Objections, objections, objections

Just finished Jason Horejs' "How to sell art" (excellent book by the way, thanks Connie Mettler for recommending it!) and I thought I'd start a thread with objections and replies. You know, those things people say right after you ask them if they want to purchase your art, and what you say to convince them.

Here... I'll start:
- Objection: I have no more wall space left/Not quite sure how it'll fit with my other art in the room
- Reply: I guarantee that this piece will completely change the energy in your room. On top of this I offer 30 days money back (I do) so if it doesn't fit I can refund you.

- Objection: We'll be back, want to see the rest of the show
- Reply: gotta admit I don't have one for this objection. Any ideas?

- Objection: It's too expensive
- Reply: I have other sizes that are perhaps in your range

- Objection: I don't want to carry it
- Reply: I offer free shipping (I do) across US

Anybody else? C'mon, bring it on! :-D

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  • One objection I get about my coasters is this ... A young woman or a young couple will walk in to my booth and comment about how lovely they are, BUT the rugrats (my word) will drop them and break them.  Now, they are not fine porcelain china but they are breakable if they hit the floor or other surface just right.  So I am not sure how to counter that objection.

  • Too expensive miss ?  Can I tell you a little about the piece?  First I prepare the basic....... Then i add and  prime the...... Next I select the proper palette and...... then the composition is roughed out....After that ....,..... etc. etc.

    Yes it might seem a little expensive but could easily be twice the cost should I spend an additional ten hours on it.  On the otherhand it could be half the cost should I have decided to eliminate half the detail and preperation.

     

    Believe me, Its priced about right for my time and effort. 

     

  • It is about relationship building. Why don't they just go to TJ MAXX and get a framed piece of work? People like to meet the artists, they like the stories behind the work, and the stories about yourself. You are the "sell." Being gracious is hard when you're thinking about the mortgage, but nothing feels better than the smile that you conjure up and hopefully infects the prospective buyer. (except for $$$)

  • We almost always offer to hold and we often allow customers to take a piece home and being it back if it does not work on their wall. We have had very few pieces returned after they took it home.
  • I have never offered to hold something that is not paid for.  However, if someone had bought something, or seriously wanting to and their only objection is carrying it around, I offer to hold it for them.  I get a phone number to call them if they don't return for their paid for purchase and it's getting close to the end of the show.

    About items being expensive.  I don't offer two or price ranges for each of my products.  For example, all my coaster sets are $25/set.  So offering it in a lower price range does no work for me.  However, I do try to explain why mine are the price they are, some customer/product education.  I don't ever disrespect other's products during this short conversation but just explain the benefits of mind.  Then if they see other coasters, trivets, etc. they can use that information or comparison purposes.

    Back in the old days of retail, salesmen/women used to be known for educating their customers on the products they sold.  This does not happen much any more in today's times.  Either customers don't care, are too busy, or think that all the products are just alike anyway so what does it matter.  I think the last part is the biggest reason there isn't as much education going on.

    Do any of y'all help educate your customer/client on your product and what sets it apart?  Just curious.

  • I've never offered to hold something without their asking, but that's worth considering.  Like Thomas Felsted, I've started agreeing with the desire to walk the rest of the show - "That's how I shop, too.  I have to see everything first."  Other approaches didn't work anyway, except for this one, if it's true: "This isn't to pressure you, but just so you know, this is the only one I have left."  (I do pottery, a mix of production and one-off-a-kind.)  That has made the sale right there, or soon after, sometimes.  Here's another objection: If it's meant to be, it will be here when I get back.  I say, Sure!, lightheartedly although am sometimes thinking, Whatever!  I haven't thought of another way to answer that.  Caveat: I'm better at sales than I used to be but still not grrreat!, as Tony the Tiger would say.  I've begun to approach sales as relationship building and service rather than technique.

  • For the "not enough wall space": Wow you must have the great collection. Must be time to rotate your art. It sometimes helps people to justify a purchase. 

  • Make sure the "be backs" have your booth number and location. They can't buy if they can't find you.

  • It's not a "threat" to remind people that they are looking at one of a kind work. I always have at least one customer  every show who comes back for something that is gone. Offering to hold it   while  they look around is doing them a favor. I only do that when someone seems to really like something. I don't do "hard selling" either. I tell them no pressure, I'll just put it back out after a bit. They almost always come back.

  • For the "not enough wall space" (which I never can tell if they mean it or not) I usually respond "totally understand, the only question to consider is whether you like this painting more than the one you currently have up.." I hope that thought bugs them the rest of the day.
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