To all jewelry artists, I need your opinion. I create seaglass jewelry which for the most part I set in sterling
silver. I make my own bezels, cuffs, bails, etc. Those are my high end items. They run from $75.00 to $495.00.
All those items are in cases. I also have lower end items which are mainly drilled seaglass that I incorporate with sterling silver findings. I have items that run from $5.00 to $69.00. Those items are displayed on velvet covered tables in dishes of rice or shells. People like to touch, so those items are accessible to the customers. I have often wondered if I am hurting myself as an artist to be carrying the smaller, less expensive items, does anyone have an opinion on this. Also, what are people's thoughts on having everything except a few items in cases? I would appreciate other artists opinions on this. Many thanks,
Ron
Comments
Yes Ron, I do feel that the lower priced items are my safety net. They pay for the booth fee etc and the higher priced items are the 'cream'! And oh that cream is so nice!
I don't use cases - the couple of highest priced pieces are in jewellery boxes, but touchable. I think touch is very important to selling - they say that if the customer can touch it can be a hook to get them to look more closely and start the ownership process.
I have recently been considering going just high end. I have a wonderful cutter who cuts fabulous gems in non-commercial cuts and I mostly make them into earrings. It's at the point of once I make a pair of earrings from his gems I know they will sell and quite quickly (often on their first outing). The problem I have is that I have a following based on my fairly big statement pieces (necklaces) at around $180-250 and doing those styles in these high quality stones will be unaffordable for those same clients. For the time being I'm increasing the high grade gems but still doing the sort of pieces I'm known for. If the higher end pieces continue to sell I guess I'll end up (very happily) doing more of them!
Annette,
Are your high priced items in cases and your lower price items out for customers to touch? Do you ever feel that you should be just high end? I feel it's nice to sell a bracelet at $225.00 but it's really the $49.00 necklace or the $20.00 earrings that put bread on the table. Is that your feeling also?
Ron
Ron, I think about this too.
My prices range from $20 to $650 - split roughly as 10% $30 & under; 30% $30-110; 40% $120-200; 10% over $200. I only have 2-3 of the highest priced items as they're more 'aspirational' in nature and will probably take eons to sell!
I do find that people who buy the $30 earrings or the $80 pendant aren't in the market to buy something from the higher priced ranges.
I do tend to place items out that I think will appeal to the typical customer of that shows. Eg. some shows 80% of sales will be earrings so I put more out of those and minimise other pieces. Others they're a necklace crowd so I do the opposite. The hardest is of course the show you've never done before, in which case I'd do a mix.
Kay, good point. You should know that I only have one item at $495.00. Most of my jewelry is in the range of $125.00 to $145.00. My customers don't question the difference in price because they see that the higher range items are set in silver whereas the lower point items are simply the drilled seaglass. I will send a photo of my booth. Thank you for your advice and I will give it some more thought.
Well, that is quite a price range. Do you feel the customer understands? Do you have people ask why the difference in price? Do you ever feel a potential customer walks by because there is too much low end out? These are questions only you can answer and you probably have thought about it some. If you want some display feedback, post a pic. If you know the show, you can stage accordingly. If people are looking for deals and while might love the stuff in the case, can't open the wallet, you might put the deals front and center with a few cases with less merch in it. It'll save you time in set up/take down. If the show is a moderate pricepoint show more sales in the $100-200 pricepoint and up, you can probably really reduce the lower price points eg nothing under $50. Don't get me wrong - I have a $20 item that sometimes I cover boothfees with. But I did it because of the economy and I view it as an introductory pricepoint.
Longstory short..ha ha I think your range $5 to 495 is to broad. Tighten it up based on what is selling. Good luck and post a photo if you need more help.
Thanks JOanne, I agree with the customer skills, very important!
I make fused dichroic glass jewelry and have for many years. The price points are not as high as yours but I do have another jewelry friend who does have those prices and we also do alot of the same shows. I really think is all boils down to the clientel you are marketing to. Some shows I do better than she with my glass and some shows she does better even with the higher priced items. If the show has a good demographic and a reputation of quality to get people there she does sell and so do I. If it may be a local show, not necessarily a tourist destination, it is usually lower.
Putting more or less out depends on how it is displayed. I put many pieces out but it is very organized and easy to see at a glance . Higher end items I would put in a case I think but it is always your call. More what makes a sale is the interaction you have with the customer than just viewing the piece. I say HI to all I can when they enter the booth and "break the ice". Good luck. I am sure you will get great advice on this site. I made pottery for 30 yrs before I switched to glass and sold most of it through art shows all that time. Sometimes I think customers skills are more important than creative skills to keep your flow going!!