Conversation

[mrs_christopher]

I recently set up at a sidewalk art festival a couple weeks ago, and while I obviously do NOT have the gift of gab, I found it hard to socialize with potential customers walking past my booth.

I guess you could call me a bit anti social, but what are some of your talking points you use to make friendly conversation with customers (?) other than "What great weather we're having!"

Or do you prefer to NOT speak to customers, and let them decide if they like your pieces enough to buy them.

Part of my feels like I could have made an extra sale, or two if I would have striked up some more conversation. I just feel awkward sitting there twiddling my thumbs.

[JLowes]

Well, we aren't carny barkers trying to persuade folks to enter our tent, so what I do is try to see what the potential customer that entered my booth is looking at and give them a bit of information about the piece.

 

Most of what I make are one-off pieces, so I talk about the firing method, or the forming method, or where my inspiration for a particular piece came from, or for raku or saggar work how to care for them and what they should not use a piece for. That way, if they decide to buy, they have a story they can relate to their friends, or a gift recipient, and will know which work can't hold liquids or food. That usually seems to do it and they appreciate the story. Now, all that said, there are some folks that I can tell will not respond to this well and I have learned it is best to just leave them alone to browse, or flit through.

 

Sometimes a customer will give me an inspiration for a piece or will mention something about a piece that I can change to make it better, or more usable. That's nice too!

 

John

[Chris Campbell]

This is a skill like any other and you just need practice. Don't expect to do it right the first time or hit it with every customer. It takes time to tell the ones who want to be left alone and those who want a slight prod.

 

I am always on the move in my both and in front of it ... never sit, never read, never ignore people who come inside. Move things, change a tag ... don't sit back doing nothing because your sudden movement can scare them away. Never ask a question they can answer with "just browsing thanks". People do what they say they are going to do and if they tell you they are just looking, that's what they'll do.

 

Better to say ... Hi, I'm the potter and if you want any information or help I'm here. Then leave them alone. If they stay, make another stab at it ... that is one of my favorites or which one do you like best? What room would you put that in? Then leave them alone. Its a back and forth thing. Don't be afraid to say, can I wrap that one up for you? or ... is that all your shopping done? hint hint hint ..... I have one at the back still wrapped that you might like a lot.

 

Outside the booth just talk and smile ... love your sweater! you've been shopping! Nice day isn't it. Beautiful baby .... Smile smile smile.

 

NO, its not easy ... that's why they call it "Working your booth" and if you do it right by 5 you will be exhausted.

[bciskepottery]

Sometimes you can say too much.

 

A couple of weeks ago, I was sitting in my booth at a fair when the women from the booth next to me came over looking rather ashen. She told me she had just sold one of her hand-carved gourd birdhouses to a women whom she recognized as a repeat customer. After processing the credit card, she handed the customer a bag with her gourd and "closed the sale" by asking "When is the baby due?". The customer replied, "I am not expecting." The women told me that as soon as she asked -- and before the customer replied, she realized it was the wrong thing to do, but it came out anyway. And, we both agreed she had probably lost a repeat customer.

 

Sometimes, the weather is your safest conversation.

[soursop]

Don't sweat the small talk, if it comes, it comes, if not, it doesn't. In Hawaii there is a saying; "If can, can, if no can, no can!" It means just that; don't worry about it. if you can do it (or make it to an event) then great, but if you can't then don't worry about it.

 

I don't worry so much if I'm handling my booth the way I "should", because it is my booth, and I am in a different place (mentally and physically) every day. Some days I feel like socializing, other days I really just want to read the paper, drink my coffee, and sell to those that really want my pieces.

 

To be totally honest, one thing I have come to love (and really appreciate) are the regulars. They filter in and out of my booth all day and I welcome them to stay as long as they feel like it. We often talk mud, as they are or were mudslingers themselves. I think they give other passer bys the feeling that it's ok to enter. There is no awkward silence to break and they see that you are selling something that is desired by others. It helps my social skills and my sales all in one.

 

In the end, if I'm gonna be honest, I guess I'm just not skilled enough to fake it

[Benhim]

One very successful tactic I've seen work better than just about any is to set up a long table of your ware pretty tightly with no shelving. This works great with bowls and cups especially. Then have a number of boxes of extra pots that don't fit on the table. When a person walks up to pick up a piece, you reach down grabbing one of the handy extras and as you approach them you slide the new one in place of the one they just picked up and ask them how they're doing and try to engage them with a warm presence that makes them feel welcome. Discussing the pot they're holding, as in design or effect etc keeps their attention on the pot in their hand. Then when they go to set it down there isn't a place to put it and they often will purchase it.

[GEP]

I usually have something to say about most of the pots in my display. So when I see a customer staring at a pot, I just start talking. "Want to know how I came up with that design?" or "can I show you how you're supposed to hold that?" So really this type of salesmanship starts in your studio, with how much thought you are putting into your work. I find these kinds of talking points are much easier for me than idle chit-chat.

Whenever possible, I try to get customers to talk about themselves and their relationship to pottery. If I hear them say words like "stoneware" or "slip" I say "oh, you're a potter" and they often start telling me their story. And I listen with much interest, you can hear some good stories this way. And it does lead to sales.

 

Mea

[Pres]

I recently set up at a sidewalk art festival a couple weeks ago, and while I obviously do NOT have the gift of gab, I found it hard to socialize with potential customers walking past my booth.

 

I guess you could call me a bit anti social, but what are some of your talking points you use to make friendly conversation with customers (?) other than "What great weather we're having!"

 

Or do you prefer to NOT speak to customers, and let them decide if they like your pieces enough to buy them.

 

 

Part of my feels like I could have made an extra sale, or two if I would have striked up some more conversation. I just feel awkward sitting there twiddling my thumbs.

 

 

 

 

I used to do shows in the 90's so it has been a while. However, I usually did them with my wife or a friend. I would let them work the booth, and I would stand outside or near by. When someone seemed interested in something or if they asked my wife about something, she would answer the simpler questions, and direct them to me if there were things she couldn't. At times if someone was spending a lot of time, or came back often over the day or days, I would step in and make conversation usually asking if they were interested in something in particular. Something I often did at shows was to have a container of water that could be used. Many times someone would mention that the teapots they had purchased did not pour correctly. I would offer to allow them to try pouring out of mine, and usually got a bite. Often ended up selling more than one teapot during a test run either by the original customer or by observers. By standing a little outside of the booth I could see the traffic from another view than my wife, and questions were usually handled outside of the booth while the booth continued to do business. If the booth got busy I stepped in to wrap, business card, and bag.

[mrs_christopher]

I recently set up at a sidewalk art festival a couple weeks ago, and while I obviously do NOT have the gift of gab, I found it hard to socialize with potential customers walking past my booth.

 

I guess you could call me a bit anti social, but what are some of your talking points you use to make friendly conversation with customers (?) other than "What great weather we're having!"

 

Or do you prefer to NOT speak to customers, and let them decide if they like your pieces enough to buy them.

 

 

Part of my feels like I could have made an extra sale, or two if I would have striked up some more conversation. I just feel awkward sitting there twiddling my thumbs.

 

 

 

 

I used to do shows in the 90's so it has been a while. However, I usually did them with my wife or a friend. I would let them work the booth, and I would stand outside or near by. When someone seemed interested in something or if they asked my wife about something, she would answer the simpler questions, and direct them to me if there were things she couldn't. At times if someone was spending a lot of time, or came back often over the day or days, I would step in and make conversation usually asking if they were interested in something in particular. Something I often did at shows was to have a container of water that could be used. Many times someone would mention that the teapots they had purchased did not pour correctly. I would offer to allow them to try pouring out of mine, and usually got a bite. Often ended up selling more than one teapot during a test run either by the original customer or by observers. By standing a little outside of the booth I could see the traffic from another view than my wife, and questions were usually handled outside of the booth while the booth continued to do business. If the booth got busy I stepped in to wrap, business card, and bag.

 

 

 

 

You know it's really funny how you were talking about your wife doing all of the talking, because I left to take a break, and my husband made more sales than I did while I was gone. Maybe I should just make him my official spokesman.

 

 

Thanks everyone for all the ideas, and insights!! I think some of the tips should be beneficial to me next time I'm in a show!!

 

I'm sure I'm not the only person, or potter that struggles with this.

[Ashton]

Ernest Hemingway once said:

 

 

 

 

 

 

“I like to listen. I have learned a great deal from listening carefully. Most people never listen.â€

 

 

 

 

 

 

the most important part of conversation is to listen,....Don’t be like most people. Don’t just wait eagerly for your turn to talk. Put your own ego on hold. Learn to really listen to what people actually are saying.

 

 

 

 

 

 

When you start to really listen, you’ll pick up on loads of potential paths in the conversation. But avoid yes or no type of questions as they will not give you much information. If someone mentions that they went fishing with a couple of friends last weekend you can for instance ask:

 

 

 

[phill]

for art fairs i like to experiment. i like to see what i can get away with. some people dont like you to talk to them, but how the heck are you going to know who that is? i say who cares to them. most folks wont turn down a quick question to them, like, "wanna know why i like this cup?" or "can i tell you a quick story about that pot?"

 

sometimes i want to run out of my booth and scream at the passerbys that they are missing the best art at the show! and when they pass tell them they are foolish for passing it up. i do tend to think more freely than i act. but i do love the idea of not trying to even get sales, but just trying to see how people react to a crazy person selling stuff. truth be told, ive always wanted to be completely zainy at a sale just to see what happens. of course im always bound by that cost of the show hanging over my head, but still. at least it would be entertaining. id go to that booth. id want to see what a crazy person makes.

[phill]

Part of my feels like I could have made an extra sale, or two if I would have striked up some more conversation. I just feel awkward sitting there twiddling my thumbs.

 

 

dont worry about a sale or two.

 

about the sitting behind the table twiddling the thumb thing--when i go to fairs as a buyer, it IS very awkward when all the person says is hi, or they dont even really acknowledge your presence. id say dont be that person. you admitted yourself that you can feel the awkwardness. it is awkward.

[Dinah]

On the first day of the Mount Vernon, Washington Farmer's Market I listened to a woman who asked me if I made yarn bowls. Initially, a frisson of irritation as I had a huge number of nice bowls displayed. I was loaded for bear! I had her repeat the question, and then handed over my notebook and pen for her to draw one for me. I've not looked back. A couple of solid venues now for sales which are incredibly lucrative. Funny how these things work out.

 

A quick cautionary tale: a youngster about 8 or 9 had a $10 Farmer's Market token in his hand and looked over my pots. I was busy with others and just gave him a quick smile and hello. He went away and then returned about 1/2 hour later. He picked out a bowl and was holding it up to me when his rather boot-faced mum appeared and asked him want he wanted that for. I chimed in and said with my best smile and most affable face I could muster in the face of her chilly dismissal, perhaps your boy wants to eat his cereal out of it, or icecream? Sold. I got a quick begrudging glance from her as I wrapped the lad's bowl up.

[MoKa Kath]

From the other side of the fence, I find it off-putting to be pounced on as soon as I pick up a piece to look at, but I also find it awkward when I get a quick 'Hi' and then ignored.

 

Perhaps a tip is to watch for specific actions from browsers. I know that I will always pick up an item and look at the base (of, say, a cup or a bowl) to see how/if it is footed and to look at the makers mark. This sort of gives me away as being either a potter or collector, and would be a great point for a seller to strike up a conversation about the process, the mark, the finish, whatever.

 

I find myself more likely to buy when the potter shows an interest in MY interest and is open to discussing the process etc.

 

You just need to watch for clues!

[Pres]

From the other side of the fence, I find it off-putting to be pounced on as soon as I pick up a piece to look at, but I also find it awkward when I get a quick 'Hi' and then ignored.

 

Perhaps a tip is to watch for specific actions from browsers. I know that I will always pick up an item and look at the base (of, say, a cup or a bowl) to see how/if it is footed and to look at the makers mark. This sort of gives me away as being either a potter or collector, and would be a great point for a seller to strike up a conversation about the process, the mark, the finish, whatever.

 

I find myself more likely to buy when the potter shows an interest in MY interest and is open to discussing the process etc.

 

You just need to watch for clues!

 

 

Two years ago, I was in Venice. This was in early March, cool jacket weather. We were headed to restrooms as everyone needed a break. I noticed an artist painting(watercolor) along the canal with a cart both set up next to him. I walked up behind him and watched him paint for a 10 minutes, then rushed the RR. On the way back I told my wife that I liked some of his etchings in the boot, to look at them. We went to the booth and looked over the etchings while he continued to paint. Eventually I went up to him asking if the etchings were his, and was relieved that he spoke reasonable English as I did not do Italian. He came over to the booth and explained about the etchings, and as I had done etchings quite a bit we talked shop while the ladies looked. He gave me his business card, told me some of history-retired school teacher, studio in Venice on canals "see it is here at this window" this in a brochure he had. We ended up buying 3 etchings (canal scenes-one with his studio window) smallish for 60 euro, my 2 sisters bought one a piece as did both of my nieces. He had a great day, and then happily went back to his watercolor. We brought the etchings home and had them framed for more than they were purchased for, and they hang as a souvenir of a great trip. His brochure and business card are in pockets on the back of them. We always try to purchase local art work when looking for souvenirs.

[Seasoned Warrior]

I recently set up at a sidewalk art festival a couple weeks ago, and while I obviously do NOT have the gift of gab, I found it hard to socialize with potential customers walking past my booth.

 

I guess you could call me a bit anti social, but what are some of your talking points you use to make friendly conversation with customers (?) other than "What great weather we're having!"

 

Or do you prefer to NOT speak to customers, and let them decide if they like your pieces enough to buy them.

 

 

Part of my feels like I could have made an extra sale, or two if I would have striked up some more conversation. I just feel awkward sitting there twiddling my thumbs.

 

 

 

 

I like talking to people in general. There is a concept called building rapport which has been distilled over the years and you can run a search on google on building rapport. There are many excellent resources. I just comment obliquely on non-inflammatory topics such as the weather, the crowd, the heat, the cold the rain, the great time everyone seems to be having, there always seems to be some thing to say that carries no baggage but breaks the ice and gets the ball rolling. I don't know I guess you just have to practice, the more people you talk to the better you get. I talk to the people at the grocery store, the bus stop, the car park the pharmacy where ever I happen to be where there are other people. Sometimes people don't want to talk and that's ok, I let them be. A smile and a pleasant demeanor actually go a long way to opening the door and you'd be amazing at the interesting people you find out there.

 

Regards, Charles

 

 

 

[Mark C.]

In my 38 years of art shows full time I never speak to customers unless they start the conversation unless I know them-my pottery speaks for me till they ask for more info

A good display-reasonable priced pots and visible price stickers is key-The rest will follow

It is help full to be good with people-you will get all types-some great some not so.

 

Anacortes Wa display-last year

 

 

 

 

 

[TJR]

I have to admit that i do like the talking part of the sales. I think you sell more work if you engage with the customers without pouncing on them. I am a functional potter, so I talk about the glaze the clay type-porcelain or stoneware, the functio, ect. usually easier if you have been in the same sale for a number of years, then you get some repeat business. You also get feed back on your work which is invaluable. I never read the paper, i am always available for the customer.

TJR.