Think Like a Vendor. Sell Like an Author.
If you’re an author thinking about selling your books at events like arts and crafts festivals and book conventions, you’ve probably noticed there’s a lot of advice out there. Some of it’s helpful. Some of it’s confusing. And some of it sounds good until you’re standing behind a table wondering why no one’s stopping.
I’ve been selling my books in person for eight years, and here’s what I’ve learned:
Most authors approach events like authors. I approach them like a vendor.
And that difference? It changes everything.
The Shift That Made All the Difference
When I first started, I thought all I needed was books, a table, a smile and maybe a bookmark. I didn’t realize I wasn’t just showing up as an author; I was stepping into the role of a seller.
Selling books in person isn’t just about putting up a pretty banner, then having a seat and waiting for readers to find you.
Selling books involves
- Creating a space that invites people in
- Making it easy for them to understand what you write
- Giving them a reason to stop, browse, and buy.
That’s what vendors do.
Why Thinking Like a Vendor Works
At many events, you’re not surrounded by other authors. You’re surrounded by people who understand how to sell face-to face: artists, makers, and craftspeople who are skilled creators and experts at selling.
They know:
- Presentation matters
- Pricing matters
- Energy matters
- And yes… engagement matters
After I realized I could learn from the experts and started thinking like a vendor instead of an author, my results changed.
Real Talk
This past weekend I had my best single-day sales ever. And what matters most: 80% of my sales were to new readers.
Not people who already knew me.
Not people from my email list.
Not even people who came looking for books.
People who walked by, stopped, connected, and bought.
That doesn’t happen by accident.
What You’ll Find Here
This section of my site is for authors who want to:
- Sell their books in person with confidence
- Stop guessing what works
- Build a setup that attracts readers
- Learn what to say (and what not to say) when someone stops at your table
- And actually enjoy events instead of surviving them
Everything here comes from real experience—what worked, what didn’t, and what I wish I’d known from the start.
The best thing I’ve ever learned from working events?
Readers don’t need a speech. They need a book that fits them.
Want the Full Roadmap?
If you’re ready to take this seriously, whether it’s your first event or your fifth, I wrote a complete, practical guide based on everything I’ve learned.
Have Books Will Travel
It walks you through
- What to bring
- How to set up
- How to price
- What to say
- And how to turn browsers into readers
Now Available at BarrettBookShop.com and Amazon
Final Thought
You don’t have to be pushy to sell your books.
You don’t have to guess your way through your first event.
But you do need a shift in mindset.
Think like a vendor. Sell like an author.
Judith A. Barrett 