First I want to thank everyone that participated in this survey. Without you, none of this would be possible. I realize some of these questions may have been a bit confusing as to what I was asking. In the future I will try to be more concise in my questions. These questions were designed to look at what actions maybe costing you money at craft shows. I am by no means an expert on marketing or selling, but I designed the questions based on observation and research.
Over the next few weeks I will be publishing the results in reverse order starting with number ten and working my way to number one. So here we go. Today we will be looking at numbers 9 and 10.
The number 9 and 10 money losers: Sarcasm and irritation.
Let’s face it, customers ask us really dumb questions sometimes. And you will hear the same question dozens of times. It can make you want to scream. But if we respond to those questions with irritation or sarcasm, we will lose the opportunity to sell our work. And what is worse, we may lose more than one opportunity, if any potential customers overheard us. Even if someone did not overhear, some of us carry that aggravation with us, and may accidently take it out on future customers.
When asked questions like “Did you make all this?” You may want to respond “Well why else would I be here selling all this stuff?” But a better answer would be “Yes! I made everything here. Each piece is handmade using the finest (insert materials here.)” ect. When customers ask us questions that will drive us batty, it is simply because they are looking to learn more about us and our work.
What about when people cannot make up their mind? Take that opportunity to explain to them which piece you feel would work better for their goals. During my last show, I had a lady decide to pick out a pair of my reclaimed glass earrings for a friend of hers, but she got lost in the choices. Together we narrowed down the choices to a pair for her friend. I started by asking favorite colors, to which she did not know. Then we went on to discuss what type of a lady was her friend, girly girl or tomboy? That lead us to choose colors and sizes. The customer chose to buy not only the set we picked together, but also got a pair for herself, which she had not intended to do. But not getting irritated, I made not one sale, but two.