Sometimes it can be difficult to attract people to your merch table, especially if you're a local band. Here are some tips that can help increase your profits and help you make more connections with fans (or future fans).
Too often overlooked, this is one of the most crucial aspects of getting fans. A mailing list is a must on any merch table, even business cards with social media info can help!
Accept Credit/Debit
If you don't accept credit/debit cards, you're not maximizing your potential to make money. There's a lot of apps out there that you can use, and what you invest is worth it in the end profit. The apps: SquareUp, ProcessAway, Merchant Swipe and iSwipe.
High Traffic Areas Put your merch table in a high-traffic area, this is crucial for sales; hiding behind poles are a huge no-no. More people will pass by and see your table, the more people at near the area the more likely others are to flock and check out what's going on.
Lockbox For $$ Professionalism is a crucial element when dealing with a merch table. A lockbox holds one person (your merch girl/guy) accountable for any lost cash and discourages outside theft. Having a lockbox can also make it less apparent how little or much cash you have from the event. It's best to keep about $50-$100 in change. Not having change will also drop chances of selling; you don't want to have to turn anyone down.
Leader Lead singers, announce where your merch table is. Mention the table itself, location, mailing list and that YOU, the artist, will be there after your set and look forward to speaking/meeting everyone. Make it sound like a party at your table!
The Main Attraction Artists are either exhausted or ready to start the party after their set, but nothing helps sell merch faster than putting the band behind the table. Especially after the set has ended and people know that you'll be over there. Fans or potential fans like meeting the people behind the music and it's a great opportunity to engage with them, sign something, or take a picture. Be memorable and enjoyable in more than just the musical way; basically be personable, not moody.
Keep It Clean Like any store, potential customers connect the appearance or un-organization and sloppiness with that of a weak business, they won't take you seriously. By splitting the table into well organized sections dedicated to each type of merch or even price, t makes it much easier on the eyes; therefore making sales much easier. Keep your clothes well folded, sizes together and gender specificity clothes together.
Be Bright & Bold Not only do you need a high traffic area, you also need to stand apart from the other merch tables. Venues are usually dark, so darker colors will be a lost cause. Set up a back-drop, use a table cloth and create a banner, all of which should be bright and vibrant colors to catch people attention. Glow paint also seems to work well in dimly let places.
Prices Having the right prices for your merch is crucial. Everything should be fairly priced based on the industry standard (yes, you have to do your research when it comes to the pricing strategy), you should have merch available at every price point, from $2 - $100 (depending on what you're offering).
Inventory Sheet Organization is once again a key factor. Using an inventory sheet will help you keep track of sales and will decrease the chances of wasteful overhead for your next tour. Keeping track can help you forecast your tables growth, this will be important if you decide to create unique one of a kind merch for each stop on the tour; it allows you to see where your merch sold better or worse. This inventory sheet will save your money in the long run.
Collectables It's a much more expensive option, but it's something to consider. Creating unique collectables for each show creates an incentive for repeat purchase from repeat customers. Some ideas are stickers or badges with different designs that reflect each area/venue, laminated tour passes with specific dates printed on the, HD original prints of the show poster (signed by the band and artist of the poster) and, if you're more well known, shirts that specifically reflect the venue, date and city.
Bundle It Like collectables, you want to offer unique bundles that can only be purchased from the merch table (not online). The more creative you get, the more likely you will be to encourage a higher sale volume, as well as repeat attendance to future dates of the tour. An idea for a unique bundle includes a free admission to all shows for the next year, ect. The more unique and limited, the more people will want them and pay more for them.
Go Beyond The Table The purpose of this list is to help out your merch table and increase your merch sells, and the ultimate goal is to increase not only money but fan engagement. Grab some friends and have them walk around the venue in a new band shirt with their own mailing list sign-up sheet, some albums for sale (or free downloads), a few t's and some free stickers or buttons. The idea is to engage as many attendees as possible and to direct them back to the merch table where they can interact with the band and buy merch that is like a memory keepsake.
Always keep merch table goals in mind, and stay organized -- this is key.