Five ‘off the wall tips’ for selling your art jewelry
In selling my resin jewelry at a local art show last weekend, I was reminded of a few of my ‘non-traditional’ selling methods that have worked well for me. Here are some of the things I like to do when it comes to selling my resin jewelry.
1. Never leave business cards out in the open. In the beginning, it was nothing for 500 business cards to disappear in a weekend with no follow up orders to show for it. I now keep my business cards with me behind the counter. Why? Potential customers now have to ask if I have a business card. That gives me the opportunity to ask in return, “What are you most interested in?” This then starts a conversation where I get a chance to learn the customer’s name and what he/she likes the most. I then take that information and write it down for them on the back of that card. In a couple of days when they are going through their pockets, they will remember our conversation and what they liked the most. Handing out a tenth of the business cards gets me many more sales!
2. Look busy, but not disinterested. I always take something to do for the times when I’m not busy with customers. I like to perform an easily interruptable task. (I think on some unconscious level it also gives customers the reassurance that you’re busy selling jewelry.) This past weekend, I had my paper trimmer and prepared Resin Obsession order inserts. It was a way for me to get something done in the down time, but it also gives customers a ‘buffer’ of sorts between me and them. No one likes being watched like a hawk. Customers see you working, but don’t feel like you are staring them down. That relaxed atmosphere will help them stay longer and feel like you’re not going to put a big sales push on them. You don’t want your customers to feel uncomfortable! On a side note, what is NOT acceptable is reading or talking on the phone. That just makes it look like you don’t care.
3. Have some prepackaged jewelry. I can’t explain it, but people love sifting through a basket. If you’re going to do this, have the price clearly marked on the outside of the package. I even like to color code the prices with stickers — e.g. red stickers are $10, green stickers are $15, etc. For people on a budget, it’s a quick way for them to assess what you have that might fit their needs.
4. If you’re going to put items on sale, you need to mark them down by at least a third to get customers’ attention. Ten or twenty percent just doesn’t grab people anymore. You have to give a significant savings for them to be interested. I like to take it one step further as well; I write the original price, line through it, then write the sale price. People need to easily see what their savings are — they are not going to do the math themselves. Side note: I have had better luck with marking items down a blanket percentage versus a ‘buy one get one’ campaign.
5. Identify your best sellers with clearly marked signs. As the holiday gift giving season gets closer, customers can be at a loss on what to get for someone on their list. Let them knows what others are buying. It gives instant ‘social proof’ to their purchases. Bonus: if you can identify them by age group, (think tweens versus moms), that is even more helpful.
These tips go along with my prior post 12 lessons learned from selling jewelry at art shows and craft fairs.
What else would you add to this list?