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Another Sales Technique ... Maybe?


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#1 Chris Campbell

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Posted 15 August 2014 - 10:16 AM

I just read this in a book ....don't know if it works but it sounds good.

Whenever a client asks about a piece, you find some way to get it and hold it ... Don't pass it back to them. According to the book, this increases their need to have it because they think you don't want to let it go.

Somebody's gotta try this and see!

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#2 clay lover

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Posted 15 August 2014 - 12:53 PM

I don't know, I have always operated on , ' I have to get them to hold it, before I can get them to buy it."  They're  sure not going to buy it if they don't pick it up. 



#3 oldlady

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Posted 15 August 2014 - 02:20 PM

of course, first the customer has picked up the pot and begun to talk about it.  with a comment of " yes, one of my favorites, may I see that?" you remove it from their hands to yours, you caress the pot, obviously enjoying the tactile qualities while talking about how it is special even among the others that look like it.  the customer will carefully watch your handling of "their" pot (while holding their breath) and when you give it back, it is sold. 

 

it does work.


"putting you down does not raise me up."

#4 PSC

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Posted 17 August 2014 - 04:18 AM

I once had a early shopper at a show, i knew she was a fellow vendor. She was admiring a a certain piece, i told her it was ok to pick it up...she says, "oh no, i know that trick, if i hold it i'll want to buy it." I smiled and winked and told her it was kinda why i was there...to get her to buy it...she never picked it up and continued to browse with her hand crossed behind her back. :)

#5 Chris Campbell

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Posted 17 August 2014 - 12:53 PM

So maybe the customers reluctance to pick anything up makes the "holding it up for them to desire" method even better ... I am definitely going to try this next time.

Chris Campbell
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#6 DirtRoads

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Posted 17 August 2014 - 06:18 PM

Hmmm .... tried this yesterday.   A customer was looking at a piece on the top shelf.   I got it down but never handed it to her.   Sort of hugged the piece and said "I just love this".  (LOL)  They ended up buying it, along with several other pieces.    It was the most expensive item in their purchase list and they were buying it for a family member.   I'm not sure if me doing this closed the sale.   Biggest problem was to keep from laughing. 

 

Interesting idea ..thanks for sharing.   I'll try it again.    



#7 GEP

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Posted 17 August 2014 - 07:31 PM

wow dirtroads ... thanks for trying it and reporting what happened! The story made me giggle too. And thanks Chris for the idea. Now I want to try it.
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#8 BeckyH

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Posted 18 August 2014 - 12:51 AM

If I can get a browser to hold a piece I am almost certain to get a sale. Partly, it forces them to interact on a more personal level, so they feel bad if they don't buy anything.

#9 TJR

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Posted 18 August 2014 - 08:52 AM

Hmmm .... tried this yesterday.   A customer was looking at a piece on the top shelf.   I got it down but never handed it to her.   Sort of hugged the piece and said "I just love this".  (LOL)  They ended up buying it, along with several other pieces.    It was the most expensive item in their purchase list and they were buying it for a family member.   I'm not sure if me doing this closed the sale.   Biggest problem was to keep from laughing. 

 

Interesting idea ..thanks for sharing.   I'll try it again.    

How can you look yourself in the mirror. Next you will be kissing the pot.

Tom.



#10 Diesel Clay

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Posted 18 August 2014 - 09:28 AM

Hmmm .... tried this yesterday. A customer was looking at a piece on the top shelf. I got it down but never handed it to her. Sort of hugged the piece and said "I just love this". (LOL) They ended up buying it, along with several other pieces. It was the most expensive item in their purchase list and they were buying it for a family member. I'm not sure if me doing this closed the sale. Biggest problem was to keep from laughing.

Interesting idea ..thanks for sharing. I'll try it again.

How can you look yourself in the mirror. Next you will be kissing the pot.
Tom.
And if it wasn't hard to keep a straight face before, here's a mental image.

Seriously, I'm going to have to try this. I have a sale in about2 weeks. The previous one I kept trying the "get the customer to hold it and take ownership" trick. It had some success, so I have a bit of a baseline.
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#11 neilestrick

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Posted 19 August 2014 - 09:12 PM

My trick is to tell them to take it out into the sun outside my booth. It gets the pot into their hands, and the glaze (which they were already like) really pops in the sun and seals the deal.


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#12 GEP

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Posted 20 August 2014 - 11:58 AM

I've used the "sunlight" maneuver too, and agree that it works. For me it works best when it's a wood-fired pot, and the customer is learning what "wood-fired" means for the first time. It's also related to the "mail me a check" method that Mark C. talked about ... you are letting the customer know you trust them not to steal the pot.


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#13 Mark C.

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Posted 20 August 2014 - 01:45 PM

Neils post on sunning pots above also is really another topic but while we are here I will say 3 of my shows I do not use a canopy so pots get full sun affects. This leads to more sales in general on my bright snappy glazes. Not all shows can one have no canapy especially when you need side walls for lock down at night. But if the security is good or you take some down then this may be an option or its a one day show in cooler climates.

I have a potter who peels back his top at many shows to get sun on the pots as well.

Mark


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#14 Wyndham

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Posted 22 August 2014 - 08:43 PM

I've had folks pickup a pot and walk around the shop for a number of minutes only to put it down and leave. We say they have squeezed all the love out of it. :o

Wyndham



#15 oldlady

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Posted 22 August 2014 - 11:37 PM

mark, i am glad you said the potter peels back his top, not the potter peels back HER top.  you go to interesting shows!! :rolleyes:


"putting you down does not raise me up."




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