I've been doing shows around Wisconsin for probably six or seven years. I'm always trying to determine this...what is the appropriate amount of talking and "pressure" when working with someone entering your show tent?
Admittedly, I am not a type-A personality, so I generally say hello and watch the customer to see if they are becoming interested in a particular piece(s). However, i sometimes overhear other tents where it's a bit more animated and direct (essentially following the customer around...almost high-pressure).
Has anyone found a good approach? Thanks!
Replies
I personally don't like a high pressure sales person selling to me so don't inflict that on my customers either. Helpful and keen to interact but not pushy - although sometimes I feel I could be just a touch more proactive in pushing for a sale but haven't found a comfortable way to do it.
I always smile and say hello. Then I tell them they are looking at work which represents the New England Tribes of the Wabanaki People. I like to point out that our designs are very different from plains and pueblo which they are more accustomed to seeing. I also note that each piece, no matter how small is signed. Usually by then, they start asking questions and may decide to purchase a small item if they cannot afford a larger one. But very often, I am surprised and they do buy a larger piece. I will now accompany larger purchases with a card of authenticity as I never know who is a collector: private or institution. I do not follow people around, however. As a patron, I hate that. I just watch them and if they become interested in a particular piece, I may ask if I can help them or tell them something about the piece. But I refuse to push myself on customers. I feel it is rude, makes people think you are needy and may lead to the age old question of "Can you lower the price?" Friendly, but non-aggressive sales are better.
I personally like to be there but not babysitting them, once they spend a little longer in my tent, I like to at least interact them with a little conversation. Not pushy, but Friendly. My wife is much better at it than I am.