How to Talk to Customers in Your Art Fair Booth

If you’ve ever felt awkward talking to customers at an art fair or weren’t sure what to say at all, you’re not alone. As a full time animal artist selling at shows all across the Midwest, I’ve learned that how you talk to people in your booth can make or break your sales.

Here are 5 mistakes I see artists make (and how to avoid them if you want to sell more art):

1. Ignoring customers because you’re on your phone

This one’s simple. When a potential art buyer walks into your booth, be present. If your head is down and you're scrolling through your phone, you’re giving off a signal that you’re too busy to talk. Even worse, customers may assume you don’t care. The fix is easy. Keep your phone in your pocket unless you’re using it to run a sale. Smile, look up, and say something as simple as “Hi, how’s it going?” That brief connection can be the start of a sale.

I’ve seen so many artists miss out on sales just because they were glued to a screen. You only get a few seconds to make someone feel welcome. If they don’t feel seen, they’ll move on to the next booth. Art buyers want to buy from someone they feel connected to, even if it’s just a short conversation. So make eye contact, give them a friendly nod, and let them know you’re available to help.

2. Talking only about yourself and your process

It’s natural to want to share your inspiration or the story behind a piece, but if you’re only talking about your perspective, you might be missing a huge opportunity. Customers connect with art when it speaks to them. Instead of focusing on what the piece means to you, try sharing a story that they can relate to. If it’s a dog painting, tell them how the customer who commissioned it loved that dog deeply and wanted to remember him forever. That emotional connection is often what turns a casual browser into a buyer.

The key is to shift your mindset from what do I want to say about this artwork to what would make this meaningful to them. People buy art that makes them feel something. They’re looking for a connection. The more you can help them find themselves in your work, whether through shared emotion, subject matter, or story, the more likely they are to make a purchase.

3. Being too shy to speak up

I used to struggle with this a lot. I was terrified to say the wrong thing or come across as pushy. But here’s the truth. Most people aren’t expecting a polished sales pitch, they just want to feel welcome. You don’t need a script. A smile and a quick hello is enough to start. From there, you can ask how their day is going or which piece caught their eye. These small, friendly gestures break the ice and make your booth feel approachable.

If you’re not a naturally outgoing person, that’s okay. You don’t need to be. Start with one sentence. Even something like “It’s a great day for the fair, huh?” can open the door. Once you do it a few times, it gets easier. You’ll start to see what people respond to. The more conversations you have, the more confident you’ll feel. Selling is really just talking, one human to another.

4. Sounding like a pushy salesperson

There’s a fine line between being helpful and being too aggressive. If you immediately start rattling off your prices or a promotion the moment someone enters, it can make people uncomfortable. Nobody comes to an art fair to be sold to. They come to enjoy the experience. Instead of leading with sales talk, let your art speak first. If they start flipping through your print bins or linger on a piece, that’s your chance to step in and offer help naturally.

Think about how you like to shop. If someone runs up to you with a pitch the second you walk into a store, it’s off putting. But if someone says, “Let me know if you’re looking for something specific,” it feels friendly. That’s how your booth should feel. Invite them to explore. Let them breathe. Be available, not overbearing. That’s what helps customers relax enough to buy.

5. Failing to guide the conversation toward a sale

While you don’t want to be pushy, you also don’t want to miss your opportunity. I see artists chat with visitors for 20 or 30 minutes and never mention that anything is for sale. The key is to gently guide the interaction. For example, I’ll say something like, “Just so you know, I have prints of everything in the bins if you see something you like.” I keep my prices clearly displayed, so I don’t have to bring them up unless asked. If someone is looking for a certain breed or color, I’ll help them find it. The goal is to assist, not to push. Customers love this kind of service, and they remember it.

It’s about knowing when to step in and when to step back. Look for signs, are they flipping through your prints? Are they staring at a specific piece for a while? That’s your cue. Offer help that feels natural and tailored to what they’re doing. You’re not just an artist, you’re a host. And good hosts know how to guide people toward the right choice without making it feel like a pitch.

The way you interact with people at your booth matters just as much as your art. When you’re warm, helpful, and intentional about how you talk to customers, you build trust, and trust leads to sales.

Want to make sure your art booth is ready for your first art fair? Or maybe you want to upgrade your setup? Check out my complete Art Fair Supply List here.