How to sell at markets: Five tips for running pop-ups and market stalls
Posted: Wed 12th Jun 2024
7 min read
Selling at markets is one of the most rewarding ways to connect with customers, get direct feedback in real time and grow your business. It blends creativity, customer engagement and hands-on entrepreneurship.
Thousands of small brands and independent creators are thriving through selling at the market, using temporary stalls and pop-up shops to test new products and build their following.
Whether it's going to be your first time running a pop-up, or you're aiming to boost your results at a regular market stall, here are five tips to selling effectively – with practical advice that works.
1. Designing your stall: What to sell and how to display it
At a market, first impressions matter – a lot. Your stall needs to visually represent your brand and attract potential customers instantly.
Start by selecting the right products. If you're not sure what to sell at markets, consider:
handmade crafts or artisan products
baked goods or homemade food (check health regulations)
vintage or upcycled items
local artwork, prints or photography
natural skincare, soaps, or candles
Choose products that are visually appealing and fit with your brand story. Once you've decided what to sell, think carefully about presentation:
Use layered displays to create depth and visual interest.
Place your best-seller or feature item in the centre, slightly elevated.
Incorporate colour psychology to catch the eye.
Match your stall's aesthetic to your product (for example, rustic wood crates for handmade jams and preserves).
Avoid anything that looks unclean or messy – no stained tablecloths or mismatched signage. Vintage china can elevate baked goods, while textured backdrops like wood or fabric work great for artisan products.
And don't forget the little details. Beautiful, branded packaging or thoughtful wrapping can turn one-time buyers into regular customers.
2. Understanding your audience is key
Selling at markets is all about knowing who you're talking to. A well-designed stall is great, but if your products and language don't resonate with your target customer, sales will fall flat.
Before market day, ask yourself:
Who is my ideal customer?
What are they looking for at this market?
What problems does my product solve or joy does it bring?
Tailor your branding, signs and even pricing to appeal to this target audience. For example, millennials often seek unique, sustainable and Instagram-worthy finds – and they expect card payments, not cash-only operations.
Online presence also matters. Make sure your website and social media reflect the same brand story that customers experience at your stall.
When your offline and online presence feel connected, customers are more likely to convert after the market.
3. Talking to customers: Personality sells at markets
If you're introverted, selling at a market can feel daunting – but personality is your best asset. Unlike traditional retail, markets are about personal interaction. Customers are choosing to buy from you.
Start by simply saying hello, smiling and being approachable. Avoid the hard sell. Instead:
ask customers what they're looking for or what caught their eye
share the story behind your product
listen as much as you speak
People love buying from people. Your passion can be contagious.
Also, make connections with other traders. Building rapport within the market community opens doors to collaboration, trading tips and shared promotion.
Offer a traders' discount or cross-promote on social media. A strong network helps everyone succeed.
4. Pricing and payment: How to make profit at the market
Knowing how to price your products is vital when selling at the market. While you want to stay competitive, never undercut your worth.
Account for:
the cost of materials
the time you spent making or preparing the item for sale
market fees and overheads
the profit margin you're looking for
Don't be afraid to price confidently. Remember, most purchase decisions are driven by value, not just price.
And always make buying easy. Accept card payments using a mobile card reader like Square or Zettle. Many shoppers don't carry cash, and cash-only stalls often lose sales. That said, have a float ready with small change for cash customers.
Set up a proper cash box or money belt and stay organised. The more professional your set-up, the more trustworthy your business appears.
VIDEO: Pricing for confidence and profit
Learn more about pricing, with top tips on research, understanding value and eliminating the word cost:
5. How to promote your stall when selling at markets
You could have the best product and display, but if no-one knows about you, your sales will be limited. Promotion is critical in how to sell at markets successfully.
In the days leading up to your market date:
create social media posts showing off your products
use Instagram Stories and Reels to show behind-the-scenes prep
tag the market, location and other vendors for cross-exposure
send out an email to your list letting them know where you'll be
add an events section to your website
Print simple flyers or business cards with your stall name, website and social handles. Distribute them locally, and always include one with every purchase.
Engage the press if possible. Local blogs, papers or radio love covering community events. A quick press release can go a long way.
Finally – enjoy it. Energy is contagious, and if you're having a good time, your customers will too. That's what selling at a market is all about.
Final thoughts
By following these tips, you'll be well on your way to building a thriving business through selling at a market or pop-up. Whether you're testing a new idea or expanding your brand, the experience offers valuable lessons and endless potential.
Now that you know how to sell at markets, it's time to put it into action!
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