What do you say when you try to sell an item?

[MarlaBeeDesigns]

I have worked retail for years. I know every possible pitch and compliment you can give a customer about how pretty or awesome an item is, how great it matches such and such, how nice it looks on them..I can gush about it all I want because it is somebody else's product and nobody would raise an eyebrow to it.

Selling my own stuff in person is a completely different ballgame. I have no idea what to say to customers. I don't want to sound to pitchy and certainly don't' want to seem stuck up and big headed about my jewelry...

When a new customer approaches my booth, I clam up and don't say much because I don't want to seem stuck up or fake. :(

What does one say to customers when introducing their products and trying to persuade them to buy?

[Former_Member]

Hi, if you have in any question feel free to ask.

I'm rather low key...

if they pick up a necklace i ask if they'd like a mirror...if it matches their outfit and 3/4 of the times it does i tell them it looks lovely with their blouse/dress/bikini

[JudyEvansCollection]

I so understand where you're coming from. When I made and sold jewelry I also worked at a upscale gift store. They purchased my jewelry to sell in their store. It was so easy for me to promote all the other stuff in the store, but I ignored mine.

Finally one of the other sales people told me that I need to sell my jewelry to customers. She told me that the customer's didn't know it was mine so "just do it!". That was the kick I needed and since then I've been able to sell better. Now I can talk it up about my switch plates to customers.

[BGardenCreations]

I'm pretty low-key, because as a customer myself I hate the hard sell approach. I just say something like "let me know if you have any questions" or sometimes mention something like the cards are all blank inside, the bookmarks are made from real pressed flowers, everything is handmade by me, etc. I'm not experienced with jewelry, but I would maybe tell people some facts- materials used (are they hypo-allergenic, nickel-free, etc), if materials are imported from somewhere specific, basically, what makes them special? What are qualities that might be of interest and importance to a customer? Maybe just state a couple of these facts and then say "I'm happy to answer any questions if you have them".

[Former_Member]

I have the opposite issue:) I need to remind myself to shut up. People are often so surprised that you can plant a card and grow flowers that they say "NO WAY!", then I get excited and start talking. I have carved it down to a few catchphrases to keep myself from babbling on forever.

[bluebamboo]

The most "sales-y" thing I ever say is, "If you see something you want in another color just let me know." Mostly because there are few things that cause me to go running from a booth faster than a hard sell.

[TigersandDragons]

I don't talk to every person who walks into the booth, but if someone is looking for awhile then I may approach them and say one or more of these things:
- Please let me know if you have any questions. or is there something in particular you are looking for (this one is if someone has been in the booth for awhile)
-If you are looking for a particular item/colour just ask, I have more colours available.
- Different lengths of chain are available.
- Feel free to pick the jewellery up for a closer look
- There is a mirror over..... feel free to try on necklaces or hold up earrings
- I will talk about the material, gemstone, symbolism, or give a brief description on how the item was made (etching)
- If they are musing over at a particular item, I may point out something similar that they may have missed. Sometimes a visitor likes an item, but it isn't quite the right size or colour and when you give them a similar option....

I don't really work to persuade customers to buy anything, but I try to get them to interact with the jewellery because touching jewellery and trying it on, will more likely lead to a sale.
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[theyellowroses]

"Oh look , your hair matches Raggedy Ann's!"

Just kidding, I greet & try to look accessible.

[TheSalvagedEdge]

I bring my sister and she "sells" for me. lol

But, seriously, when I am by myself I try to let people know that all the pieces (I have trained myself not to say "stuff") are made by me and sometimes I tell about my process if I am not demoing. But mostly I just try to talk. I think most of us can sell the heck out of someone else's stuff but not our own!
Sometimes I pretend I am someone else with more confidence....

[Former_Member]

@TigersandDragons your advice is really great! Rather than try and convince people that your pieces are awesome, you just give facts about it and encourage them to fall in love with the piece on their own. Super helpful; I am doing my first Farmer's Market in June so I will be using your fantastic advice!

Thanks!

[janeeroberti]

I understand: I've had years in retail sales too, but am more soft-sell of my own product.

I usually say hi, how are you, chittychatty. When people comment / question my items I explain my process. People think often they are industrially stamped and lazer cut, and I explain my etching and piercing process.

[Former_Member]

Depending on the person (sometimes they are browsing and even if I say hi they don't even look at me!) I'll say hi, ask how they are doing and then explain to them about what everything. So this is my originally photography sealed onto real tree branches. my husband and i cut, sand and seal each wood pendant ourselves. etc etc.

Most people, even when they look at my banned and see my name don't connect that it's actually photography (maybe because most of the time it's just mass produced images from the interest that people use for photo pendants?) and when I let them know they actually need more interested.

I don't like to "sell" my stuff either, I find it very hard to try and convince people to buy things. I usually tell them the blurb and then let them know I'm around if they have any questions or they are welcome to try on a necklace, etc.

[PositivelyWhimsy]

There's this 3-day boutique I've been doing for 3 years. It's a centralized cashier show, so I don't have to collect money, and it is not even required that I be at my booth. The first year I did it, I was at my booth the entire time "selling" and chatting up my customers, and I did "ok". The second year, I was more relaxed and took more food and bathroom breaks...was gone from my booth more, and I doubled my sales from the previous year...hmmmm, how interesting I thought. The third year, I did a little test and left my booth quite a bit but stayed close enough to see what was going on. Every time I left, people would flock to my booth, but when I returned to offer assistance, they left. Lol! Again, my sales doubled what I did the 2nd year. Now, I simply say, "Hi! Let me know if you need any help."

[Former_Member]

I'm a greeter.

"Good day, Good Afternoon......if you have any questions about my work, I'd be happy to help you."

"All my pieces are labeled with a booklet indicating the stone, origin and price."

Its just how you feel the people out, before long you'll get the essence of how people connect with your work. Often now words are necessary. Be yourself......try to pretend its not your work, and its retail.....you're working for that commission check.

[LaGlasSea]

I am terrible at selling my own items. I don't want to sound pushy so I bring my chatty cousin along to do all the talking.

[Former_Member]

I'm the same way as many--I am not good at pushing the sale for any of our items. I find, though, after greeting people and letting them know they can try stuff on and ask us questions, it's their questions that lead to the sale. I can tell them what the item is made from, what other colors are available, and that yes, I made it.

Every once in a while, I'll share a nifty informational tidbit about a piece that someone picked up (i.e., "that cowl is made with an organic kelp/cotton blend yarn!"), but usually only if I haven't already talked their ear off.

Mostly, I just try to greet the people that come in, and engage them in friendly small talk if they seem open to that.

[PrairiePrimitives]

I try to say "hi" to everyone who at least stops in front of my booth. Something obviously caught their eye to make them stop! If they look hesitant, I'll say "you can come on in!"

After that, I don't say a lot. If they do end up with several things in their arms (which happens at certain shows), I'll let them know they can pile their stuff in my chair or in the corner or whatever empty space I have in the back of my booth.

I tend to run out of steam in the early afternoon ... and sooner if it's a slow day or few shoppers. It's hard to stay motivated when nobody's buying, right?

[Former_Member]

I'm another greeter. If they seem interested, I'll wish them a good morning or afternoon. Some will answer back and strike up a conversation right then. Others will barely look up. Those I just leave alone.

With those somewhere in the middle, I will usually mention my items are free of detergents and dyes or that about 2/3 of my items are made with original fragrance blends. I leave it at that until they start asking questions. If they start showing particular interest in an item, especially if it's one I use botanicals in like my cinnamon honey soap, I might mention it's made with actual cinnamon and honey.

I actually sold out of those at my last show thanks to that, along with my mom, who came to help for the first time that day, constantly talking it up since it's her personal favorite.

[babydelights1]

I usually greet them, comment on weather, etc. I often ask " Do you have a baby to shop for?" for since I mostly sell baby gifts and this often leads into talking about the new baby, when it is due, gender, etc....and then I can help them find things in the appropriate size/color or just be available if they need any help. I personally don't like a "hard sell" so I try to not hover and let them enjoy shopping. (Sometimes I pretend to be busy rearranging things nearby. I find that the more I am up and about, rearranging, the more people come into my booth.)

[nadyawildlifeartist]

I am EXACTLY the same! I have worked in retail for YEARS and can sell everyone else's things - but when it comes to mine, I get tongue-tied!

[jill2day]

1- talk about the item:
"I was so excited when I found those pink beads, because they have the greatest shine to them"

"there are earrings that use that same technique over here"

2- talk about the customer:
"I love the necklace you have on, did you get that at an art show?"

" I am guessing you like the color turquoise! [because she is wearing a bright turquoise blouse] Did you see these earrings?"

3- talk about the weather:
"It is so beautiful this afternoon - I was worried about all the clouds this AM"

4- talk about the show:
"Did you just get to the show?"
"There sure are some innovative artists this year aren't there!""

5- or the always appropriate:
"Hi. I am the artist, so if you have any questions, please ask!"

The important part is to just break the ice, then wait to see if they engage or not. Leave them alone if they seem to deflect you intro.

[khmetalwork]

I used to stand behind my table (I always stand), smile and say hello and wait until the customer said something to me. More often than not they smiled back, looked and walked on. All the while I'm watching the seller across the aisle box up necklaces all day.

I finally figured out that I am at the show to sell my work, not show my work. I started talking to everyone that came to the table: 'hi, I make everything in my Carlsbad studio, other than the few thin chains everything is made by hand, the metal sterling silver and/or 18kt gold'. I talk about the pieces they are looking at and, whenever possible put the work in their hands.

I just got my check from my most recent show (central cash register), my sales were double from the 2012 Nov. show and triple from 2012 spring show. I love seeing a comma in the number on the check.

[TremoughGlass]

I always say Hi, sometimes I will say "if you need any help just let me know". But the thing I say the most is "feel free to hold any piece out to the light to see it's beauty" (I sell dichroic jewellery). Because I know that once the sun hits those earrings etc, the customer will be so wowed by the sparkle that I stand a strong chance of selling that piece.

It is a really difficult thing to judge how to say enough without saying too much.

[Former_Member]

Such an interesting conversation. I say "hi" and sometimes the response is just looking. I sometimes think I should not say anything but my sales are not great.

[MarlaBeeDesigns]

Thanks for the advice everyone! I love idea of saying "hi, I'm the artist, let me know if you have any questions" and letting people know they can try items on. I'll be bringing two mirrors with me as well so people can check themselves out lol.