Jeff Longtin on fri 7 jan 11
I'll share this with you all. I would ask everyone to step outside their
comfort zone and talk to most everyone who walks into your studio or booth.
(If possible.)
Too often we don't "talk to strangers" because we make this presumption or
that presumption. I would ask that we stop making presumptions and take the
first step.
Too often I've participated in art fairs/art crawls and seen very talented
artists hiding behind their booth or with their heads buried in a book.
(And who, surprise surprise are the first to complain about poor sales?)
I understand all the reasons about letting the customer initiate the
conversation but I disagree. In my experience, 30 years as a potter, 20 yea=
rs in
sales, I find its really about taking the first step and breaking the ice.
Yeah, some people will feel "violated" but they are few and far between an=
d
they probably weren't going to buy in the first place.
I find that people appreciate it when I initiate a conversation. "What do
you like about my work?", "My work is slip cast..."
During our annual art crawl I may have 10-20 people in my small studio.
Yeah, conversing with one or two may distract some "potential customer" but
more often people leave with a positive feeling and often come back to see=
me
later. "You're the guy with the cool teapots."
I think the more we can break down the barrier that exists between artists
and the public the more we can make it acceptable to engage with each
other.
take care
Jeff Longtin
_www.jefflongtin.etsy.com_ (http://www.jefflongtin.etsy.com)
Vince Pitelka on sat 8 jan 11
It has been quite a few years since I sold my work at craft fairs, but more
recently I have juried quite a few craft fairs, both the applicants and the
on-site booths, so here's a little of what I have learned. Ignoring the
customer rates about the same as hovering, because either one will alienate
them. You should at least acknowledge their presence and gently offer your
assistance if they need it. It is a delicate balance. You need to
acknowledge both your presence and theirs without overdoing it. Sitting of=
f
to the side at the front of your booth is okay as long as you appear
involved in the show, observing what is going on around you while giving th=
e
customer the freedom to enter your booth and check out your wares. Reading
a book and completely ignoring the customer is never okay. Standing off to
the side talking to another craftsperson and completely ignoring the
customer is never okay. Even if you are talking to another customer you ca=
n
acknowledge someone who enters your booth. If you are not talking to
another customer, you can always take some pots out of boxes and carefully
wipe off the surfaces with a soft rag. Apply price tags. Enter information
into a ledger or a computer. Do anything that looks like you are keeping u=
p
with business. Give the impression that the customer comes first, but that
you have lots of other tasks to tend to as well. Don't give the impression
that you are just sitting around bored, waiting for a sale, because nothing
turns off a potential customer faster than that. If at all possible, create
the impression that you are working to keep up with the sales, replacing
items on the display as they sell. That's not deceptive, if you believe in
your work. Sales requires honesty, but also requires salesmanship. Take
that as you will.
- Vince
Vince Pitelka
Appalachian Center for Craft
Tennessee Tech University
vpitelka@dtccom.net; wpitelka@tntech.edu
http://iweb.tntech.edu/wpitelka
James Freeman on sun 9 jan 11
On Sat, Jan 8, 2011 at 9:09 PM, Vince Pitelka wrote:
Sales requires honesty, but also requires salesmanship.
I love it! Reminds me of the Groucho Marx line, "So, are you married, or
happy?"
Take care.
...James
James Freeman
"...outsider artists, caught in the bog of their own consciousness, too
preciously idiosyncratic to be taken seriously."
"All I say is by way of discourse, and nothing by way of advice. I should
not speak so boldly if it were my due to be believed."
-Michel de Montaigne
http://www.jamesfreemanstudio.com
http://www.flickr.com/photos/jamesfreemanstudio/
http://www.jamesfreemanstudio.com/resources
<#>
<#>
<#> <#>
C Sullivan on sun 9 jan 11
This discussion reminds me of a Will Roger's statement: "I've never met a
stranger."
I have a hunch if we all met and greeted the folks at craft fairs, etc., as
if they were family and an integral part of ourselves, we'd have no trouble
a'tall of finding out what it was they "wanted" and how to present it to
them in a way so pleasing that they'd want to take it home with them !
Just a thought . . . .
Hugs
Chae
On Sat, Jan 8, 2011 at 6:09 PM, Vince Pitelka wrote:
> It has been quite a few years since I sold my work at craft fairs, but mo=
re
> recently I have juried quite a few craft fairs, both the applicants and t=
he
> on-site booths, so here's a little of what I have learned. Ignoring the
> customer rates about the same as hovering, because either one will aliena=
te
> them. You should at least acknowledge their presence and gently offer yo=
ur
> assistance if they need it. It is a delicate balance. You need to
> acknowledge both your presence and theirs without overdoing it. Sitting
> off
> to the side at the front of your booth is okay as long as you appear
> involved in the show, observing what is going on around you while giving
> the
> customer the freedom to enter your booth and check out your wares. Readi=
ng
> a book and completely ignoring the customer is never okay. Standing off =
to
> the side talking to another craftsperson and completely ignoring the
> customer is never okay. Even if you are talking to another customer you
> can
> acknowledge someone who enters your booth. If you are not talking to
> another customer, you can always take some pots out of boxes and carefull=
y
> wipe off the surfaces with a soft rag. Apply price tags. Enter informati=
on
> into a ledger or a computer. Do anything that looks like you are keeping
> up
> with business. Give the impression that the customer comes first, but th=
at
> you have lots of other tasks to tend to as well. Don't give the impressi=
on
> that you are just sitting around bored, waiting for a sale, because nothi=
ng
> turns off a potential customer faster than that. If at all possible, crea=
te
> the impression that you are working to keep up with the sales, replacing
> items on the display as they sell. That's not deceptive, if you believe i=
n
> your work. Sales requires honesty, but also requires salesmanship. Take
> that as you will.
> - Vince
>
> Vince Pitelka
> Appalachian Center for Craft
> Tennessee Tech University
> vpitelka@dtccom.net; wpitelka@tntech.edu
> http://iweb.tntech.edu/wpitelka
>
Keba Hitzeman on sun 9 jan 11
I've been to several shows in the last year where I greeted someone (just a
nice "Good afternoon" or something like that) and had the person tell me I
was the first vendor to say anything to them in the entire show.
Nothing worse than looking across the area and seeing sour faces behind the
tables. Or in one case, another vendor standing in front of my booth and
loudly lamenting how bad they were doing. I said "sorry to hear that" and
made quick eye contact/started talking with a customer walking by. Cranky
vendor got the message and went away.
I never realized how difficult it is for some people to be positive.
Keba
>
>
> On Sat, Jan 8, 2011 at 6:09 PM, Vince Pitelka wrote=
:
>
> > It has been quite a few years since I sold my work at craft fairs, but
> more
> > recently I have juried quite a few craft fairs, both the applicants and
> the
> > on-site booths, so here's a little of what I have learned. Ignoring th=
e
> > customer rates about the same as hovering, because either one will
> alienate
> > them. You should at least acknowledge their presence and gently offer
> your
> > assistance if they need it. It is a delicate balance. You need to
> > acknowledge both your presence and theirs without overdoing it. Sittin=
g
> > off
> > to the side at the front of your booth is okay as long as you appear
> > involved in the show, observing what is going on around you while givin=
g
> > the
> > customer the freedom to enter your booth and check out your wares.
> Reading
> > a book and completely ignoring the customer is never okay. Standing of=
f
> to
> > the side talking to another craftsperson and completely ignoring the
> > customer is never okay. Even if you are talking to another customer yo=
u
> > can
> > acknowledge someone who enters your booth. If you are not talking to
> > another customer, you can always take some pots out of boxes and
> carefully
> > wipe off the surfaces with a soft rag. Apply price tags. Enter
> information
> > into a ledger or a computer. Do anything that looks like you are keepi=
ng
> > up
> > with business. Give the impression that the customer comes first, but
> that
> > you have lots of other tasks to tend to as well. Don't give the
> impression
> > that you are just sitting around bored, waiting for a sale, because
> nothing
> > turns off a potential customer faster than that. If at all possible,
> create
> > the impression that you are working to keep up with the sales, replacin=
g
> > items on the display as they sell. That's not deceptive, if you believe
> in
> > your work. Sales requires honesty, but also requires salesmanship. Tak=
e
> > that as you will.
> > - Vince
> >
> > Vince Pitelka
> > Appalachian Center for Craft
> > Tennessee Tech University
> > vpitelka@dtccom.net; wpitelka@tntech.edu
> > http://iweb.tntech.edu/wpitelka
> >
>
--
**********************************************
Keba Hitzeman
Pleasant Hill OH
www.yellowroomarts.com
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