SNEAK PREVIEW - HiddenCorrelations.com
I, the developer of EventLister.com, am working on a developing other sites that will be of a public service nature and need your help. HiddenCorrelations.com is a research website where the same 'private studies' that are done on small groups of people can be duplicated in an open/public environment.
You are invited to create an account on HiddenCorrelations.com and help with initial debugging and site design, etc. Please register today at HiddenCorrelations.com (opens in new window) and start answering correlation questions and see results immediately. You will help many people by doing so.
Some things you can ALREADY help prove/disprove (and already view answer correlations for) include:
- if home or private schooling affects IQ, max education level, employment
- if ER births increase criminal behaviour or lower IQ
- if childhood night-lights cause nearsightedness
- if childhood abuse or sexual abuse causes homosexuality
- if height/hair/weight/high-school popularity affect salary
- etc. etc.
PLEASE HELP RIGHT-NOW! -> HiddenCorrelations.com
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Talking and Relating to Customers By Michelle Sholund - a CraftLister.com Craft Expert about page personal website  based on 65 ratings Viewed 672 times Printed 5 times
"Aww, now that's cute". "Did you make this/Is this homemade?" "I'll be back".
Sound familiar? I get these comments quite a bit and yes, mostly don't buy. Why? Is it something I did? Are these people cheap? Yes and no, but I have learned quite a bit about what customers say and what they really mean.
First of all, for someone to come up to you, as something stands out in your booth that made them want to stop and check it out - is a compliment! Just reserve the thank you's and so on for later. For someone to come up to you and take notice and say "how cute", they could really be saying a few things. 1) You have some really nice things and they just really wanted to compliment you on them. 2) They like your things but it just isn't their cup of tea or can't envision a use for them right then and there. 3) They are trying to talk themselves in/out of getting your items, yet a color, price or something like that could be turning them off. Once you have a person say something to you - like "wow that's cute", that is your cue to SELL them and EDUCATE them. You should be saying things like, "You have good taste, all the things you see before you are all hand crafted items made by myself, the artist. If you have any questions I am the one to ask and please feel free to browse and touch." Another thing you could say is something about what inspired the piece that caught their attention, "You know that is one of my most popular pieces, I just love the way it sparkles (if it sparkles) and reminds me of the times I would go to the ocean with my family in how the sun danced on the water, I really believe I captured that in what you are admiring." Many times people love to hear a good story and the "how cute" statement is the ice breaker which tends to lead to sales. The worse thing to say is thank you and let them keep browsing. A "thank you" is a simple way to get out of talking to people, what they really want is more information on what it is you make. Don't lie to them as they will be turned off by this especially if you trip over your own words, but be as honest as you can.
Don't get defensive if someone says "did you make this?" even though you probably want to choke them with an "of course it's homemade". With shows being inundated with items made from China it is hard for some to believe that there are still people left in the world that make things from scratch. Say it proudly if you do make your own items, "Actually I do make all the items you see before you. I have been a crafts person for "x" years and just in the past few years have really fine tuned the art of "____" as you can see here in this piece." If you don't make your items, say so but reiterate what it is you love about the items you are selling. Always turn the conversation around so that you can gain control of the sale. To do this all one needs to do is think before you speak. Before, some may say it has taken me 20 + years to "make" this item, but instead say something along the line of, "This is handcrafted and from start to finish takes about 3 days to do. My inspiration comes from my family and my travels, all of these items have a little piece of me in them, which is hard to part with, but rewarding because I get to share a little of me with all whom I meet."
Or how about the comment of "Well, that's too much money! I can't believe you are selling it for $50 +! I can get that at Wal-Mart far cheaper!" When you hear this TAKE CONTROL of the situation. The best comeback for this situation goes something like this... "Yes it is $50+, but you should also know that this handmade item that I make myself isn't for everyone. I have several regular customers who are collectors my art/craft. And I do get some who just love to admire it. Now if money is an issue, I do offer something a little less expensive over here..." Notice that the "comeback" isn't negative, and is intended to keep the customer's attention just a little more and offers a solution to the "OH MY GOSH, IT COSTS THAT MUCH!?"
"I'll be back, I want to see everything else first and then do my shopping". Not only do I get that I have said it a few times. The customer could be saying one of two things. 1) it is a somewhat polite way of excusing oneself from a sale. 2) I really like your art/craft, but the customer just got there and wants to be conservative with their money first and then shop OR brought just enough to pay for some things they know are going to be there... What to do? Before they go, get your business card or flier with list of shows handy then say, "Just in case you miss me on your 2nd pass through, here is my business card and on the back I am writing right now the item you really like. This way you have my contact information to make an order or find me at my next show and a reminder of why you have this business card." This was effective of a few occasions as the memorable thing to them was my customer service in really wanting them to know their business means a lot to me.
A lot of times customers say one thing, yet mean something else. It is important to know that just because something you make catches their eye, yet choose to not buy it, isn't your fault! It simply means, that they don't have enough money at that time, have a hard time figuring out where to put it, wear it or show it off in their home, or simply to admire something and hope to find you again and then buy at that time. Often we find ourselves shopping at malls and wander into stores we didn't plan to do shopping in and only window shop, this happens at shows too, sometimes it is all about the right time and the right place, and the right item to make the sale. The trick is to really listen to what they are saying and take advantage what what they mean - this will help in making more sales, or turn an "I'll be back" into a sale! - Grammy
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