two. A full box of the actual gear I used.
Everything was there. My pencils, sharpeners, blending tools, and erasers. All well-used and familiar. It was real. And that made it interesting.
The star of the show was always my battery eraser.
It made a little buzzing sound when I switched it on, and people would stop to see what it was. I’d show how I used it to draw fine white lines and tiny highlights. A flick of the wrist and there was an instant effect on the page.
Kids loved it.
That quick little demo worked every time. It was engaging, visual, and just a bit different.
There was a slight downside though. It often attracted amateur artists, and they’re not usually buyers. What they really want is a free drawing lesson. And sometimes, that’s exactly what it turns into.
But the way I see it, it’s still better than having no one at your stall.
I’d lean into it. If a fellow artist was showing interest, I’d treat them like a warm-up act. I’d talk technique with them, knowing that other people were listening in. It created a kind of mini performance. An audience, even a small one, always helps draw in more people.
And that’s the point. It’s about using them to create energy and interest around your stall.
3. Using Your Photos as a Prop
One of the most effective sales props is placing the reference photo(s) next to the finished drawing.
It’s simple, but it works. People stop to compare the two. They look back and forth, noting the changes. That’s when I explain how I build my drawings. How I take a basic, sometimes terrible, snapshot and turn it into something polished and professional.
It gives me the perfect excuse to talk about composition, detail, lighting, and all the little choices that go into making a finished piece.
But it’s not just about technique. The photo also lets me tell the story behind the drawing.
I can explain where it was taken, how I got the shot, and what the experience was like. That often opens the door to a real conversation. If someone has been to the same place or seen the same animal, you instantly have something in common.
Those shared stories create a connection. And once that connection is made, there’s a much better chance of making a sale.
People don’t just want a picture. They want a memory, a moment, a feeling. Showing them the journey from photo to finished art helps them see the value in the work. And more importantly, it helps them feel it.
4. The Comments Book
I never used a comments book as a general guestbook. It wasn’t something I left lying around for anyone to fill in. I used it deliberately and only when it could help close a sale.
The only people who wrote in it were customers who had just bought a print.
That’s what made it work.
It wasn’t full of casual remarks or lukewarm compliments. It was real feedback from genuine buyers, written in the moment when they were still excited about their purchase.
If someone was hovering and clearly interested but not quite ready to commit, I’d bring out the book. I’d flip to a few recent pages and let them read a few comments. That often gave them the reassurance they needed.
Once the sale went through, I’d invite the buyer to add their own comment. I’d also offer the chance to leave their email address if they wanted to be notified when I released a new print. Most were happy.
I never pushed it.
Used the right way, the comments book added validation to the work. It gave buyers confidence and created a sense of community without being showy or salesy.
It was quiet, but it worked.
5. The Hidden Portfolio
I often kept a second portfolio tucked away. It served two important purposes.
First, I didn’t want to overload people with too much choice. A cluttered display puts people off and they can’t make a decision. Less is more when it comes to mmaking a choice.
Second, it gave me something to offer to more interested buyers. If someone was clearly engaged, flipping through prints or asking good questions, I’d say something like, “I’ve got a few more in here you might like to see.”
That portfolio felt exclusive. Like they were being let in on something not everyone got to see.
It worked really well because it felt personal. It wasn’t just about having more stock. It was about offering something a little more special.
My second portfolio was reserved for my limited edition prints.
These were my premium pieces. Keeping them separate gave them more value, more mystery, and more weight.
And if someone bought one? They felt like they’d found something unique. Which, of course, they had.
6. Clever Captions
Captions are one of those small touches that can make a big difference.
I mean printed text that sit just under or beside the artwork. A few carefully crafted lines that add a bit of personality or give the piece some context.
Sometimes I’d write about where I saw the animal. Other times, I’d mention something interesting about the species or the moment I took the photo. Occasionally, I’d add a touch of humour.
The key was always to keep it short and engaging. Just enough to get someone to pause and take a closer look.
That pause was everything.
When people stop to read, they often linger to look. And when they linger, they are more likely to read each caption and attract other people to come over. They’re also more likely to talk. Captions gave me an easy way to start conversations without needing to say a word.
They also made the stall feel more thoughtful and considered. People could tell there was a story behind the work, and that helped them connect with it.
It’s a small detail, but it works. A good caption does the talking for you and helps turn browsers into buyers.
7. The Importance of Your Bio
I always had a short printed bio on display at my stall.
Just a simple printout with a photo and a few paragraphs about who I am, what I do, and how I got here. Casual and informal.
It gave people something to read while they browsed. More importantly, it gave them a reason to care.
People like knowing the person behind the art. When they see I’ve been drawing wildlife for a living for over 20 years, or that I fund my travels by selling my work, it adds meaning to everything on the table.
They realise this isn’t a side hobby. It’s my lifestyle.
The photo helped too. It was proof that the guy in the bio was the same one standing behind the table. I’d often spot the double take when people recognised me. That always gave me a chance to joke, “Yeah, I’m about 20 years younger in the photo.”
It worked as a great little ice-breaker.
Sometimes people would ask where the photo was taken or what I was working on at the time. Other times they’d just smile and feel more at ease. Either way, it opened the door to a friendly chat.
That’s all the bio was meant to do.
It didn’t need to sell anything directly. It just helped people feel like they were buying from a real person with a story to tell. And that story often made all the difference.
Sales Props for Artists: Final Thoughts
You don’t need to be loud or pushy to sell your art. It’s far better to make people feel comfortable enough to stop, look, and start a conversation. That’s what these props are really about.
They give you an edge. Not by shouting louder than everyone else, but by quietly showing people that there’s something worth stopping for, something real.
Every little detail helps build trust and curiosity. And once someone feels that connection, a sale becomes the natural next step.
If you found these ideas useful, you’ll probably enjoy my full guide, Selling Art Made Simple. It’s packed with straight-talking advice based on real experience from someone who’s done this for years.
I cover everything from pricing and presentation to dealing with customers.
If you’re serious about selling your art, this guide is your shortcut to making a living from your art.
These articles will interest you too:
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- How to Sell Art on The Street: By a Street Artist
- What Kind of Art Sells Best? All The Secrets Revealed
- How to Name Your Art and Make More Sales – Copy This!
- How to Make Prints of Your Art – Printing Art Explained in Detail
- How to Sign Art Prints Like a Pro
- Art Business Checklist
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Hi, I’m Kevin Hayler
I’ve been selling my wildlife art and traveling the world for over 20 years, and if that sounds too good to be true, I’ve done it all without social media, art school, or galleries!
I can show you how to do it. You’ll find a wealth of info on my site, about selling art, drawing tips, lifestyle, reviews, travel, my portfolio, and more. Enjoy