How to Sell Photography at Art Shows

You almost always have your camera with you and, by now, you've built up a collection of photographs, many of which are as good as--or better than--some of the photos you see for sale at art shows or fairs. Maybe it's time you tried selling some of your prints at an art show, too.

Things You'll Need

• Photographs
• Vendor booth
• Display walls
• Table
• Table cloth
• Credit card machine
• Business cards
• Packing material
• Cash box
• Chair
• Receipt book

Instructions

Before the show

1. Create your photography business. Contact your local chamber of commerce or U.S. Small Business Association office to learn what you'll need to obtain a vendor license and collect taxes.

2. Visit art shows. Pay attention to what booths look like and how photographs are displayed. Find out which booths are busiest, what types of prints are people buying (it's not always what you expect) and what is the range of prices and sizes of photos being sold? Keep notes about each show you visit.

3. Apply to art shows. Understand that many shows require you to apply six months to a year in advance, so leave yourself plenty of time. Read the applications carefully. Fill them out completely and accurately.

4. Decide which photographs you want to sell and in what sizes. Print them or have have printed. Matte and frame the photos yourself or hire someone to do this.

5. Figure out your pricing, knowing that this may be differ from show to show. Check the notes you took when you were visiting art shows, and base your pricing accordingly. Charge slightly more than the mid-price for each size photo at each art show. For example, if, at the XYZ Art Show, the price range for 8x10 framed photos was $10-$400, the mid-price is $205. Set your price a little higher than that.

6. Set up a merchant account so you can take credit cards. Check with your bank or other businesses that offer this service. Contact an artists association or conduct your own research to find out which option is best for you.

Your booth

1. Decide what type of booth you want. Typically, art shows offer 10- by 10-feet spaces. Have an overhead cover, as in a tent canopy, if the show is outside as a way to quickly protect your art from rain and strong winds. Understand you'll need "walls" on which to hang your photographs.

2. Get a table with a table cloth that reaches the ground in front as this is where you'll conduct your transactions. Place your credit card macgine, business cards, postcards and tubs of small, unframed prints on the table. Store packing material and bags, your locked cash box, food and water under the table.

3. Get a chair the height of a bar stool as this will keep you at a comfortable height for conversation, even while you're sitting. Stand to talk to your customers, whenever possible.

4. Practice putting together your booth at home. Understand that this lowers stress when it comes time to set it up because you're already familiar with the process. Play with the photo displays to create a welcoming arrangement before the show starts.

At the show

1. Get to the show as early as allowed to cut down on stress about setting up. Take advantage of the extra time if the show allows you to set up the day before. Accept, though, that few do.

2. Be friendly and engaging. When people seem interested in a photograph, ask them what they like about it, where they see it hanging and other questions that get them imagining they own it.

3. Have a receipt book and write a receipt for each transaction. Realize that your copies of the receipts are a record of which photos and sizes sold each day.

4. Have a variety of sizes and prices. Postcard prints of your photographs can be priced fairly low, while you might price large, framed prints at several hundred dollars.

5. Include your business card with every sale. Make sure your website, if you have one, is listed on your business card.

Tips & Warnings

• Have someone you trust take over the booth throughout the day so that you can go to the bathroom.

• Butcher paper works well for wrapping framed prints, while manila envelopes are great for small, unframed photographs.

• Use a sign-up sheet for a mailing list so you can let people know about your next show.

• Keep cash in a locked box, out of sight.

• Never leave your booth unattended.

• Don't let yourself get dehydrated. Have plenty of water at your booth and drink it throughout the day.

References

• Photographer Dan Heller