Preparing for Market Season: What Goes into Selling Handmade Products
Spring marks the beginning of market season, and for small business owners like me, it’s one of the busiest and most exciting times of the year. Markets are more than just a place to sell products—they’re a chance to connect with customers, share the story behind The Honest Goat, and let people experience our products firsthand. But a lot of work happens behind the scenes before we ever set up a table. Here’s a look at what goes into getting ready for a market!
1. Planning and Production
Before market season kicks off, I start by reviewing my inventory and deciding which products to bring. Since everything at The Honest Goat is handmade, I have to plan ahead to make sure I have enough soap, whipped tallow, candles, lip balms, and lotion bars to meet demand.
• Soap takes 3-4 weeks to cure, so I start making large batches early.
• Tallow-based products like lotion bars and balms are made in fresh batches leading up to the event.
• Candles need time to set and be tested to ensure they burn properly before they’re ready to sell.
Every item is made in small batches to maintain quality, so there’s a lot of juggling to get everything stocked and ready!
2. Packaging and Labeling
One of my least favorite tasks (but an important one) is labeling. Every product needs to be properly labeled with ingredients and branding before it hits the market table. I print everything myself and there always seems to be some sort of printer trouble-shooting needed! I also make sure my display packaging is in good shape—things like jars, tins, and soap wrapping need to be clean, neat, and ready for customers to pick up and take home.
3. Prepping the Market Setup
A good setup makes a big difference in attracting customers! I put thought into:
• Table layout – Making sure everything is visible and easy to grab.
• Signage – Clear pricing and product descriptions so people can browse easily.
• Aesthetic – Keeping my setup in line with The Honest Goat’s natural and rustic vibe.
I also pack essentials like a cash box, card reader, business cards, tent, tent weights, tables, chairs and extra bags for customers. The goal is to make shopping as smooth as possible.
4. Engaging with Customers
Markets are where I get to talk directly with customers, answer questions, and let them see and feel my products in person. It’s always rewarding to explain the benefits of tallow-based skincare or why handmade candles burn differently than store-bought ones. I also love getting feedback—hearing what people love (or what they’d like to see next) helps shape future product offerings.
5. Time Invested
It’s also important to remember the time invested into markets. We are likely waking up hours before the market to pack, load, and drive to the market. Setting up an hour before the market starts. We are there for the duration of the market. And finally we are packing up, loading, driving home and unloading again. As much as I love markets, this makes for a very long day!
6. Post-Market Restocking
When we get home, the work isn’t over! I take stock of what sold well, restock bestsellers, and start preparing for the next event. Some weeks are a cycle of making, packing, selling, and repeating—but it’s all worth it to bring high-quality, handmade products directly to customers.
If you’re local, I’d love to see you at an upcoming market! I’ll be at the Staunton Farmers Market on April 5th. Come say hello, check out my latest products, and support local makers!
One of the very first markets I ever did. Our product line and table set up has grown so much since then!