[Jewelry making - Article 00326] - Re: [Orchid] A New York State Of Mind?

[Rona Fisher]

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    Hi Neil- A dangerous proposition - broad brushing populations. But
    that said we have noticed differences in how New Yorkers approach a
    "merchant"/ artist vs. how folks from south of the Mason/Dixon line
    communicate. 

    After they decide they like a piece-NYer many want to bargain. Most
    are pretty thick skinned- but it is always best to feel them out- you
    don't want to be too rough on the wrong person and hurt their
    feelings. The asking for a bargain thing is really just a game-
    nothing personal- so it's best for you not to take it personally -
    best to keep things on the light side- even if you're having a record
    bad show- they don't need to feel that. I've found the best way to
    handle this is the following: When they ask for a better price 

    1- make a joke out of it- Yes I can double it! 

    2- if you're really feeling pressured to make a sale- and are willing
    to go down in price somewhat- make them start first- never give them
    a price till you get it out of them what a better price means! Many
    times they simply back off- and are embarrassed - then you can
    encourage them to name a price-any price- and its usually so
    ridiculous- they don't want to insult you, etc that they ask for $10
    or $25 off on an over $500 piece-and if that's ok with you- they'll
    buy it. 

    3. the "pros"- they always cut it right in half. Then just make it a
    joke- or start the process by giving them a bit off- really
    important- decide before you get to the show and make it a policy -
    what is the most amount by percentage that you are willing to take 
off
    your price and still feel good about the sale? Whatever happens-
    don't go beyond that point. Even if it $5- the hard core ones will
    say- oh c'mon-it's only 5 bucks! So play- turn it around on them- -if
    it's only 5 bucks- then you don't mine paying it!- most don't get to
    that point though- 

    4. sales tax- a majority of NYers want to get out of paying sales
    tax. Just don't let them do that. You have to pay the sales tax- it's
    not worth getting busted for it- remember- you don't know who you're
    talking to. Tell them to complain to the mayor if they don't want to
    pay the tax- but you are a legitimate biz- they may not like it but
    they will respect you for it- and you do tell the truth about your
    product don't you? I feel that it's better to act with integrity- 
even
    with sales tax. If you're so inclined to discount your work that much
    tell them ok I'll pay your tax for you- but don't ever say you won't
    charge the sales tax. 

    5. NYers are just people - only difference is that they see a lot of
    product- and at a wide level of price levels. So they are not easily
    impressed. We have found that we have had to do numerous shows in NY
    to get enough money out of them that it is worth the work and expense
    and risk. Be careful- check your car before heading out on the open
    highway. It's best not to work alone- and never ever leave your bag
    unattended or more than one piece out- read Jeweler's security
    alliance best practices for traveling sales people 1st to get a
    reality check. 

    6. we have had some very good show in NY as well as some that have
    disappointed. Personally- I like the excitement of meeting folks from
    all over the world who come there as tourists- and the NYers are ok
    too! 

Good Luck Neil!
rona
Rona Fisher
www.ronafisher.com
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