Ok, friends, I am pulling my hair out over an issue and would appreciate feedback from your experiences. Recently at a show I had a decent number of people in my booth and a ton of compliments on my work. I mean over a two day show I had massive compliments on my work. Many people were gushing over it and on many occasions was told I had the most original work at the show, I was their favorite booth and on and on and on. Only one sale came from all this. What gives? Could they not afford the work priced from $85-$600 or were they just being nice? They seemed genuine. I left completely confused and near tears. Any advice would be appreciated. Thanks. Elle
Hi Ellie,I was just telling my husband that I have the same problem, compliments galore but no sales. Before I got into this business of art I used to do the same thing, give compliments, so I understand that they mean well. I am going to keep doing shows because I like meeting new people & seeing their beautiful art. Don't give up. Eventually the economy will turn around & we'll be rushing to make more art to keep up with the demand.
Great idea, Robin!!!!!! That keeps you busy and makes you money on the low end!!! I have also started doing a small, cute version of my work that I can sell for $50.00. It helps with those that are limited on funds, and I know how that is too!!!!!!! I am also going to start doing ornaments based on my work for holiday shows only. I can make those just about anywhere. I think people like to see us working in our booth, it gives our work a more interesting level of appeal.
I have to admit, as a way to cope with this at some shows, I have started making simple aluminum earrings, (I'm a silversmith/now metalsmith!) That I can sell for five dollars to teenagers and people with little cash. They get a trinket from their day and I get five bucks. There was one show last year (it was a cheap show) that these sales comvered my booth. I enjoy having something for them to buy and as someone who was laid off 5 years ago I understand.
I believe we have all experienced these shows.....I took business classes the third year I was doing shows...through my local college. What an eye opener that was! Bruce Baker's Cd's are an amazing resource, as well. We create it, but must learn the techniques of salesmanship and marketing to be able to SELL. It is a combination of intuition, psychology, and salesmanship. And yes, sometimes, it is the prevailing economic climate, and the occasional "DUD" show. As you gain more experience doing the shows, you will learn to judge which ones will be decent shows, and which ones are the Duds. I have my standard shows...the ones I return to every year, and mix in a few "new" shows every year. I have learned what ones are good/decent, successful, and which ones I need to avoid. I am still learning. And I have also learned that while we don't have the ART FAIRS here like you all do in your areas, there are other venues out there where Artisans and Hand Crafters can do well. I just won't plan on retiring from the day job...need those benefits and a guaranteed wage in the winter months, at least until I have steady income from my studio in the 4 months we don't have shows here!! My first "show" of 2013 is this coming Saturday....outside, one of the most popular beaches in my State. Hoping for decent weather is the biggest issue! It's a bit early for outdoor shows here!
those are great suggestions...I would like to add another "booth space waster" - the bored husband syndrome (prevalent at my shows). They wander around and if you make eye contact...they come in, stand in the middle of your booth with their back to the entrance...blocking...and well taking up precious space, time and sending a message that you are too busy to acknowledge the people you are truly there for. I had one last Saturday, as I was sitting down for a few moments (I have a blown knee) demonstrating and the dreaded - bored husband found his way into the booth. I got up so I wasn't trapped, with a few groans so he knew I was in pain. And walked him to the outer edge of the booth, facing him sideways, but not allowing him to enter. As soon as someone walked towards the booth, I did the - oh excuse me but I need to get back to work. And turned and that was it. Now, if I find any of them are loud, obnoxious and not moving - I have no problem telling them point blank that I am more than happy to set up an appointment to continue the conversation after the show closes for the day. Funny thing - not one has taken me up on that either. But being prepared for such issues is key to setting boundaries and it's so hard when we are trying to please everyone so they will BUY. Recognizing the time wasters is definitely a skill that I work on daily because it's my weakness and I know it - so that's half the battle, now the other half is learning from others and getting comfortable with using the methods. I so love hearing how others do it. Thanks Geoff!
I'm leaving early in the morning for Great Lakes Art Fair in Novi, MI. Follow me on Twitter for live tweets over the course of the weekend. I will let you all know how it goes and will post a full review on Monday here on AFI.
Good thoughts, Geoff. I love it!! I will definately commit these to memory. I got to the point at this last show where I told my husband if I hear one more compliment without a sale I am going to scream!!!!!! I'm glad they like it, but I also need to eat! LOL.
People in many parts of the country give you compliments when they can't give you money. The qualifying questions Bors (and others) mentioned are excellent. Practice them until you're comfortable.
Not to sound mean or unappreciative, but: One of the challenges with visitors like this at times of high traffic is that while they are browsing and gushing, they are taking up space in your tiny booth, keeping you from engaging with other visitors, and keeping them from viewing, also. Like a maitre d' at a small restaurant with only a few tables, your income depends on your ability to "turn over over your tables". In that spirit, here are a few strategies for (politely) moving them along. I've listed them in order of increasing firmness :-) : * Offer them a business card, with a friendly "You can find all my work on my website, and browse to your heart's content. Thank you for coming in to visit."
* Say that "there's a print I'd really like to show you," and take them to the front-most bin in your booth. Show it to them, and step out of your booth while you're talking. The customer will almost ALWAYS walk out with you. Then excuse yourself, as above, and walk back into your booth. They will almost NEVER follow you.
* Walk up to them and say, with a smile, "I notice you've been browsing through my 11x14 prints. Is that the size you intend to buy?" (You have now put them on notice.) They will, almost always, respond that they're just browsing, and take their leave.
Perhaps it is just my part of the country (Arkansas), but compliments usually mean that someone is not going to make a purchase. They sincerely love it but for any number of personal reasons, can't visualize it being for them. They may see it as a gift for someone else, so sometimes it helps to direct their thinking in that direction. As one of my fellow artists said "who knew a compliment was the kiss of death for a sale?" The challenge for me is to not make it a self-fulfilling prophesy!
Comments
Hi Ellie,I was just telling my husband that I have the same problem, compliments galore but no sales. Before I got into this business of art I used to do the same thing, give compliments, so I understand that they mean well. I am going to keep doing shows because I like meeting new people & seeing their beautiful art. Don't give up. Eventually the economy will turn around & we'll be rushing to make more art to keep up with the demand.
I have to admit, as a way to cope with this at some shows, I have started making simple aluminum earrings, (I'm a silversmith/now metalsmith!) That I can sell for five dollars to teenagers and people with little cash. They get a trinket from their day and I get five bucks. There was one show last year (it was a cheap show) that these sales comvered my booth. I enjoy having something for them to buy and as someone who was laid off 5 years ago I understand.
I believe we have all experienced these shows.....I took business classes the third year I was doing shows...through my local college. What an eye opener that was! Bruce Baker's Cd's are an amazing resource, as well. We create it, but must learn the techniques of salesmanship and marketing to be able to SELL. It is a combination of intuition, psychology, and salesmanship. And yes, sometimes, it is the prevailing economic climate, and the occasional "DUD" show. As you gain more experience doing the shows, you will learn to judge which ones will be decent shows, and which ones are the Duds. I have my standard shows...the ones I return to every year, and mix in a few "new" shows every year. I have learned what ones are good/decent, successful, and which ones I need to avoid. I am still learning. And I have also learned that while we don't have the ART FAIRS here like you all do in your areas, there are other venues out there where Artisans and Hand Crafters can do well. I just won't plan on retiring from the day job...need those benefits and a guaranteed wage in the winter months, at least until I have steady income from my studio in the 4 months we don't have shows here!! My first "show" of 2013 is this coming Saturday....outside, one of the most popular beaches in my State. Hoping for decent weather is the biggest issue! It's a bit early for outdoor shows here!
those are great suggestions...I would like to add another "booth space waster" - the bored husband syndrome (prevalent at my shows). They wander around and if you make eye contact...they come in, stand in the middle of your booth with their back to the entrance...blocking...and well taking up precious space, time and sending a message that you are too busy to acknowledge the people you are truly there for. I had one last Saturday, as I was sitting down for a few moments (I have a blown knee) demonstrating and the dreaded - bored husband found his way into the booth. I got up so I wasn't trapped, with a few groans so he knew I was in pain. And walked him to the outer edge of the booth, facing him sideways, but not allowing him to enter. As soon as someone walked towards the booth, I did the - oh excuse me but I need to get back to work. And turned and that was it. Now, if I find any of them are loud, obnoxious and not moving - I have no problem telling them point blank that I am more than happy to set up an appointment to continue the conversation after the show closes for the day. Funny thing - not one has taken me up on that either. But being prepared for such issues is key to setting boundaries and it's so hard when we are trying to please everyone so they will BUY. Recognizing the time wasters is definitely a skill that I work on daily because it's my weakness and I know it - so that's half the battle, now the other half is learning from others and getting comfortable with using the methods. I so love hearing how others do it. Thanks Geoff!
People in many parts of the country give you compliments when they can't give you money. The qualifying questions Bors (and others) mentioned are excellent. Practice them until you're comfortable.
Not to sound mean or unappreciative, but: One of the challenges with visitors like this at times of high traffic is that while they are browsing and gushing, they are taking up space in your tiny booth, keeping you from engaging with other visitors, and keeping them from viewing, also. Like a maitre d' at a small restaurant with only a few tables, your income depends on your ability to "turn over over your tables". In that spirit, here are a few strategies for (politely) moving them along. I've listed them in order of increasing firmness :-) :
* Offer them a business card, with a friendly "You can find all my work on my website, and browse to your heart's content. Thank you for coming in to visit."
* Say that "there's a print I'd really like to show you," and take them to the front-most bin in your booth. Show it to them, and step out of your booth while you're talking. The customer will almost ALWAYS walk out with you. Then excuse yourself, as above, and walk back into your booth. They will almost NEVER follow you.
* Walk up to them and say, with a smile, "I notice you've been browsing through my 11x14 prints. Is that the size you intend to buy?" (You have now put them on notice.) They will, almost always, respond that they're just browsing, and take their leave.
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