[Jewelry making - Article 00535] - Re: [Orchid] Closing that sale....

[Kathy Johnson]

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>     He suggested I go there and speak about my work. I just could not,
>     as my "don't be proud" message from my parents rang loud and clear
>     in my ears. 

    Teresa, you worked hard to create that jewelry. You *deserve* to be
    proud of what you have made. 

    It is hard to unlearn things that were drilled into you when you
    were younger, but it can be done. It's not wrong to be proud of
    yourself for successfully learning a skill and producing something
    that's beautiful. Not everybody can do what you do. There's no shame
    in being proud of your accomplishments. 

    I'd like to suggest that you read some of what "FlyLady" has to say
    at www.flylady.net. On the surface, this site aims to help
    disorganized people clear the clutter from their homes. But the woman
    who is behind the FlyLady name really aims to help people overcome
    pre-programmed 'stinking thinking'-- such as "don't be proud", or
    "I'm no good because I'm fat", or "I can't keep a clean house because
    I'm lazy". She's not a professional psychologist, but she's really
    very good at what she does! 

    As for "selling". I'm not a good sales closer either, but I'm
    learning. I only sell at shows catering to pet owners, so my normal
    venue is similar to an art fair.. 

    My father, who made jewelry as a hobby for 30+ years, would pick up
    things off his craft show tables and hand them to total strangers,
    asking what they thought of the item. If they didn't like it, he'd
    find something different and hand that to them instead. Oddly enough,
    it worked pretty well for him. But I can't be so pushy. 

    I got the Bruce Baker CDs and listened to them, and adopted a few
    things that felt 'safe' as a starting point. 

    I've found that a simple smile and a hello, followed by something
    like "If there's anything on a display that you'd like to see, feel
    free to pick it up. 

    Jewelry is meant to be touched.", or "If there's something in a case
    that you'd like to see, just ask and I'll get it out for you." puts
    people more at ease. 

    Then I do something non-threatening but easily interrupted, like
    polish a piece of jewelry, clean a case front or put a jump ring on a
    charm. I'm there, I'm available, but I'm not hovering over them. 

    I've also found that if I can make people laugh a little, they relax,
    and then *I* relax more. If someone says something vague like "you
    have nice things here", I smile and thank them, and tell them that
    this is what I do to keep from having to get a real job. (It's true!)
    They laugh, and the ice is broken. If they're still looking at the
    jewelry at that point, then I'll ask if they're looking for something
    in particular. That's one of Mr. Baker's biggest "no-nos" --never ask
    a 'yes or no' question, because it allows the conversation to come to
    an abrupt end if they say 'no'. If they say no, then I give them a
    business card and ask them to remember me if they think of something
    they need later. If they say yes, then it's just a matter of finding
    out what they want, and providing it. 

Kathy Johnson
Feathered Gems Pet Jewelry
http://www.fgemz.com

 
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