[Jewelry making - Article 00035] - Re: [Orchid] Craft show tips requested

[LSHancock]

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>     One last point if someone comes to your display and "oohs and aahs"
>     and tells you your work is wonderful don't say thank you. 

    For the most part I disagree with this.  I've heard it before.  I
    believe that Bruce Baker the craft show marketing guru originated
    it.  But, a tip to any non-southerner doing a show in the South and
    trying to sell to a southerner, if they compliment you and you don't
    say "thank you," you've committed a major faux pas and could lose
    any chance for a sale. 

    I have never heard Mr. Baker's exact statement as to why he believes
    this is a good strategy, but I have had more than one artist try to
    explain it to me. If those who have tried to explain it to me have
    missed the mark, and someone else out there has a clearer
    explanation I would love to hear it. 

    The gist, I have been told, is that people come by and say they love
    your work and are supposedly looking for some sort of verbal
    repayment in the form of a "thank you."  I guess that the "thanks"
    are to be given out only to those who buy.  As well, the "oohs and
    ahs" should be followed by an explanation of how fun your work is to
    do, or by what makes the work so special, rather than by a
    conversation ending "thanks."  This makes more sense, but still
    seems a bit ungenerous. 

    As someone selling a highend item, I want my customer to feel that I
    am giving them great value and service.  If they want a postcard,
    I'll give them one.  If they want a brochure, I'll give them that. 
    If they want to know what my website is or more information about
    who I am as an artist, I don't wait for them to buy, I give them the
    information.  So if they want a simple "thank you," you better
    believe I'm going to give them that, too! 

    It seems to me that people buy things because they believe they are
    getting more value from the item than the value the money has to
    them at the time.  Everyone who sells is trying to convince the
    buyer that their product is somehow worth more than the dollar
    amount attached to it.  There are a lot of non-monetary things that
    add value to a product: prestige, rarity, beauty, or, in the case of
    craft, affinity toward the artist.  I try very hard to be consistent
    in all my transactions with a client, both verbal and nonverbal.  If
    a potential client suspects that I am not being generous, even if it
    is a subconscious suspicion, then I am at a disadvantage. 

    :) On the lighter side, if, as you approach a customer, they walk
    off and utter that your work is great, are you required to you say
    "thank you?"  :)  According to southern etiquette, polite
    conversation requires some eye contact and positive body language. 
    Therefore, these types of customers are engaging you in
    psuedo-conversation and you are not required to say thank you.  :) 
    However, if you are a man and the show goer is a woman then you are
    required by the rules of chivalry to say thank you, or to somehow,
    even if it is nonverbal, recognize their comment.  I was taught that
    this means you tip your hat.  Since I don't wear a hat I usually
    just give a wink or a smile and a nod of the head.   (: Please
    address any other questions about southern etiquette to me offline
    :) 

Larry



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