I've always described myself as painfully shy. Then I read an article on Who Is an Introvert? and I saw myself -- plain as can be.
So, selling is hard. Very hard. I can smile -- I'm great at that -- and have no problem. I can say 'hi.' I've gotten pretty good at that. Then I'm in trouble. Do I talk when someone is looking? Do I let the person look and say nothing? Do I ask if I can explain a few of the designs? If the person says yes -- do I explain one or a few. If the person says no - I understand (believe me -- the person who says I understand - usually has no clue that there are hidden words within each piece), do I just say nothing. Do I try to find out what the person is into - music, love, light, peace? And how do I do that? How do I engage the person in 'small talk' when that's not what is comfortable for an introvert? And how will that small talk get the person to make a purchase?
And then we have another issue. The designs (please go see them - DorLDor.com) - are using Hebrew letters manipulated into different shapes to form the design. So, for example, the word 'ahava' means love -- and that design is using the 4 Hebrew letters forming a heart. The word 'light' takes the 3 Hebrew letters and shaped into a torch. The apple has the word 'teacher -- in Hebrew) within it -- giving an apple for the teacher. So some people will walk by - and say -- oh, that's Jewish - I'm not - and walk away. How do we get them to see 'beyond' -- that the messages are universal spiritual messages (we have a banner saying 'spiritual messages' (not massages) that can be given to anyone. We don't have to be Japanese to love the beautiful stroking of Japanese art.
And when someone asks for 'just a star' or 'just a hamsa -- keeping the evil eye away' - how do I steer them into something more contemporary and possibly connected.
I've never been one comfortable 'tooting my own horn.' And here I am, trying to toot my own horn. It's taken me a bunch of years to call myself an 'artist' -- I'm more comfortable calling myself a Judaic special educator and a doodlist. But ok, I'm an artist. How do I show quiet enthusiasm as an introvert?
Comments
LOL, Sam!
Yes-- we have 3 posters up - thank you Costco for reasonable pricing -- and the pieces are much larger ... we have postcards -- 15 different kinds -- each with a different design -- all the jewelry has signs -- i.e., the star says, 'tikva -- star of hope' (tikva means hope); sh'lom bayit - peaceful home (piece is shaped like a house). so there is signage everywhere. we have had lots of signs, lots of stories, not so many stories -- too few explanations -- no clue; too much - people were just reading the signs and not looking at the pieces. so i think we have the right balance of signage.
I understand completely. I start out all pumped up but if things start going downhill I start hiding behind my grids more and more... not intentionally perhaps, but.... Gotta shake it and keep "teaching" (I do some hidden imagery too- without the teaching - so many just walk on by...). I will agree with an earlier post that some signage encouraging them to look further to see what they can see would be a good idea, even if you might be busy talking to someone else, they could 'miss' the depth of the piece if not encouraged to look further. Even some info of your process, the background of your words can excite people into the whole package- not just a print on paper but a whole beautiful process and idea (which I just LOVE based on your description... can't wait to look up your site... you described something so neat!) It will take up some of your wall space but the trade off in your case could be worth it. An oil painting of an ocean is what it is, yours may benefit from some background info to "seal the deal".
Deborah, if you are an introvert, you are in luck. First, get rid of the idea that you have to be an extrovert to sell. That's a sales myth that's right up there with all those art myths about "selling out," etc. I actually was not quite as talkative as you describe yourself. 3 - 4 people at a party was the equivalent to public speaking for me. If someone was looking at my work, the thought that would be running through my mind was "if I open my mouth, I will say the wrong thing and lose a potential sale." So, I would say hi and thanks and goodbye and didn't screw up the potential sale. Unfortunately, potential sales cannot be deposited into a bank account.
There are a couple of practical steps you can take to, I want to say you need to "step outside your comfort zone," but it is more of you get to "expand your comfort zone." The more you do, the easier it gets.
First, not to sound too artsy or whatever, "You gotta believe." You have to believe in your work and that your customer will be better off with a piece of your art hanging on their wall than not. A way to do this is to contact your collectors (anyone who bought your art is a collector) and ask them about your work. Most of our work leaves and we never know how it enriches others lives. (Do this and you will also end up selling additional pieces to them without even trying,)
Number two is have a plan and practice. If talking about yourself and your work doesn't seem natural to you, practice at home. Talk to the mirror, talk to the people in cars passing you on the road. Have stories about each piece of work. Look at your work as if it wasn't yours, what would you say about it. And don't forget what your collectors have told you. Quotes from owners of your work are pure gold.
Number three - and this is the good part about being an introvert - Don't Talk. Not all the time at least. Now that you have your stories, don't just ramble on, stop and ask questions and listen. Are they looking at a specific piece, then ask them how they feel about it, what attracted them to it. (Practice asking) Tell a little about the piece, your techniques etc, then stop and ask a question. Remember, this is about them and the artwork. Ask them if it would be better hung in their bed room or their kitchen. Ask them if they would like one that is matted or one that is framed. Ask if they want you to ship it or if they want to take it with them. Asking questions will also let you know how customers view your work. They see it from an entirely different point of view than you do. Listen and you can learn what might make your work more appealing to collectors.
Number Four - Study sales. Since you are not a "natural salesman" you are open to learning. Google "Selling for Introverts" see what you get.
Number Five - Use it to your advantage. Your an artist, it's alright to be an introvert.
+I'm a good writer and I also give 'good phone.' And -- can actually be ok with 2 or even 3 -4 people at a party. After that, the wall becomes my 'best friend.' I used to date an extrovert -- gosh, he could talk to anyone or anything. And Jay -- my other half -- is pretty good at talking -- and the fact that he uses a wheelchair, even if the person isn't interested, that person is usually so very polite and listens to him until a 'break-away' point -- I've said - Do you realize that person wasn't interested? He has said 'yes' but perhaps he will say something that will change the mind of that person.
Hi Deborah, I've been very interested in the postings so far. I agree, great advice from so many people, lots of positive information. I am not so much introverted as quiet, so it was a step for me to be talking so MUCH (seemed to me to be a lot!) You mentioned that you when someone asked you for an explanation that you didn't know whether to do one and stop or to keep going. I think that if you focus on the potential customer, you'll be able to tell by the eye contact, the body language, gestures, etc. and then follow that information. And, you can always ask the person if she wants you to go on. I also think that practice can be extremely helpful. Just a little side story: I was a Camp Fire leader for lots of years. We had annual candy sales as our major fund raiser. When my group was in the 3rd grade one of the new member's mother came to me to say that her daughter Jane was too shy, and would never be comfortable selling candy in the bank. I asked Jane if she wanted to come with the others, and made sure that the kids were selling in pairs so that I could schedule a more outgoing child along with her. She wanted to do it, so that's how it worked the first year. Jane was there, but scarcely said a word and usually at a whisper. The next year, we set up our table. Jane was there quietly asking if the potential customer would like to buy some candy. One gentleman replied that he couldn't eat candy and continued on his way. We were all shocked and delighted when Jane YELLED after him, "We also have nuts!" The man came back and bought a jar of nuts. Her mom was so proud of her, as were we all! Best of luck to you.
I always feel that when I'm shopping in a store, it bothers me when salespeople come up to me and start asking questions. So I myself do not like to do that to others. I have found that if I sit in my booth and do some glass foiling (for my stained glass) it draws them in. I can do my thing, look busy while not ignoring them. It's a good ice breaker and they don't feel pressured to interact, instead of having an artist watching them, waiting to pounce!
I am an "off the chart" introvert (and even get overwhelmed for other people when they have too many photographs of friends and family on their refrigerators). I have been able to do okay at art festivals knowing that I will eventually get some time to myself or by running to the bathroom as often as I can to be alone for a little bit throughout the day. Just read an awesome book that you might enjoy that gives great suggestions on how to cope in an extroverted world and how to get your message across without having to become an extrovert, "Quiet: the Power of Introverts in a World that Can't Stop Talking". It's been very helpful in general and specifically for my work as an artist/marketer.
Marie
Deborah, I am so grateful that you spoke up about being an introvert! I can so relate to what you wrote. Feeling that I have company and that there are artists out there willing to share their ideas on how to overcome the shyness is so helpful! Thanks everybody!
(Deborah, see what a positive impact opening yourself up can have? ; )
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