[Jewelry making - Article 01147] - Re: [Orchid] Hagglers at your jewelry booth

[Devora Evgi]

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Hi,

    I LIVE in haggler country, so I will share some of the methods I
    use, depending on the customer type. I always assess the customer
    before deciding how to proceed with my sale. 

    1. I tell the customer that the selling price is the only one that I
    can afford to sell my work as, and continue to be an artist and make
    more art. I always look them square in the eyes while delivering
    this line. I use this line on the type that would understand art,
    and be able to give me the respect I am due as an artist. 

    2. I gasp and ask for a moment while I fumble with my calculator. I
    tell them that this is the old, not-updated price and that my
    pricing mistake is their good fortune. I look downwards when
    delivering this line. This is good for the people who like to
    outsmart others. 

    3. I tell them that they will receive an X discount towards the next
    purchase if they join my customer club, and flash a bright smile.
    This is good for the person who is dying to buy the piece but needs
    to get something for making the decision. 

    4. I explain that art goes beyond the materials used. As an example,
    I cite the fact that Picasso's paints and canvas did not cost him a
    million dollars. So, I continue, it is not what you havebut what you
    make with it. If I need to expand this thought, I ask them if they
    bought their dress based on the price for cloth per meter. Then we
    both have a yuk yuk, and I can wrap up the sale. This is good for
    people who need to make the price-art connection. It is an "aha"
    moment. 

    5. If the customer from the above persists and tries to drive the
    worth of the piece down anyway, I hand them some cheap beads or
    scrap copper and tell them to go ahead and make it themselves. The
    materials are on me! I say this with a kind smile. They certainly
    get the point as they start to try and figure out how to make
    **anything**! Another "aha" moment! 

    Last of all, I always keep in mind that I do not have to sell, at
    all cost. Another customer will come along! 

Keep shining,
Devora
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