Advice needed about selling at craft shows, expos, etc.

[freshprints]

I'm a UK-based photographer who's currently planning to sell some photos at a small themed art/craft fayre in December. At this particular fayre the emphasis is on clothes, with a few miscellaneous items and handicrafts sold too. I'm strictly a hobbyist photographer, so I'm not worried about making a living wage – I'm doing this to increase my contacts, to subsidise my hobby a bit, and because it's something fun I've not done before.

My current plans are to sell 8x12" prints in a 12x16" frame and 5x7" prints in an 8x10" frame, priced at £45 and £15 respectively. I might offer 3 for £40 on the smaller prints. I get the sense that this is a low-ball on price, but this is a budget fayre and I wouldn't want to price myself out of sales.

I'd love any general advice you have, but there's some specific questions worrying me:

1. How many different images should I offer? I've got anything from 5 to 20 that would be suitable. Is more choice for people going to make people more likely to buy? And will that offset the problems of carting that many framed images around?
   
2. How much inventory should I take? I'm thinking taking 1-2 each of the 12x16" images, and 2-4 of the 8x10" ones. I don't have a car so this has to be something I can manage by hand (maybe with a friend to help me). I'm also moving house soon, so I don't want to be stuck with a bunch of framed pictures I didn't sell...
   
3. How do I show them at the fayre? I'll have about two thirds of a small table available to me, and maybe some floor space in front. Prop a bunch of frames upright, like dishes in a drying rack? A couple of framed images with a portfolio for people to pick through? Something else? And are there any good-but-cheap frame stands out there, or do I have to track down a strip heater and make some from acrylic?
   
4. How do people get them home? In other words, how do I package them so people can carry them easily and not worry about damage? Bubble wrap and a plastic bag, or is there something better?
   
5. Is it worth getting some photography-only business cards printed? Or will my "web dev and photography" ones be fine?
   
6. Should I offer matted-but-unframed prints? Or even 'bare' prints? I'm inclined to skip this, but a friend suggested that framed prints force people to make two decisions: "Do I like this photo?" and "Do I like this frame?"

I'd also love any pointers, war stories, or other words of advice you have about this kind of thing.

tl; dr: I'm going to sell some framed prints direct to the public. What advice do you have for me?

[monkeygirl123]

I've never sold any of my private work, however I used to work in a portrait studio many years ago, long before digital photography became popular and when photographs were shown to clients in print and not on a screen.

All of the photographs were mounted and then taken out to the client. Fom there they were simply slipped 'behind' a frame to display them (by this, I mean there was no glass on the frame and no backing...they were simply placed behind it to give the cutomer an idea of what it could look like on their wall). Of course, if they didn't like the black frame, it was easy to just place it behind a silver frame, or a wood frame.

I think if I were in your situation I'd take along at least two of each photograph (more if you can afford to), ensuring that you always keep one back for display and to enable you to take orders on it. I'd also mount them all. I'd also take one of each frame choice, without the glass/backing. Once a customer is interested in buying a photograph you can then show them the different frame options you offer which they can buy through you later. Of course there's a chance they will decide to buy the frame elsewhere, but if you give them perhaps a 20% discount on future orders if they buy the frame through you, then it's an incentive for them to do that. If they get the frame somewhere else then so be it...after all, you should be making more profit on your work and not what it is displayed in. (The frame, however, could be important to seal the sale because everyone lkes to see the finished product.)

Anyway, that's my twopenneth. Whatever you decide to do, I wish you the best of luck!

[AnneWynne]

I have been selling prints for a couple of months now, and I can tell you it is a crap shoot as to what will sell and what won't. I think the best sellers (based on conversations with other art show photogs) are images of local scenery and architecture. I have some landscapes with some anonymous people in them, but I have had requests to duplicate the landscape but with the customer's kids in it rather than buying and taking it home.

I offer both framed and unframed (but matted) images. I price the framed images high enough to cover the cost of the frame at full retail (I buy on sale), matting, and print, plus a hassle fee for having to go get another frame and frame another print.

My last framed prints that sold a couple of weeks ago were 11 by 14 prints matted and framed, and they sold for $95 each. Now I did have to pay a commision fee (10% in this case because they were in my s-in-laws space and the commission goes to the gallery owner) and the credit card transaction fee, but I am happy with the final price back to me. If I were selling in a gallery that charged higher commissions, the prints would have been priced higher so I can still get back what I need to be profitable.

Art shows are different. You are not paying a commission, but you do have to pay for your space and the getting there. Do not forget to put that into your pricing equation. You may also have to collect and submit sales tax, so you may need a tax number.

I would suggest that you have framed examples of all of the prints you wish to sell, then have matted and bagged prints people can purchase. Your print sizes are good...8 by 10s look impressive matted and framed, and 5 by 7's can fill smaller spaces. If you can, talk to other photographers about sizes that sell well for them. Given the economy, you may find that smaller, matted images will sell faster than framed ones. You may also want to offer 4 by 6's either as cards or also matted and bagged.

Bagging your prints is very important...keeps them clean from everyone flipping through them. Looks more professional as well. You can put them in a box or bin (if you use a box, make it look nice), or you can make a print holder from pvc pipes.

As for displaying your framed prints, I caution you against having them on the ground. Too easy to get scuffed up or knocked over and broken. Also, people cannot see them if people are standing in front of your booth. Find some way to hang them up high enough they can be seen. I use pvc lattice (I got a 2 by 8 ft. piece and had it cut into 2-2 by 4 ft pieces so they would fit easily in my car). I hang them from fences or over head rails with bungie cords then hang my framed work on the lattice using old-style drapery hooks (the ones used in traverse rods or to hook pleated drapes to cafe curtain rings). I can get a lot of art up off the ground and off the table with this very inexpensive system (<$15). If I am using a pop-up tent, I can hang it from the tent "rafters".

Another way I display my framed work is with table displays that hold the frame upright (these gizmos usually fold flat, like a book) and with funeral wreath holders (those flimsy wire holders you put memorial wreaths from work great, especially if you are on grass or dirt so the ends poke into the ground). You do have to watch these as the photos hung on them can get knocked about, so makesure they are not in the line of traffic.

Hope this helps. There is no one "best" way to sell your work. It is a matter of trial and error, so consider your first show a learning experience.

How many images should you show? As many as you can afford to print and mat (they don't all have to be framed, just frame the ones you think will be good sellers). You probably don't need a lot of duplicates of any one image unless you think it will be a strong seller.

How do people get them home. In the same wrapping you took them to the faire in. Matted prints can go into any type bag...ask if they need a bag, many don't. Framed prints can be wrapped in craft paper or a couple of layers of CLEAN unprinted newsprint (check your local newspaper to see if they sell end rolls of newsprint, often these are very affordable). Remember to factor in the price of packaging in your pricing scheme.

Business cards: You could do both. I make up what I call counter cards...a 4 by 6 print of a business card done up in Photoshop. I put examples of my portrait work on the card and can showcase my PS skills. I get these cards printed at a local chain store when they are running print specials. They run me about 10 cents each which is, imho, well worth it for a short run of cards. I also have traditional business cards that I give out and put out as well.

Good luck,
Anne

[Jill H]

thanks for this thread - it is good for me too - as I am only just starting out.

I have just come from 2 mornings at weekend local markets - and sold 5 prints (3 prints were 8 x 12 matted and bagged) and 2 prints were in a long frame with 3 x5x7 prints in the frame.

I have about 20 or so 8x12 pints matted and bagged, and about 10 10x8s also matted and bagged. Then I have about 9 in frames (frames just shop bought as custom framing is too much). The biggest I have is 24x36 to show they can be printed this big.

I also have a selection of 8 different greeting cards. and some smaller gift tags.

I also have on display a photo display book with about 100 plus prints for them to look through, and I direct them to my website. I offer them matted at the market, but also tell them they can just buy the print (in a variety of sizes) and purchase their own frame (as framing is so expensive and is sometimes a matter of personal choice)

I am just starting out, and it is difficult to know how to go about it, as you have to fork out money to get started, and choosing what prints people might buy is difficult. I talk to the lookers as they come by and look. The prints I sold were sold because I talked to the people, and actually had the one they wanted right there for them to take away.

One guy said to me it is hard to sell at weekend markets as people are looking for bargains, not carrying around $$ in their pocket to purchase a print. I am going to try a few of the larger fairs next year, but then I will probably need more stock to take along, hence for money forked out!

I offered some work to our local tourist information centre where they have touristy things for sale, but the amount they wanted to mark them up for their own profit it wasn't worth me putting anything there in my opinion. They would have made more profit than me on any sales. Because I am only starting I don't want to outprice myself!

Good luck with it! I wish you well and lots of sales!

[BobC]

Have been thinking about doing this myself this coming spring. I have seen prints in these celofane type envelopes. Any idea wher you can get these?
Oh, i wanted to make sure i thank those posting such good info

[freshprints]

Thanks for the detailed tips, everybody – I really like monkeygirl123's idea of bringing all prints matted and having frames available there. That wasn't something I'd considered, but would definitely help with portability and "stock flow" problems. Regarding exhibiting the prints, I should probably have got a clothes rail instead of a table, hung wire across its frame, and clipped matted prints to it. Failing that, I think the box of matted images with a couple of standing frames on the table is the way to go. I've not had any luck tracking down the flat-folding gizmos yet, though – I may have to make one myself.

BobC – the best places I've seen for those envelopes is from eBay or framing supply stores.

[Peter Ahrens]

Originally Posted by BobC

Have been thinking about doing this myself this coming spring. I have seen prints in these celofane type envelopes. Any idea wher you can get these?
Oh, i wanted to make sure i thank those posting such good info

I'm not sure if this is what you're looking for, but Clearbags.com stock a whole range of clear bags in different sizes to protect your work. I use the bags for my matted prints.

[ZannieGirl49]

Originally Posted by Peter Ahrens

I'm not sure if this is what you're looking for, but Clearbags.com stock a whole range of clear bags in different sizes to protect your work. I use the bags for my matted prints.

I'd recommend Clearbags.com also. I've used them before and their prices are really good without sacrificing quality.

[BobC]

Thanks, i'll check them out