Getting to the SaleWednesday, July 22nd, 2020
Early in my career as quiltmaker, I sold my work.
I took commissions, I did juried craft shows, and I was the only quilter in a fine arts co-op with a storefront.
I saw my share of objections to sales. I still see them today. And, today, with the coronavirus changing our sales process, you might even see more objections.
The price is too high. I need to talk to my spouse first. I can’t make a decision today. I need to look at other items. I need to touch the fabric or see it in person. I’m not sure I have space in my house.
I’m sure you’ve heard some of those and others.
Here are some ideas on how to get past buyer objections so you can get to the sale.
Whatever the objection, you can think of it as an opportunity to educate your buyer.
Look at the most common objections you get and address them early in the sales process.
For example, if you are often asked how to hang your art, talk about that before it comes up. If your sales are wholesale, explain your terms. If someone wants to see if your art fits in their space, let them know if this is/is not possible. If someone wants a different color, are you amenable to reproducing your work? You may even have written material that answers some of these questions with the display of your work at a show or gallery.