1. Make it intriguing. Capture the attention of concert attendees before they hear a single note.
2. Avoid clutter. Clearly display the products for sale and their prices.
3. Quickly convey your artist aesthetic. It is an extension of you and should “jive with your vibe.”
4. Make it accessible. The merch booth has got to be easy to get to, unobstructed, and clearly visible to many people at once so long lines don’t hinder sales opportunities.
5. Diversify. Offer a few different items (CDs, t-shirts, stickers, mugs, etc.) and bundle them together for a reduced price to entice fans who might be on the fence.
6. Get your email list up there front and center. The merch booth is your opportunity to attract new fans even if they don’t buy anything. This may be the only chance you have to turn a stranger into a lifelong fan, so on’t miss it!
7. Be visible at the booth following your performance. If you’ve created a moment on stage that made a fan say to themselves “I need to take some memory of this home with me” then what better way to ensure a lasting connection than to have a conversation with your audience after the show.
Merch should be one of your main sources of income, but it can only happen if you present it well.
Help support this blog. Any purchases made through our Amazon links help support this website with no cost to you.You should follow me on Twitter for daily news and updates on production and the music business.
Check out my Big Picture blog for discussion on common music, engineering and production tips and tricks.