Posted by Alan Anderson on April 15, 2013 at 11:22am
Or creative, or unique or amazing or spectacular.... After hearing this sooooo many times from non-buyers, decided to have some fun. New response is, "thank you so much-would you care to participate in our visa survey of our products? How it works is that you give us your Visa card and we process a transaction for you for one of our _____________ items." Not likely to convert many to sales but its fun, and the real buyers that hear it think its a hoot!
LOL...We demonstrate at ALL of our shows, & unfortunately STILL get asked AS WE ARE MAKING OUR JEWELRY, "Do you make all of this," or "I CAN'T believe you make all of this!!!" so they do still ask!!! It's perfectly ok with us tho, because it usually starts up a conversation which generally leads to sales! As far as books...thats' just plain RUDE. We are there for everyone~buyers & people who just appreciate our work.
I'm starting shows again this summer and feeling quite stressed about it at this moment, but reading all your comments made me feel right at home again. We do all have our banter and our smiles and the unique way we work and sell. That is part of what makes us who we are. Recently, I visited a wonderful Florida show and came across a wood carver with lots of wonderful animals and warriors and walking sticks. There were at least five or six visitors in his booth looking, while he talked with a woman who was buying an item. He turned to us all with a wonderful smile and said "Feel free to pet the animals. They are very friendly." We all laughed appreciatively and he continued his conversation with his buyer. I know he had a successful, happy day, and I'm sure a number of buyers. I was one of them and look forward to seeing him again next year. I feel that if we didn't relish the experience of selling to and dealing directly with the public, we'd all stick with galleries and just not do the show circuit, right?
I sit quite often at a show as I have had 2 stress fractures in my right foot. I have a high chair which puts me at eye lever for most folks. I often have a jewelry project going on during the show -- something fairly easy to pick up and put down but also to show the customer a general idea of how it's made. When they realize the work involved they don't make the comment about how their 5 year old granddaughter makes jewelry.
We sell very unique Ear Pin type earrings, called EarClimberZ. We always open with "Have you ever seen our EarClimberZ before?". It's a great conversation starter. Use this with your product, even if it is the Category, if it is unique enough such as "Have you ever seen Photo on Aluminum before"?
It could also be a conversation starter. If it seems appropriate my never fail question back to them is "what brings you to the show today?" Making conversation and making their experience interesting is what will bring them back to the show and make them more interested in buying. Building rapport can turn a looker into a fan.
I usually say "Thank You, What can I send home with you today?" I find too many people don't ask for the sale. I too give anyone that will listen a narative of my work, its history and process. I have people tell me they bought the piece because they liked the story as much as or more than the piece itself. Hey a sale is a sale. Maybe I should be a writer instead, LOL.
I am afraid to admit that we sit also, not constantly, but when you start setting up at 5:00am (because it takes us 3 hours) you can get worn out during the day. We have nice director chairs that put us in eye view of everyone, and we never stay in that position long. It is you that makes the sale, if they like you that's half the sale right there. And I don't expect everyone to make a purchase all the time, I love it when I hear (I have been wanting to buy from you for a while and today is the day)...
Excellent point Geri, and one as the seller rather than the buyer we don't often consider. Its always about well HOW can we sell it to you rather than just get a compliment.
I never sit down (don't even have a chair) and never read. I try to keep busy cleaning, tagging, any little job that will take the pressure off the buyer. I greet buyers with a smile and eye contact when they come in and if they start looking closely/make further eye contact or ask a question I start chatting. Sometimes I get bored and then the fun begins (but in the nicest possible way!)
Comments
LOL...We demonstrate at ALL of our shows, & unfortunately STILL get asked AS WE ARE MAKING OUR JEWELRY, "Do you make all of this," or "I CAN'T believe you make all of this!!!" so they do still ask!!! It's perfectly ok with us tho, because it usually starts up a conversation which generally leads to sales! As far as books...thats' just plain RUDE. We are there for everyone~buyers & people who just appreciate our work.
I'm starting shows again this summer and feeling quite stressed about it at this moment, but reading all your comments made me feel right at home again. We do all have our banter and our smiles and the unique way we work and sell. That is part of what makes us who we are. Recently, I visited a wonderful Florida show and came across a wood carver with lots of wonderful animals and warriors and walking sticks. There were at least five or six visitors in his booth looking, while he talked with a woman who was buying an item. He turned to us all with a wonderful smile and said "Feel free to pet the animals. They are very friendly." We all laughed appreciatively and he continued his conversation with his buyer. I know he had a successful, happy day, and I'm sure a number of buyers. I was one of them and look forward to seeing him again next year. I feel that if we didn't relish the experience of selling to and dealing directly with the public, we'd all stick with galleries and just not do the show circuit, right?
I sit quite often at a show as I have had 2 stress fractures in my right foot. I have a high chair which puts me at eye lever for most folks. I often have a jewelry project going on during the show -- something fairly easy to pick up and put down but also to show the customer a general idea of how it's made. When they realize the work involved they don't make the comment about how their 5 year old granddaughter makes jewelry.
We sell very unique Ear Pin type earrings, called EarClimberZ. We always open with "Have you ever seen our EarClimberZ before?". It's a great conversation starter. Use this with your product, even if it is the Category, if it is unique enough such as "Have you ever seen Photo on Aluminum before"?
Connie, good opening, I will use that one, anyone else have a good welcoming line? We can all use some new stuff.
It could also be a conversation starter. If it seems appropriate my never fail question back to them is "what brings you to the show today?" Making conversation and making their experience interesting is what will bring them back to the show and make them more interested in buying. Building rapport can turn a looker into a fan.
I usually say "Thank You, What can I send home with you today?" I find too many people don't ask for the sale. I too give anyone that will listen a narative of my work, its history and process. I have people tell me they bought the piece because they liked the story as much as or more than the piece itself. Hey a sale is a sale. Maybe I should be a writer instead, LOL.
Great point, Jacque - that statement from a customer sure makes up for a lot of garbage!
I am afraid to admit that we sit also, not constantly, but when you start setting up at 5:00am (because it takes us 3 hours) you can get worn out during the day. We have nice director chairs that put us in eye view of everyone, and we never stay in that position long. It is you that makes the sale, if they like you that's half the sale right there. And I don't expect everyone to make a purchase all the time, I love it when I hear (I have been wanting to buy from you for a while and today is the day)...
Excellent point Geri, and one as the seller rather than the buyer we don't often consider. Its always about well HOW can we sell it to you rather than just get a compliment.
I never sit down (don't even have a chair) and never read. I try to keep busy cleaning, tagging, any little job that will take the pressure off the buyer. I greet buyers with a smile and eye contact when they come in and if they start looking closely/make further eye contact or ask a question I start chatting. Sometimes I get bored and then the fun begins (but in the nicest possible way!)
-
1
-
2
-
3
-
4
of 4 Next