I have questions regarding where you stand/sit in your booth, or how active you are in the booth. I have framed and matted photos in my display if that makes a difference in selling style.
(disclosure: I recently displayed at my first show--10x10 space---Armstrong panels--lights--an indoor, juried art fair, 125 booths. It was a local show for me. Received a lot of compliments and interest in my work—seemed genuine—including several from other photographers at the show, but overall did not sell much—made a little above expenses. I learned a lot and am not discouraged.)
I have noticed that some sellers at shows sit either at the back of their booth or even at the back of the booth or alongside--space permitting. I did notice that if I stepped out of the booth for a quick break, that I came back to people in the booth. When I was in the booth--especially near the front, it seemed like people at times maybe were more hesitant to step in and browse.
(Yes, I am considering the work I had on display and patrons' interest in what they saw, but am strictly dealing with the sales approach here.)
Attending art fairs myself, I get turned off by the artist that seems to have that "I'm bored to be here---disinterested approach" to patrons. I find that almost offensive as a patron.
But maybe there's something to be said by keeping some distance from one's booth. I realize that each of you has an approach that fits your items on display for sale, and you also have different personalities, but have you noticed a difference in terms of where/how you locate yourself--front of booth/--back?--nearby?
Your thoughts? An approach that works/didn't work for you?
Thanks in advance
Yak
Dale Yakaites
Replies
I agree with David, Amy and others ... Stay engaged. I am on my feet 90% of every show towards the front sides (usually under the awning) always greeting patrons and letting them know I am available if they have any questions. I am never pushy and only engage a potential patron if they approach me, look like they may need help or if i overhear them discussing the art but not totally understanding the process. Anyway, it is a learning process (which is ALWAYS evolving, no matter how experienced one is) and each one of us has their own effective style ... just find yours. But, overall, it is my belief that you must be personable, approachable and engaged ... You can't be shy in this business.
Also, nearly all the shows I do (even those "tight" 10x10 spots) my high booth chair usually fits nicely on the front outside corner of my booth (next to the front pole at an angle). if for some reason the show is tight and you do need to sit because of health or other reasons, then you should bring one of those high stools with a small footprint/base ... They will perfectly fit nearly anywhere.
best wishes
I have found that shows I'm doing lately in the Virginia area are all 10' x 10' exactly. A few times I have not been able to avoid the "lion at the gate" seating position at the corner of my booth. My booth has a part panel across the front so if I have back space I will have an open door in the back and sit behind my booth. If they come around the panel I say hello to them and if I hear someone discussing some of the photos in the front I will go around and see if they have any questions. I like sitting in the back because I don't distract them from the photos when I speak to them. If I am sitting across from the booth I have to approach their backs and then they turn away from the photos.
I think it depends on your set up and your personality. I'm a real soft sell, and I don't think people feel preasured with me. I have a lot of rings out and have to keep my eyes on things. Rings are very personal and the feel and fit of one is kinda like buying a pair of shoes. So I am quite involved as soon as they step in, but I concentrate on them having a good time and showing them fun stuff.
I tend to have "my work space" off to the side, either at the front, or back of my booth. I bring something to work on to the shows- this tends to engage my customers. They "see" that I am actually creating what is in my booth. I greet everyone who comes in, put my project down, and engage the customers, when they enter. I find that if I am "occupied", more people come in, versus, just sitting. I also set up my space, so that my work space does not interfere with traffic flow, but allows me to greet, interact with and see my entire set-up. I never read, surf the web, or otherwise do anything that will make the customer feel like they are interrupting me, but I am also not the "vulture at the door". This seems to make people more comfortable- they know I am available to them, but they don't feel like they are with a car salesman,either!
Thanks to all…!
I think I'm going to add a door to open my panels up in back.
Thanks again for the suggestions. It was amazing to me that quite a few of the artists I met at the show I did have been doing this for 15, 20, even 30 years. Those were also the people that were the most helpful, friendly, and seemed to have great attitudes. I'm sure doing art fairs is like everything else; if you don't enjoy what you're doing, it will show.
Yak
It depends in the show but I found out that sit 5 feet in front of the booth works the best for me. Second is a small bench in the middle of the booth (next to smaller bin). I wont sit in the back other that to eat. You need to able to engage people as they come.
It definitely depends on the show, the setup and where the space is. Having a bit of a barrier between you and the potential patron can help defuse the fear of entering. A low desk, or a partial wall. Some shows, I'll sit in back with my desk to one side. Some shows where I have a double, the desk is next to a triangular set of panels in the center, and I'll stand next to it. Sometimes if there is no back space at all (Wells Street in Chicago, for example), I'll sit on the street side, or across the walkway up on the sidewalk. I have a chair, but sit only when it's slow.
Echo the thoughts of the other posters. Just watch to see what others are doing, and if it's working.
It does depend a lot on your set up - if you have some 'spare' space that doesn't intrude on your neighbour or on the walkway, this can sometimes be used (although I think those who sit in the middle of the walkway with people streaming past them are very odd!).Try to leave the front open for customers to access your space and don't stand like a guard at the front which deters a lot of people.
I have watched people in my booth and they will avoid whatever corner I'm in - I can literally herd them around by moving position LOL.
I also try not to look at people as they walk in - once again you look like you're on the alert/ overly keen and this can put them off - I give them time to come in and then look up and say hello. I try to look busy by cleaning, tagging, tidying stock, organising packaging etc. - something that I can stop in an instant and help them.
I have a chair in my booth but rarely use it. I'm on my feet, greeting my customers, explaining what I do and letting them know that if they have questions to ask. I then grab my windex and clean glass or something. I have a double booth, so there's plenty of room for them to walk around without feeling like I'm going to pounce on them. My chair is in the front on the side, but if I had a single booth I think I'd get a door wall and put my chair back there. People need lots of space or they'll subconsciously walk around or past your booth if they feel crowded in. I don't do a "hard sell", but I'm very aware of what the customers are looking at and try to add any kinds of helpful information I can about the specific piece. If they're interested in what I'm saying, I keep it up. If it seems they don't want to engage, I leave them alone and address another customer or keep busy.
You'll figure it out through trial and error. You can't plan on nearby and usually no sitting outside your booth in front at most of the better shows. Personally I like to have a three foot opening in the back and sit behind the booth with my desk inside in front of the opening.
Larry Berman
http://BermanGraphics.com
412-401-8100