Arts & Craft Show Extravaganza

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 1

October 17th, 2009, No Comments

We need to recognize that their mistake is our opportunity. When retailers fail to make the sale they leave the door open for anyone with a similar product to make the sale.

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.