It has been a long time since I have someone ask if I can take less for an item. At the show I did last week, I had two people ask. One was actively looking at an item, and I felt she was more-or-less interested. The other one, however, just strolled by, slowed slightly, and asked, "Can you take less for these items?" having never picked up an item to even SEE THE PRICE. I have done shows for a long time, but I don't feel that I have a good response to this question. Any suggestions?
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Teresa - I often wonder if the customer asking that golden question notices that all of my feathers puff up and spray all over my booth! You win the gold medal for diplomacy with the offer of a coupon for a future event, it could probably close the sale at hand and perhaps a same customer, second sale at your Holiday Open House. I'd have that coupon at hand with the date and location of your Holiday event. Bravo, Teresa!
I say: All my "art" is priced to sell and is one of a kind!
This flies in the face of reason for me, but I know from first-hand accounts that it works. If I can recall it at the appropriate time, I just might try it! Actually, I think I'll make a list of the responses that seem to fit with my personality and keep the list handy in my booth. I'll just let the customer pick the one he/she wants to hear.
This one will may get them to pay full price also, "Glad you asked for a disount on my fine art work, I have had so much interest in that piece, I am about to increase the price". It might work.
As a newbie, I appreciate all the situations that you veteran artists are having to deal with the discounters.
Presently, I am only doing farmers markets in Fl, yes extremely hot, humid and looooots of rain and thunder and lightening at most show, what I have done is not price a item and when they ask for a discount I tell them a fiftey percent higher price and slowly discount down to my asking price. So far it has worked two times. but the person has to ask for the discount first as Sam has posted a walkby.
If you buy a second piece, I can discount 10% ;-)
I sometimes offer a 10% discount if they're willing to go over a certain amount in sales at one time. That discourages the nibblers and often encourages the serious buyer. Other times, I flatly refuse to discount a thing. I admit that the attitude of the customer sometimes has a bearing on my decision. And, it depends on what it is they want--how long I've had it, how labor intensive, etc.
Susan, you can always offer to pay the sales tax for the customer. Discount the piece an equivalent amount to the prevailing sales tax rate, and then add it back. Staples and other office supply stores have calculators that can back the tax out for you. Or you can use this formula:
Retail Price / (Tax Rate (%) + 1) to arrive at the net price.
That way you are offering a discount equal to the amount of the sales tax, and then adding the tax to the lowered price.
Over the years I've tried the reasonable approach, explaining my costs, etc. (Not a good solution. They don't care.) So last week I decided to give them a bug-eyed, appalled look and just shout "NO!" until they start laughing. Just yesterday I did that, and then added, "In fact it's killing me to sell it at that price!" Both times they bought it without further complaints. Not sure if it will always work, but I'd rather make a joke out for my own emotional well-being.
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