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Booth Presence, Salesmanship Skills" Turning a Looker into a Customer Encourage and direct their envisioning the use of your product. Ask them where they would wear it, where they would place it, etc. Get an item into their hand! Encourage touching - have items displayed in a pick-upable way and even directly hand items to customers if they ask anything about one, even only the price. Ask for the sale" Ask \'Would you like this in a box?\' Market the hand-made aspect of your product Don\'t hover, or be perched too close to customers; add a barrier and distance between where you sit and where the customer walks. You should pop out into the booth if they do ask for help or if they appear to be of the friendly nature where it might even be expected by them. But remember, no customer will ever not come in your booth because you are not on top of them as soon as you see them; however, there are MANY customers will NOT even look at your booth or items as they pass if you are standing center booth, eying all passers and shoppers! Do NOT ask if they need help!!!! Do NOT tell them to let you know if they do need help. They already understand this and most do not appreciate such remarks. If you must say something more than \'Hello!\' like \'I have those colors in all sizes under the table, let me know if you like one\'. Learn to read body language and you WILL sell more of your work!!! - Only smile or say hello at the most until the customer says anything other than a hello greeting response!!! Crossed Arms - they feel they need to protect themselves from you Hands in Pockets or Behind Back - they do not want to be seen as potential buyer yet and do not need help as they are \'just browsing\' Eye Contact Avoidance - they do not want to acknowledge that you see them and now need to say hi Smile - they only want to smile, not say hello or hear how you as the booth owner could help them Torso facing direction - if they are pointing away from you as you talk, they signaling their intention to run at first opportunity Shoulders Hunched, head Down - they want to keep to themselves Disarm the husband - Often his pushing makes or takes the sale. He pushes her on with \'why don\'t you pick out something for...\' or he pushes her on to further their booth march. Often occupying HIM with chit chat, questions, plain old BS, etc. will make the sale. He might simply not urge here to leave the booth by his non-attending to her, but there are many times that after the game of \'so where are you from\', and others that he will not only approve of her pick-out but even suggests she buy MORE with a \'why don\'t you pick out a matching... too?\' Encourage touch and try on! - Feature SEVERAL prominent mirrors. Don\'t have items behind glass! Too neat of a display and some folks will fear touching, slightly shopped is best! Image, Appearance, and Branding. Improve your display and thereby image. You should look presentable too. Appearance is the name of the game here folks. Make Clear that your Items are Hand-Made by YOU ( IF they Are...) This MUST include a SIGN, a PHOTO ALBUM of your shop, and your VERBALLY STATING it to customers you do talk to as in \'we do make everything ourselves, so I can answer anything\' . Everyone with such a sign and album has told me it DOES INCREASE SALES. It has also been said that product price tags that say \'HAND-MADE By ...\' increase sales and even that folks will then later seek out your name if they see the tag - branding!. Evaluate and Refine your Business Determine Profitability of each Product: Profit = Number Sold x ( Price Per Unit - Supplies Cost & Time Cost Per Unit ) - Incidental Business Expenses 4 methods exist to maximize profit: Sell More Units, Sell Same Units for a Higher Price, Produce Units at a Lower Cost, Reduce incidental business costs and Sell more Units without increasing them Determine How much Profit you make on each Item Type per year Drop your least profitable products Duplicate and develop your most profitable products into More lines and types. Make a High-end line of your most profitable products Product Diversity, Quality, etc. BE NECESSARY! - do you have \'functional\', necessary items, that folks buy anyway? Repeatedly or even regularly?? Do you offer easy reorder, contact, and \'find us again at shows\' methods? Sell something Different or at least Better; stand out! State on a sign why yours is better. People love to be informed and have a better product that they understand and can relate the superiorities of. Keep up with fads, and colors; also your own sales trends! Photograph old best seller designs Adjust your product line and prices. Drop your least profitable items after calculating profit on each multiplied by the number sold per year, then diversify and improve upon the types of items you made the most on. Any items that sold faster than you could stock a few, should be raised in price! A product for every price should be your goal. If you don\'t have an expensive item, you can\'t sell an expensive item. Packaging - Offer some units in a new types of packaging and see how it affects sales! Folks love gift boxes, little jars, anything they think they can re-use.... especially for gift packaging/wrapping. Improve your Product Line LISTEN to your customer. What they say they would like, what they ask if you have, can do.... Ask for more Ideas if they start by offering one and they seem knowledgeable and grounded. Carry Seasonal Items Diversify and carry more of your top sellers Make some practical items that customers need and buy anyway Design Products TO Sell. Increase their Perceived Value. Market their benefits, not features. Add Value Watch and record color selections, styles, etc. Make more variations on those that SELL. Keep consistent in style and colors so customers can collect and match. Always offer FRESH designs! Watch what sells. Watch what the competition is doing and what is working for them. Learn rom others. Talk to other vendors at shows. Adjust your product line and prices. Drop your least profitable items after calculating profit on each multiplied by the number sold per year, then diversify and improve upon the types of items you made the most on. Any items that sold faster than you could stock a few, should be raised in price! A product for every price should be your goal. If you don\'t have an expensive item, you can\'t sell an expensive item.
General Advice To Increase Sales Quantity & prices Vs. show prices and your options Consider that you might be ready for the next level of show where you may pay more for a booth, but where you will have many more people make purchases and where you can ask a higher price per work, and receive it with smiles! Clearly post Prices; sometimes the same item with a higher price actually sell BETTER! Also, all shows are NOT the same, prices should not be either. Accept Credit Cards - many artists say that this has significantly increased their sales since many people do not cary cash or even checks anymore, even while shopping. Charge tax as added, not included. Add tax onto even dollar priced items. $5 sells as well as $4.95. Since you must pay the sales tax anyway, you might as well not have it come out of your product price and your profit. Make Larger Sales to each Customer Offer multiple item discount specials. 3 for ... Add TAGS to all items with you contact info. It may be gifted and you have more sales opportunities if the recipient know who made it. Turn more Passer-bys and Lookers into Customers Add Lead in items, Loss Leaders, etc. In stores these are the cheap ones in main walkways that get you into the isle of higher cost ones. A Sandwich Board style price board has been said to improve sales. Price tags should be one each item. Signs near groups of items. A Workshop Photo Album and posted Sign stating you make everything improves sales. Quickly get rid of lookers that want your attention but not your items. Spend time on others! Make sales calls. Contact past large $ or custom order customers. Let them know of shows near them. Improve your appearance and that of your booth and product packaging. Accept Credit Cards and have a sign stating an at least $25 minimum charge. Get out of your chair and re-arrange your booth from the customer side whenever no one is in booth. Make out to be a shopper yourself!!! People are MUCH more likely to look if others are looking (you) and there is no salesperson to watch them browse. Display and Carry More Inventory Get better racks that show more at once. Make them if necessary. Take 2 spots instead of one. The extra room allows you to display much more and gives a larger distance between you and the customer so you are not looming over them as often happens in a single spot booth. If you put out one of an item it will go unnoticed. You need a whole rack or booth of an item type before it often takes off. Make Products Faster with Less Effort Learn or Invent new Production Techniques Make Jigs, Tools, Masks, Templates, etc. - Create your own tools, devices, jigs, clamps, patterns, templates, etc. to help you do your repetitive work faster and more accurately. Have someone help you construct it once you conceive of it, heck it might be sold online already as a tool of your trade! Work in Assembly Line Fashion - Produce more efficiently - Reduce the time needed to produce a unit. Your production time is your most valuable! Make it more productive. If you make 10 items at once, but finish them in later stages differently as appropriate, your time for each will be much reduced that if you had only made one. As artists we must maintain uniqueness, but to compete with bulk crap from china, we must also ourselves produce in bulk - but with quality. There will always be a market for true one-of-a-kinds, but even then, other supplies and prep steps can be production lined so you do many items at each stage on many at a time rather that each item all the way through at a time. As craftsmen we have the obligation to be resourceful and fruitful, productive manufacturers of the goods we are experts at producing. From those that much is given, much is expected in return. Subordinate idiot prep work, clean up, shopping, ordering, etc. Keep up with industry techniques, tools, knowledge, alternate supplies, etc. Buy the Right Tools. Set Production Goals, then work to meet them Find the bottle-necks in production and concentrate improvements there Set a Work Rhythm. Then gradually increase it. Make multiple items at once if normally one. Make 50 if normally 10. Experiment with new production methods and designs. Tinker, Play, and have Fun! Consider that changing an existing design in some small way may not affect sales and might half your production time for it. Lower Your Costs Make components you currently buy already fabricated Re-evaluate suppliers of most costly supplies. You might find a new better deal that saves you 75% of something that is 80% of your total cost if you order 2 months worth of raw material at once. Any money saved is FREE profit! Sell or Re-use \'waste\'. Order More Supplies at Once. Large suppliers will save you multiple times off craft stores. Then Ordering thousands of dollars at once will often save up to 50% of even already wholesale supply costs. Review your suppliers and sources. If you are buying thousands of dollars of anything, make sure you are getting the largest volume discount available, find out what is necessary to qualify for more. Shop around for new possible suppliers each year! Prices are never stable and there are almost always deals to find. Buy surplus, with friends in group-buys, only when on sale, off-season, in-person to reduce defective/damaged supplies that otherwise are a loss
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