A quick note on the numbers: they're just examples in a stand-in currency. Use your own, the math works exactly the same.
Your average sale is the easiest lever you have, because lifting it raises every transaction at once without needing a single extra person to walk through the gate. The trick isn't to charge more for the same thing. It's to give people a small, sensible range to choose from, because how you arrange the choices changes what people pick. Here's how to set that up at a folding table.
Offer three tiers, and most people pick the middle
When you give shoppers a good, a better, and a best option, the majority drift to the middle. They don't want the cheapest, which feels like settling, and they don't quite stretch to the top, so the middle feels like the smart, safe call. That means you get to design which option is the middle. Set your tiers so the one you most want to sell sits comfortably in the center, and the crowd will meet you there.
The premium tier earns its keep even when it doesn't sell
Put a genuinely premium option on the table, a deluxe bundle, a large size, a gift set, even if you only sell one all day. Its real job is to be the anchor. Next to a $60 gift set, a $28 candle stops feeling like an indulgence and starts feeling reasonable. The top tier reframes everything beneath it, so it pays for itself in the sales it lifts, not the sales it makes.
Bundles do two jobs at once
A "three for $24" deal next to a "$9 each" sticker nudges people up to the bundle, which raises your average sale and clears more stock in one transaction. It also quietly solves the small-sale problem, since a single $9 item barely clears its costs once you count the booth and the card fee, while a $24 bundle carries them easily. Group your smaller items into bundles and you fix the margin and the average sale in one move.
The add-on at the cash box
Keep one small, obvious companion item right where people pay: a wick trimmer by the candles, a gift tag by the cards, a sample size by the full bottles. At the moment someone's already decided to buy, a $4 "want to add one of these?" is the easiest yes of the whole transaction, and it lands straight on top of a sale you already had.
Don't out-clever yourself
Three tiers is the sweet spot. Pile on seven options and the choice gets heavy, people stall, and a stalled shopper is a shopper edging toward the exit. And keep your numbers clean and cash-friendly so the line moves; at a busy booth, the friction of making change costs you more than any clever price ending ever saves. Simple, confident, three choices, one good add-on. That's the whole structure.
You're not pushing people to spend more. You're arranging the choices so the easy, sensible pick happens to be a slightly bigger one.
Tiers and bundles only pay off if you can see whether they're working, which means watching your average sale move over time. Wares logs every sale and shows your average and your profit per market, so you can try a new bundle one weekend and know by the next whether it actually lifted the number. It's free to try, right in your browser.