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As this blog series is nearly complete I want to make sure these last two questions are really insightful. One of the reasons I started this blog – not just the blog series, is through being frustrated seeing how some craft artists, both new and seasoned vets, consistently make many mistakes preventing them to reach their full potential. So, I thought I would take it upon myself and help those looking for help, ideas, and advice – hopefully everything up until this point has met your expectations! This question is one where I want to highlight common mistakes craft artists make.

Question #39 What Are the Top 10 Mistakes Craft Artists Make?

In no particular order, here's my top 10...

1. Underselling yourself and your work. While many feel the only way to grab customers attention is to have super low prices because the biggest competition are the Big Box Companies. Know this – YOU ARE NOT A BIG BOX CO.! The best way to compete is to offer great quality craftsmanship at a price fair PROFITABLE price. You have costs and you're only satisfied if you earn just the bare minimum, you will never earn a profit and stay in business as you have costs to recoup such as booth space, supply expenses, credit card processing fees, travel expenses, shipping fees, etc. This can't be done if you undersell yourself.

2. No website. A website, not an Etsy account or blog site, is crucial in this day and age to attract buyers. A website answers the who, what, when, where and most importantly the why's of your work. Costs of starting super low espeically if you do it yourself say with places such as weebly.com, squarespace.com, intuit.com, and many others. Choosing to not have a web presence drives business away from you and into the laps of your competition.

3. Set up your art fair display for the first time at your first show. Given the option, would you rather be stressed out trying to figure out how to set-up a new canopy or figure out proper placement of your tables or have a well thought out plan of action on how to set up your art fair booth? This is a no brainer – the efficient and fast way is my choice. The best way to do this is by practice setting up in your back yard once or twice. Also don't forget to be flexible with your display some shows offer odd space dimensions.

4. Dressing inappropriately. No, I'm not referring to dressing suggestively, but direct this to those who pay no head to forecasts and dress too casually. Know what the weather report will be like during the whole day of the show. For example, if it might turn cold, have a jacket or sweatshirt handy. The best advice here is to dress for both professionalism and comfort.

5. Ignoring customers. Most don't realize this but, customers hate it when they see you on a cellphone, reading a newspaper, texting, socializing with craft neighbors or old friends, etc. and ignoring their needs. Customers will not interrupt a person who is preoccupied – they just simply leave. One memorable experience I had was with a jewelry artist who chose to read a newspaper the whole period of a show. I stood in front of him staring for 5 full minutes at this guy who was hiding behind a newspaper and not once did this person look up or make any effort to ask if I needed any help. Don't be this guy as every missed selling opportunity is money lost.

6. Inconsistency. Craft artists who are inconsistent when pricing work – say one item has a web price, show price and gallery price – buyers will question the quality of your work. At the same time customers doubt the quality of an artist's work when one piece of high quality fiber art is perfect, but another is frayed or a photographers prints are faded due to exposure to the sun or due to poor quality paper. Quality control speaks volumes when an artisans work that is consistent will have more repeat buyers.

7. No Goals. Without having goals you cannot measure success nor find the ambition to strive to do better. Goals don't have to be financial goals, like some believe. Some simple goals include learning more about your target audience through online research, re-organizing a studio, apply to a different type of art show – say Renaissance Festivals, sign-up or explore social networking, or start an educational podcast. My most recent goal was to reorganize my whole workshop (photo included with this blog) as it was something always put by the way side. Seeing it get cluttered and disorganized hurt my business, but implementing the goal allowed me to get a rid of countless supplies that were just hanging around never to be used and have all items in one place making work flow more effeciently.

8. Wear Your Heart On Your Sleeve. Artists, by nature, do not take rejection or criticism well. My favorite motto? It's nothing personal, just strictly business. A rejection letter from a juried show could mean the medium had been filled. A store/gallery may say they are not interested in carrying your work, but it could mean they just don't have room for one more thing, it won't fit the clientèle that normally comes in, or they just aren't buying as sales are down due to the economy. Don't take comments too personally, but find opportunities to grow from advice and suggestions given.

9. Be Fake. Customers, sales reps, art fair jury members - all these people can pick up on exaggerated sales numbers, handmade vs. made in China and so on. The same can go for artists when finding out info about art fairs they hope to apply to. Buyers are attracted to those who exhibit the 3 H's - honest, helpful, and humbleness. People really want to know why you like one piece over another or how something is made to see if you really know your stuff or possibly to see if your work comes from China. In other words, know your stuff and if you don't know, be honest and say, “I have never been asked that, I really don't know... but I do know...” changing the topic to take control of the situation.

10. Plain Jane. Nothing is more boring than a uninviting, plain booth display. Utilizing eye popping colors, shelving, highly visible large format photography (albeit jewelry or silk scarf on a model, a child hugging a handmade doll, an elderly person taking comfort in a warm handmade quilt...) or display theme will engage attract people verses repel them. You bought the space you can either make it look like something at a flea market or like a high end mini boutique people can't wait to enter and shop.

Have you made any of these mistakes? Have you learned from any of these mistakes? Do you know of other mistakes people make not mentioned in this blog post? I want to hear them! Share your thoughts on this topic using the comment button. Thanks for reading this not so quick blog posting. Take the time to catch up on older Questions before the last one becomes available – you won't want to miss it. - Michelle Sholund, www.quickcraftartitips.blogspot.com and www.bythebaybotanicalsonline.com .

Far too often we take things personally and often too literally whencustomers ask us craft artists questions which seem ridiculous. Fora customer to ask a question it is a big deal and rarely do they meanwhat they say. Here are some common questions customers ask andwhat they really mean when they ask these questions so you can knowwhat to say next to land that sale.

Question 16 – What do customers mean when they say...?

“I can get the same thing at Wal-Mart”. In our minds voice we'resaying, “No you can't”. What a customer is really trying to sayis THEY think it is nothing special or your work is over priced. Thechallenge to the artist now is what incentive is there for thecustomer to buy your work? The action/come back you need to take is“Well, since you are here and not at Wal-Mart, allow me to show yousome features that shows my work is authentic and not mass producedin China...” If you aren't sure if they are hung up on price orhow original your work is, allow them to touch the piece while givingthem an interesting fact about your work and then show them a piecethat is similar yet not as expensive. Sometimes letting people knowyou can customize a piece just for them or that you have a lifetimeguarantee can help seal the deal.

“Did you make this?” Of course I did is not the best answerbecause what the customer is really saying is “wow, I am impressed– it is hard to imagine one person making such an exquisite pieceof art”. Now, think of it as a hook, line and sinker because theygave you a signal that he/she is interested in learning more aboutyour work. Feed the “good angel” with reasons to buy it bysaying, “Ah yes, I made this piece and all the rest in this boothin my home studio located right outside of Atlanta, GA. In fact Ijust finished that very piece you are looking at 2 weeks ago.Although I love the shade of blue , what are your thoughts about thecolors in that piece?” Coming down to their level following it upwith an open ended question shows them they are “in control” ofthe sale and you genuinely want to help them with any otherquestions. A sign of good customer service.

“I'll be back.” This phrase is one that has multiple meanings. It couldmean, “I am running low on time and have to meet someone” or “Ineed to quick see the other booths so I can leave on time”. Ifthis is the case, give them your business card and say “For theroad, in case you don't have enough time to see me today. Check outmy website, printed on the card to see where my next shows will be.”Most likely the people in a hurry will not be back, but it is stillbetter to not let them walk away empty handed to remember you nexttime they are looking for something you make. I'll be back couldthey need to hit an ATM or find their friend/spouse to get theiropinion on your work. Lastly, if a person's body language fallsunder the category of uninterested, the phrase could just simply be apolite way of excusing themselves from your booth.

“My husband/wife can make one”. I have heard this both at shows and incraft galleries. The best response to this is, “If your spouse islike mine, he/she will never get around to it? While you are here letme show you why this is worth every penny and you can walk away withit today.” At this point show them the kind of wood used or thehow the fabric won't fade (depending on the craft) and how durable itis. Once they see it is better to buy now, they will.

“Where do you get your materials?” Beware, a person who asks this couldbe fishing for ways to copy your work. My advice? Mention you getthem from multiple wholesale suppliers online or on your travels.You worked hard to find and establish a relationship with yoursuppliers, don't give that info away easily.

“I just love your work, its so pretty, good-bye” Gushers are funnypeople. They will gush over your work and how much they love it, butin the next second leave with no reason. The reason folks do this isto acknowledge they really like your work, but just don't see a needat that time, to buy. What you should do is while they gush, givethem reasons to buy. “I am so glad you like my work, you might notknow this, but ...” and state a fact about your work that you thinkwill appeal to the “good angel”. The more you show off how yourwork is functional or how the colors compliment their eyes orclothes, the more you can show them a reason to buy now.

I know there are a lot more things customers ask, but I am trying to keepthese blog posts short and “quick”. Do you have a question thatcustomers ask you and don't know how to answer them? Take advantageof the comment button and post away. More questions to come – staytuned! - Michelle Sholund, www.quickcraftartisttips.blogspot.com

Have you ever wondered what customers want when it comes to customerservice? Of course! Aside from the many questions artists have onthis subject, one of the most asked is “is it something I said ordid that prevented someone from buying from me?” I have somethoughts on this topic.

Question 14 What kind of service do customers want?

1. Respect. Customers want to be treated with respect like a friend or familymember. Respect can easily be achieved through welcoming customerswarmly or recognizing them as a repeat customer and always lettingthem know you are available if they have any questions.

2. Trust. Patrons don't want to feel like a criminal, they want to betrusted. Letting customers know you trust them – “Sure, Iaccept checks” or “Feel free to try this on, I trust you.”goes a long way. The worst thing a craft artist can do is hover,guard your booth like a gargoyle, or follow a person around thebooth pushing them into purchasing something.

3. Be left alone. If you polled anyone what kind of customer service theylike, they'll most likely say – just leave me alone so I can shop.I say this each time I go into a shop at a mall. Before I put onefoot in the store I get accosted by 2-3 clerks asking, “Can I helpyou find something?” I recommend quick greeting those who walkinto your booth, and go about doing some simple chores letting themknow you are available to answer any questions when they are ready.This shows customers you trust them by giving him/her the power tocontrol the sale. This is very pleasing, don't you think? Also,don't interrupt customers while they are shopping they don't careand is a turn off to most. Only when a customer asks you a questionabout an item you make/sell, then is the time to win them overmentioning interesting facts about your work or testimonials (I justsold that very piece to a gal who loves the color blue too, let meshow you some other blue pieces I have over here...).

4. Don't ignore me. A big turn off customers have is being ignored. Far toooften at shows I see craft artists chat with their neighbors orco-worker, chat on their cellphone, or take too much time talking toone customer and ignoring those who very well might be ready topurchase something. This is rude. A solution might includeinterrupting the current conversation (say “hold that thought –let me assist a customer and I'll be right back) or simply makingeye contact with those who come in your booth to show you see themand will be right with them.

5. Be friendly. Customers are less likely to ask for help or buy from youopenly are having a bad day. Customers rarely buy from craft artistsif they over hear you complaining about a shows attendance or badsales as well as exhibiting negative body language (for instancesitting during, reading, or frowning or looking as though you areagitated say by a customer who rustled your feathers or whatever).One thing I learned back in my drama club days is “act” like youare having a good day even if you really aren't. Be kind and politeas well as jovial and enthusiastic about your work and being at theshow. People who are passionate about their work creates a positiveshopping environment which attracts even more customers.

Hopefully this helps to identify what customers want regarding customer serviceand how to achieve these results. Do you have a suggestion orexperience you want to share regarding this topic, do tell by using the comment button. Our next question will cover how GenX and Yr's affect how people shop especially at art and craft shows –this will be a fun topic! Happy Easter everyone!

Michelle, www.quickcraftartisttips.blogspot.com

40 Questions Blog Series: Question 17 – Should I Accept Credit Cardsand Who Should I Choose for a Credit Card Merchant?

Ok, I know I have not been diligent in pumping out more blogs for thisseries and to make up for it, I am doing a 2-fer for Question 17.In the business of getting my own work produced for up coming shows Ihave found a bit of time to read a few posts on forums regarding thehot topic of credit cards. I read at least 4-5 LONG posts with manyreaders weighing in their thoughts on the topic every year and a lotof the info is still the same. So, if this “quick” post isn'tenough info for you, please visit art fair/crafter sites (for example) such as this one -artfairinsiders.com - and craftlister.com with forums and messageboards for more opinions on the topic. Also be sure to look back onold topics – the info is VERY relevant still today!

Question 17 – Should I accept credit cards as a form of payment at shows andwho should I go with as a credit card merchant?

First, should I accept Credit cards? When it comes to serving customers –as we are still on the subject of customer service – customersexpect craft artists to have the same amenities that retail storeshave because art shows are essential retail shows. One of theseamenities is accepting credit cards. As a society, more and morepeople carry debit cards and credit cards and use them as regularforms of payment and rely less on cash or check. It is easier,faster, and tracking money couldn't be easier too. When we look atthis more in depth, think about customers at shows and what wouldthey most likely carry. For the most part, they tend to carry littlecash (unless they are budgeting their money) which tends to go forfood and maybe one or two small price items. The rest is paid forwith a card. Why? Well, people don't feel as comfortable todaycarrying -wads of money – when a simple card will suffice. Peopletend to buy more if you inform them you accept credit cards, “ohyou have a set of earrings with the pendant – I'll take it!”Another reason, show patrons are more likely to pay with a creditcard on items priced $20 or more – who has $1,200 in cash for alarge framed watercolor painting? The exception to this rule fallswith the “older” crowd because their mantra is spend what youhave, while younger generations are more apt to pay it off in time.For older folks it isn't unusual for them to pay in cash and have$300+ rolled up in their wallet/purse. This is why it is importantto accept credit cards, checks, and cash so no one is excluded.

Accepting credit cards IS NOT EXPENSIVE. Accepting credit cards opens thedoors for more cash flow and speaking from experience, it hasincreased my sales 30% or more. There have been shows where if Ididn't I wouldn't have made any money and a majority of what I makeand sell is under $20. You will need to determine, based on how manyshows you do a year, what type of machine to use – a knucklebuster, Nurit machine, cellphone with a credit card ap... Manycredit card processing companies, such as 1^st NationalProcessing offers help in this area. In most cases the only fees youhave is the machine – depending on what you go with , the bank fees– usually 2-4% of each transaction, and a monthly fee. A monthlyfee can vary from company to company, but can run from $8-$35 amonth.

Now, onto the second part – who should I go with for my credit cardprocessing company. I cannot stress enough that you MUST do yourhomework on this. Many folks who know nothing about credit cardprocessing end up going with their bank and find out their fees areoutrageous and do not work with small business such as craft artists.Some banks might offer a good deal at first, but after awhile theycan change the rules – up the fees, customer service slacks, etc.The best place to look is at art and craft business magazines such asCraft Reports, Sunshine Artists and regional art show publications.The companies who advertise in the publications are FOR THE ARTIST,not big companies and have experience WORKING WITH the needs ofartists. Two of the biggest ones I know of is 1^stNational Processing and Propay, but there are many others that offergreat perks. Deciding on which one to go with will fall on readingthe fine print, reading reviews about what others think about thecompanies you are interested in, and your budget.

I have been a customer of 1^st National Processing for about 5years now and have nothing but praise for them. They are reputable,I talk to live people 24-7 when and if I have a question, offer alarge selection of credit card machines (with rent to own options),payment options, as well as info on choosing a credit card company.If you do go with them, let them know I sent you! They also have agreat referral program. However, I have heard a lot of praises fromPropay and others as well. It all depends on what your needs are.

Final thoughts. If you are new at selling at shows, don't rush out to geta credit card machine because you may find out doing shows isn't foryou. You may find dealing with the public or setting up and breakingdown may be too much, plus the costs of display furniture andmaterials and so on is what you should focus on and if you like doingshows, only then should you entertain taking the next step. Takereviews with a grain of salt. Some people have a bad experience witha credit card processing company because they never bothered readingthe fine print and learn the hard way of why their fees are so highand can't get out of their contract. In other words it isn't alwaysthe companies fault – there are two sides to each story. Openingthe door for accepting credit cards at shows opens the door foraccepting credit card orders year around – great for commissionwork, people who end up being collectors of your work and cannot getto your shows, and more.

I hope this topic has helped some of you whether you are thinking aboutaccepting credit cards for the first time or have been acceptingcredit cards, but think it is time to look for a new processingcompany. Again, if you need more info, the info is out there andmany of your peers are happy to offer their two cents. The next 40question blog post will deal with handling problem customers andneighboring artists. Have a good weekend and sell sell sell! -Michelle Sholund www.quickcraftartisttips.blogspot.com

40 Question Blog Series – First 15 Question Review

It has been about 2-3 months now and I've covered 15 Questions on our way toa total of 40 Questions Craft Artists Commonly Ask. If you missedany of the answers to the following questions or just tuned in, nowis the time to catch up especially with Spring shows fully underway.You may find, if you are willing to adopt some of these tips inexchange for leaving some habits that aren't working behind, myFREE advice very well will help you save money as well as earn more money whiledoing shows. If you have used any of these tips (posted on my blog site as well as here on ArtFairInsiders.com), please share yourthoughts in how it worked for you or if it inspired other tips youwould like to share with others.

Question 1 - Picture yourself with a limitless amount of funds to spendhowever you want. Using that money describe how your ideal boothwould look like. Think about color, texture, fixtures, and usingwhat you have seen at shows.

Question 2 - Because money is an issue, are there still ways you can make yourdream booth become a reality?

Question 3 - What is booth theme and where can “I” find the right displayfurniture to emulate my theme best suited for the medium I work in?

Question 4 - What is merchandising and what are some effective merchandisingtechniques?

Question 5 - What lighting, flooring and canopies should I use?

Question 6 - How can I attract customers into my booth?

Question 7 - How do you find your niche?

Question 8 - How can I prevent creativity burn out?

Question 9 - What are some current and new art forms are hot sellers in themarket place?

Question 10 - How do I price my work?

Question 11 - How can I add value to my art/craft?

Question 12 - What are some signs that what I am making should be phased out?

Question 13 – What is Customer Service

Question 14 – What kind of service do customers want and expect?

Question 15 - How have Gen X and Y's affect how people shop at art fairs?(How can we capture their attention too?)

To find more info on these questions please check outwww.quickcraftartisttips.blogspot.com(or past blog posts here on this blog on Art Fair Insiders) and scroll through the past blog posts (they are all in order) overthe past 2-3 months. The next 15 will cover topics such asdeciphering customer language, creative marketing strategies, how tofind shows right for you and your art, handling problematic weather,top 10 money saving techniques artists need to know, and how tobattle negativing when it enters your booth. Have a question youwould like answered, use the comment button and I will answer it in afuture 40 Question Blog post! Thanks so much for joining me on thisadventure to help others be a better art/craft business person,please remain buckled in there's more adventure in store! - Michelle,www.quickcraftartisttips.blogspot.com(please visit my business site to see some of these tips in action,www.bythebaybotanicals.com).