12 Common Shopper Objections (and How to Respond with Confidence)
As makers, we put our heart and soul into every handmade piece. So when someone walks by our booth or comments and says something like “That’s too expensive” or “I could make that myself,” it can feel discouraging—even personal.
But here’s the truth: every shopper has objections. And most of them aren’t trying to be rude—they’re simply navigating the buying decision process. As sellers, our job isn’t to defend or shrink back. It’s to guide, educate, and reframe with kindness and clarity.
After hearing how my husband’s international company host role playing exercises with their sales team, I thought why can’t we do the same as sellers of our handmade items? So below are 12 common objections you might hear at a craft show (or online!) and how to respond in a way that keeps the conversation open and the energy high.
Common Shopper Objections and How to Respond to Them
1. “That’s too expensive.”
Response:
“I totally understand wanting to stay on budget. Everything here is handcrafted with premium materials and built to last season after season. It’s more than decor—it’s an investment in your home’s beauty. I’m happy to work with you on something that’s closer to your price range.” Pro tip: always ask for a price ‘range’ and use the higher end. For example, if they shopper says my price range is $60-$70, use the $70 and you can even go over this slightly, as long as it’s within the $70 range. So $75 instead of $70. This technique works a lot.
2. “I could make that myself.”
Response:
“You absolutely could, but will you? I do enjoy the making process; choosing the color palette, sourcing the supplies, hand tying the bows, spacing the flowers just right, knowing the rules and when to break them, all while watching my favorite Hallmark movie. It’s an enjoyable experience. But for those who don’t have the time or desire to DIY, I’m here to make something beautiful and ready-to-hang. Let me know if you run out of time or it doesn’t work out for you and I’ll be happy to make something unique just for you.”
Let’s face it, what people say and what they do are two separate things. If you can get them to understand that it takes time to source the materials and introduce something tricky, like hand making a bow, then they start to doubt their efforts and could decide to purchase instead of DIY.
3. “I’ll think about it.”
Response:
“Of course! If you have any questions while you’re deciding, I’m happy to help. Just know—many of my designs are one of a kind, so once it’s gone, it’s gone!”
Tip: move the item around in the craft booth so that when they come back and don’t see it right away, they start to envision their life without it and FOMO (fear of missing out) kicks in. They’ll quickly purchase it once they realize they might have lost the opportunity.
4. “Do you have anything cheaper?”
Response:
“I have a few smaller pieces or gift options at different price points—would you like to see those? Everything I make uses quality materials and is designed to hold up beautifully over time.”
5. “Not right now, maybe after the holidays.”
Response:
“Totally get that—holidays can be a lot! Some of my customers actually buy early so they’re ready for the season without the last-minute stress. Want me to show you what’s most popular before it sells out?”
6. “I don’t need another wreath.”
Response:
“I get it—some people switch out their wreaths by season, others by mood! If you’re ever looking for a unique gift or a refresh, I’m always creating new designs.”
7. “Why is it so much? I saw one at [big box store] for $40.”
Response:
“Great question—those mass-produced wreaths use lower-quality materials and labor and are often glued together in a factory. What I make is designed with care, attention to detail, and quality materials that last for years—not just one season.”
8. “I’m just browsing.”
Response:
“Perfect! I love browsers. If anything catches your eye or you have questions about how something was made, just let me know—I’m here to help.”
9. “My spouse wouldn’t let me spend that much.”
Response:
“I’ve had a few customers tell me the same thing—until they got it home, hung it up, and the spouse was the first to compliment it! Sometimes it just takes seeing it in the space to fall in love.”
10. “I don’t decorate like that.”
Response:
“Totally fair! Everyone’s style is different. If you ever want something custom to match your home, I do offer made-to-order pieces too.”
11. “I just bought one last year.”
Response:
“Nice! You can never have too many—you’ve got doors, windows, porches, pantries, and even interior spaces. People love having one for every season or occasion.”
12. “It’s beautiful, but not what I’m looking for.”
Response:
“I appreciate you saying that! If you ever change your mind or want something a little different, I’m always happy to create something custom.”
It’s Not Always a Yes and That’s Okay
Not every shopper will buy—and that’s okay. But when you stay grounded in your value and respond with confidence and compassion, you keep the energy open for future opportunities.
Confidence is magnetic. People aren’t just buying a wreath—they’re buying the story, the intention, and the experience of something made with heart.
Want Help Selling at Craft Shows?
Check out my friends Craft Show Success Masterclass for free tips, tutorials, and tools to help you price, present, and sell your handmade items with confidence.
