August 08, 2025

How to Price a Bunch of Handmade Items for Your First Craft Fair

"How do I price my stuff for a craft fair without scaring off customers or short-changing myself?"

Great question—and you're not alone. Over 50% of new sellers underprice their handmade work by at least 15%, especially when prepping for their first craft fair. Here's a practical guide to help you find that sweet spot: profitable, competitive, and easy to scale.

The Quick Formula for Craft Fair Pricing

Start with this maker-friendly formula:

Retail Price = (Materials + Labor + Overhead) x Markup

Let’s break it down:

Materials: Cost of raw supplies per unit
Labor: Your hourly rate x time per item
Overhead: Booth fee, packaging, travel, tools, etc. (prorated per item)
Markup: Typically 2.2 to 3.0 for craft fairs (2.2 = ~55% margin)

Example: Hand-Painted Mugs

Materials: $4 (blank mug, paint, sealer)
Labor: 30 mins x $20/hr = $10
Overhead: $2 (table split, mileage, signage)
Total cost: $16
Retail price: $16 x 2.5 = $40

Try it in a spreadsheet

Use the Handmade Product Pricing Calculator to plug in your numbers and see profit, margin, and wholesale pricing at a glance.

Should You Use Different Prices at Craft Fairs?

Not always—but craft fairs do have their quirks:

Shoppers expect to touch and talk before buying.
You're competing with everything else on the table (yours and others').
Impulse buys rule: $10-$40 items sell best.

Tips:

Round prices to whole dollars: $28 becomes $30.
Create bundles (e.g., 3 for $25) for smalls.
Keep a "fair-only" bin of older stock at a discount.

How Many Items Should You Price?

If it’s your first fair and you’ve got a mix of items, use this framework:

Anchor items ($40-$100): 3-5 eye-catching pieces
Core products ($20-$50): 10-20 bread-and-butter items
Add-ons ($5-$15): 15-30 impulse buys (magnets, stickers, keychains)

Label everything clearly. Shoppers hate guessing.

What If You're Still Unsure?

You're not alone in the pricing spiral. Here's how other makers approach it:

Sweet_Esiban sells batch-made goods like candles using a flat COGS x 4 formula and skips labor costs since production is fast.
WaffleClown_Toes aims for $20/hr labor and prices based on batching potential. "We focus on mid-priced items we can make efficiently."
LoooongFurb sets realistic expectations: "Most people underprice. You're not competing with cheap mass-market imports."

Bottom line? There is no perfect price—but there is a profitable one that reflects your time, skill, and the market.

Final Tip: Price for Profit, Not Just Sales

Your pricing sets the tone for your brand. Undervaluing your work can signal that it’s not truly handmade or worth much. Instead, aim to cover your costs and pay yourself fairly.

Grab the Handmade Product Pricing Calculator to stress less about math and focus more on making.