Top 5 Things to Never Say to a Customer at a Vendor Show
When you’re working a vendor show, first impressions can make or break your sales. Whether you’re a seasoned artisan or it’s your first event, how you speak to customers plays a huge role in whether they buy—or walk away.
It’s not just about being polite. Certain phrases, even if said with good intentions, can unintentionally create awkwardness, pressure, or even make customers feel unwelcome.
Let’s break down the top 5 things you should never say to a customer at a vendor show—and what to say instead.
1. “Would you like to buy something?”
This is the biggest mistake vendors make—and it often shuts the conversation down immediately.
Why it’s a problem:
It puts the customer on the spot, triggers a quick “no,” and creates pressure before they’ve even had a chance to browse.
What to say instead:
Try something welcoming and low-pressure like:
- “Hi there! Feel free to take a look.”
- “Would you like to sample something?” (especially for food or skincare)
- “Let me know if you have any questions—I’m happy to help!”
2. “It’s handmade, so that’s why it’s expensive.”
Even if you’re trying to justify your pricing, this comes off as defensive—and can make customers feel guilty or awkward.
Why it’s a problem:
It focuses on price instead of value. And words like “expensive” frame your product negatively.
What to say instead:
Speak to the value and care that goes into your work:
- “Everything is made by hand with high-quality ingredients/materials.”
- “It takes about [X] hours to create each piece.”
- “This one’s part of a small batch—I only made a few!”
3. “Let me know if you need anything.”
It’s polite—but too passive. Most people won’t speak up, especially if they’re unsure of what they’re looking for.
Why it’s a problem:
It puts the responsibility on the customer to engage—and many won’t.
What to say instead:
Ask something specific or spark a conversation:
- “Looking for a gift today or just browsing?”
- “Would you like to hear the story behind this piece?”
- “Can I show you my favorite item?”
4. “I didn’t sell anything at the last show either.”
Venting about slow sales might feel cathartic—but never do it in front of shoppers.
Why it’s a problem:
It creates a negative atmosphere and makes customers question whether your product is worth buying.
What to say instead:
Even if sales are slow, stay upbeat:
- “It’s been a bit quiet, but I’m glad you stopped by!”
- “Every show is a little different. I always enjoy meeting new people.”
If you need to vent, save it for a fellow vendor after the show.
5. “You can get this cheaper online, but…”
No! Stop right there. You’re handing the sale to the internet on a silver platter.
Why it’s a problem:
It undermines your value and plants the idea that your product is overpriced.
What to say instead:
Focus on what makes your product special and different:
- “This is one of my exclusive designs—you won’t find this anywhere else.”
- “I hand-make every item with locally sourced materials.”
- “This is something you can actually see and feel in person—and I’m here to help you find the perfect fit.”
Final Thought: Be Confident, Be Kind, Be Curious
Your words matter—at vendor shows, they are part of your brand. Confidence, friendliness, and curiosity go a long way toward building trust and closing sales.
Remember: Customers want connection, not a sales pitch. Talk with them, not at them—and always lead with warmth and authenticity.
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