Arts & Craft Show Extravaganza

7 Ways For Your Art or Craft Business to Outsell the Retailers Part 2

October 17th, 2009, 1 Comment

As I mentioned in part 1 everytime a retailer misses a sale they leave an opportunity for you to make the sale, if you have a product of similar quality and value. I feel like it is obvious that if a customer walks into your booth and leaves without even a greeting that you have missed an opportunity, but since it happens so often in every industry it bears repeating. If a customer walks into your booth and walks away without having a conversation with you, you have missed an opportunity for a sale.

7 Ways for Your Art or Craft Business To Outsell the Retailers Part 4

November 2nd, 2009, No Comments

by Shasta McLaughlin
The Extravaganza Craft Productions

Parts of this 7 part series have been reprinted with permission from the article “7 Common Disconnects In Retail Business” by Pam Grimm of Ideaco. Click here to see Pam’s full article.

Click here if you missed Part 1.
Click here if you missed Part 2.
Click here if you missed Part 3.
7 Common Disconnects In Retail Business
By Pamela Grimm, Ideaco

4. Assuming not Assessing: When a staff person could speak about products, she often told everything she knew about it before asking any questions. Most of the time the information was not even relevant to the question or need. We found most staff members don’t bother to probe for information to meet a customer’s need; they download all they know in hopes they have covered it.
How to Assess A Customers Needs

They say to assume makes an @$$ out of you and me. To assess what a customer needs you need to ask questions and hear the answers. Don’t get ahead of yourself and spill everything that you know about the product instead simply answer the question. When you’ve answered the question if they don’t say anything wait a few seconds and ask another question, it could be that they are considering one product over another or how much money they have to spend or it could be that they are waiting for you to ask for the sale.

7 Ways For Your Art or Craft Business to Outsell the Retailers Part 3

July 29th, 2010, No Comments

You obviously know all about the products that you create. The question is do you appropriately convey that knowledge to the customer. Do you know the difference between the benefits and the features of the arts and crafts you create? The features are what the product does, the benefits are what the product does for the customer.

7 Ways for Your Art or Craft Business To Outsell the Retailers Part 5

November 6th, 2009, No Comments

Be sure to answer customers questions with the benefits of the product to them not the features. Remember they want to know how the product will solve a problem for them, save them time or money, or make their life easier. People make emotional purchases, help them feel this product will help them in some way.

7 Ways for Your Art or Craft Business to Outsell the Retailers Part 7

December 14th, 2009, No Comments

Remember that the value of every customer is equal to the total of their purchases over the length of time they will be your customer. When you remember the potential value of every customer over a life time of purchases it’s easier to offer exceptional customer service. Customers are looking for exceptional customer service something that sets your business apart from everyone else.