[Jewelry making - Article 00075] - Re: [Orchid] Craft show tips requested

[Lori Bugaj]

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>     Not saying "thank you" after receiving a compliment 

    I've listened to the Bruce Baker sales tapes and attended his
    seminars at the Buyer's Market - both multiple times (I recommend
    both highly). I've tried to put into practice what he says - some of
    it works and some of it doesn't. You've got to figure out what works
    for you. 

    With regards to not saying "thank you" I have found that when
    someone comes up to "ooh" and "aah" in the booth - and I say thank
    you and nothing else - they walk away. A transaction has occurred and
    a simple "thank you" is a very effective end to a discussion. (In
    fact, I sometimes use it at tradeshows to get the dreaded interior
    designers out of my booth). 

    But, if someones pays a compliment and I then follow it up with an
    acknowledgement of their comment AND continue to talk about my work
    (discuss a benefit or a feature), the conversation is continued and
    more deeply focused on my work. So you get a compliment and then you
    say something like: "Isn't that great? My inspiration for these
    pieces comes from ...." or "Thank you! I try to incorporate movement
    into all of my pieces to give them ..." - whatever your "story" is.
    Use their willingness to talk to you to take the sale to the next
    stage. Get a dialog going with them. That gets them more interested
    in your work and can often lead to the sale. 

Lori Bugaj
One-Eyed Collie Jewelry Design

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