Sale Techniques

Replies to This Discussion

Permalink Reply by Larry Berman on December 9, 2009 at 1:10pm

Have you read the Bruce Baker interview I posted about this morning? Read what he says about The Booth and how to set it up to sell:.
http://bermangraphics.com/artshows/bruce-baker.htm

Larry Berman
Digital Jury Services
http://BermanGraphics.com
412-401-8100

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Permalink Reply by deb upright on December 9, 2009 at 2:25pm

I did read the interview. There are several good points for selling. I'm not sure how the digital projector would work for us, but its an interesting concept.

Deb

Larry Berman said:

Have you read the Bruce Baker interview I posted about this morning? Read what he says about The Booth and how to set it up to sell:.
http://bermangraphics.com/artshows/bruce-baker.htm

Larry Berman
Digital Jury Services
http://BermanGraphics.com
412-401-8100

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Permalink Reply by Dave Hinde on December 9, 2009 at 3:17pm

I also try to be upbeat and open with customers. Always greet the customer when they stop at your booth. Never complain about sales, the economy, costs, the show, or anything! I've heard that complaint from customers about other vendors.

My primary subjects are Shore Birds and Butterflies, but I have some other wildlife and nature pictures. When I see someone stopping to look at a particular piece, I may say something like "I took that picture on Assateague Island" or something that makes the picture unique or interesting. If the person looks interested, but isn't buying the framed print, I point out that I have it available matted, or in smaller sizes and as a note card.

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Permalink Reply by Pauline Ross on December 12, 2009 at 10:56pm

When people walk into my booth I see lots of smiles and the one comment many repeat " its so happy in here" and "I love how bright it is in here." I usually take it from there with a huge smile on my face and keep smiling. I like to watch body language to give me cues. I try my best to get them talking about what they see or like, etc. My husband is a professional salesman and when he comes around to visit, he gets people laughing and in good repore. It is nice to have someone else sell for you too. At times, when he hung around for half a day, we would take turns addressing customers or work as a team to get the sale. This last year or two, it has been tough as nails for sales. So we had many more lookers then buyers. I like talking about my art and people seem intrigued by what I have to say. Educate the customer. I rarely let someone just walk in without talking to them.
The one thing that irks me is when a potential customer stands there not making up their mind, they say, "I'll be back after I go through the show" or "I want to think about it while I go through the rest of the show." You just know that sale is not going to happen if they leave without the art. I am always hunting for a comeback line that would get the sale beside cutting a deal. Any thoughts on that?

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Permalink Reply by Myriam Zamor on January 27, 2010 at 12:56am

To Pauline's question: "The one thing that irks me is when a potential customer stands there not making up their mind, they say, "I'll be back after I go through the show" or "I want to think about it while I go through the rest of the show." You just know that sale is not going to happen if they leave without the art. I am always hunting for a comeback line that would get the sale beside cutting a deal. Any thoughts on that?"

What has worked for me is asking the customer the following: "May I ask you a question ... what drew you to this piece?" Once he/she gives me an answer, I talk about that feature/quality/benefit of the piece. For example if a customer says "I liked that color", I'll say "I love that color too... the reason I chose that color for this piece is that (fill in the blank) ... how about the length? What did you think of that?" Now I've started a conversation with the customer and can better find out what he/she is looking for or interested in. The longer I can keep them talking about what they like in my work, the better my chances of selling it to them. The goal is to let them see how in line what I have is with their insterests. The other reason for doing this is that customers appreciate you taking an interest in them. The more you do, the more they feel they can trust you. I genuinely love my customers, and I hope that they can sense that during these conversations. What I've also found is that as a result of talking to them and asking questions, if I didn't get them to buy right then and there, sometimes they really DO come back later. All of this doesn't always work, but it has greatly increased the number of sales I can "rescue" from the evil void of "be-backers".

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Permalink Reply by Karin Neuvirth on January 28, 2010 at 2:43pm

I don't really have a good come-back line (wish I did) but, if someone says that they will be-back, I always give them a postcard with a picture of my work and write my booth number on the back of it - I give it to them and tell them that it will help them find me when they need to later. Atleast it gives the impression that I really do expect them to come back, and atleast my work won't be "out of site/out of mind" because it will be right there on the post card.

Pauline Ross said:

When people walk into my booth I see lots of smiles and the one comment many repeat " its so happy in here" and "I love how bright it is in here." I usually take it from there with a huge smile on my face and keep smiling. I like to watch body language to give me cues. I try my best to get them talking about what they see or like, etc. My husband is a professional salesman and when he comes around to visit, he gets people laughing and in good repore. It is nice to have someone else sell for you too. At times, when he hung around for half a day, we would take turns addressing customers or work as a team to get the sale. This last year or two, it has been tough as nails for sales. So we had many more lookers then buyers. I like talking about my art and people seem intrigued by what I have to say. Educate the customer. I rarely let someone just walk in without talking to them.
The one thing that irks me is when a potential customer stands there not making up their mind, they say, "I'll be back after I go through the show" or "I want to think about it while I go through the rest of the show." You just know that sale is not going to happen if they leave without the art. I am always hunting for a comeback line that would get the sale beside cutting a deal. Any thoughts on that?

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Permalink Reply by Myriam Zamor on January 28, 2010 at 7:11pm

Karin, I love that idea!

I suspect the customer is left thinking that you're more confident and upbeat than other vendors they may have encountered that day. Chances are that other vendors they said "I'll be back" to, probably begrudgingly replied "sure" (while thinking "yeah right, whatever"). I'm a firm believer that the energy you project impacts your sales. I will eagerly try your suggestion this year and I'm even going to design a card just for that. Thank you.

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Permalink Reply by Karin Neuvirth on January 29, 2010 at 11:17am

I think it does come across as more up-beat. And as they leave you can smile and say 'see you later' - like you've just made a new friend - and maybe you have.

Myriam Zamor said:

Karin, I love that idea!

I suspect the customer is left thinking that you're more confident and upbeat than other vendors they may have encountered that day. Chances are that other vendors they said "I'll be back" to, probably begrudgingly replied "sure" (while thinking "yeah right, whatever"). I'm a firm believer that the energy you project impacts your sales. I will eagerly try your suggestion this year and I'm even going to design a card just for that. Thank you.

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Permalink Reply by Barbara Sistak Baur on January 29, 2010 at 2:55pm

Great Idea. I am going to try this.
Thank you.

Barb
www.SistakBaur.com

Myriam Zamor said:

To Pauline's question: "The one thing that irks me is when a potential customer stands there not making up their mind, they say, "I'll be back after I go through the show" or "I want to think about it while I go through the rest of the show." You just know that sale is not going to happen if they leave without the art. I am always hunting for a comeback line that would get the sale beside cutting a deal. Any thoughts on that?"

What has worked for me is asking the customer the following: "May I ask you a question ... what drew you to this piece?" Once he/she gives me an answer, I talk about that feature/quality/benefit of the piece. For example if a customer says "I liked that color", I'll say "I love that color too... the reason I chose that color for this piece is that (fill in the blank) ... how about the length? What did you think of that?" Now I've started a conversation with the customer and can better find out what he/she is looking for or interested in. The longer I can keep them talking about what they like in my work, the better my chances of selling it to them. The goal is to let them see how in line what I have is with their insterests. The other reason for doing this is that customers appreciate you taking an interest in them. The more you do, the more they feel they can trust you. I genuinely love my customers, and I hope that they can sense that during these conversations. What I've also found is that as a result of talking to them and asking questions, if I didn't get them to buy right then and there, sometimes they really DO come back later. All of this doesn't always work, but it has greatly increased the number of sales I can "rescue" from the evil void of "be-backers".

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Permalink Reply by BenJamin Stielow on February 9, 2010 at 11:28pm

-Confidence is good. Conversation, a positive additude a must no matter what, and of course the ice-breakers: be sure to have an ice breaker for all your displayed pieces, anything to get the conversation started and for them to know some of the history of how that piece came about. Customers want to know the story behind the work, the more unique the better.
-Do not spent too much time in your chair, if you can't stand for most of the show, make sure that your chair is tall enough to have eye contact with your customers and put it right up front or just to the side; but make sure that it is very easy to greet everyone who stops by. I spent a day sitting under my umbrella in front of my booth at a show and didn't interact with too many customers, for by the time I got out of my chair and into the booth the people were already moving to the next booth. -2nd day of that show I spent no time in my chair, I sold twice as much the 2nd day and interacted with many many more customers.
-On the be-backs, my stuff is not cheap so 80% of my sales are be-back sales so my opinion of the be back, or the "I need to go measure" is different than most. A friend brought this to me at the Scottsdale Artfest last November. A photographer near him was handing out "Be-Back-Bucks" to the prospective be-backs. He had scanned a 5 dollar bill and photoshoped in his face, name, phone and website, (and yes he marked it "not legal tender") this was basically a $5.00 off coupon for anything is his booth. It cracked me up and it sounded like he had a few people using his coupons.

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Permalink Reply by Heather Jordan on March 4, 2010 at 3:07pm

Deb,
Here are a few tips that work for me. I am still astonished that all artist don’t do a few of these after working for up to a year in their studio’s for a show only to not do well at a show. Why?

A) Smile, and dress nice. Studio clothes are not good. If I can, I will layer everything due to weather conditions. Cool in the morning and hot in the afternoon. Hats, scarves nice tasteful jewelry, your an artist be artsy.

B) I NEVER….Eat, Smoke-Nasty, Sit like a potato, clean out nose, put on lipstick, fix hair, talk too much on cell phone, read ect, have a tempertantrum, talk smack about anyone at the show. That future client is purchasing great art and a relationship with the artist. “Honey that piece is fantastic, the artist was so witty and friendly, remember the story she told about the fish piece, I will think of her every time I see it.”

C) Pass out Business cards. You have the most inexpensive piece of real estate on the planet to market yourself for a day. I passed out over 200 cards at one show, my cards have a painting on the front and a contact information on the back. Vista Print.com. These give children something to do while mom is shopping. I also have a small electronic game that you can push buttons to hand to the little fella that is screaming his head off. Talk to the children. Keeping them busy is a gift to a mother who wants to shop but the little vocal fella has to take a nap. Talk to the husband while she shops, “Are you on vacation? Ect.

D) Have them fill out the top of the invoice name ect, use a clip board or you can write it in. Send a post card out next year to let them know you are in town.

E) Every piece of artwork has a story. “I painted this with my son at my feet when he was a baby.” Explain the techniques you use. Make the connection.

F) If a client is in the 2 minute stare, I move in like a stealth bomber. This has work on a few but, be cautious the smart ones pick up on it. I will say as they are looking,” I remember a trip I took on a vacation and fell in love with a painting, My husband went back for it and it was gone.” or “Where in your home will you put the piece, what color is the wall?” I have a panatone color swatch I picked up from the Sherwin Williams that has most of the current paint wall colors.

G) Every piece of artwork is on fire, not literally but you do a zillion shows a year and painting has had 3 people look at it since 9:00 am at it‘s 10:30 am. “I strongly suggest you acquire this piece due to the fact we will not be here until next year.” Never leave the door open. This is really bad but, we did this at a show, I should be ashamed of myself but it did work. I had a friend of mine who would sit across the booth in a lawn chair, when a client was interested she would just walk up to the painting and look at it and walk away to the front of the booth and stare at the piece. This is a guerrilla tactic but we needed money to get home. I have not done this sense then, ashamed just ashamed!

F) For a drastic measure: Hand them the red dot and tell them to put it on their painting. I have changed the verbiage “Did you want me to wrap your painting ect.?”

H) Most drastic is not to change the price but to break a piece that is over $1600 into 2 payments. I have done this and if I hadn’t would have walked home with $200 for the day. America is financially sick right now but she is going to fell better soon.

I) Have fun, you will have stories to tell when you get home!

Heather

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Permalink Reply by Whitney Peckman on April 3, 2010 at 12:35pm

I think the best sales techniques is also the best life technique - BE PRESENT! Be present in the moment - when you are creating work (that would be the easy being present), but most importantly, when you are in your booth (and you must be IN your booth, not wandering around chatting w/ your neighboring artists) conversing with visitors who are always potential clients. Being present in your life as an artist telegraphs to them that you are confident in your work, excited about what you do, appreciative of their time to really look at your work, interested in their personal art collection and that problem space they may have, etc.

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