Creative Woodworks & crafts 2000-01, страница 58

WES'

Subjecti Selling Your Work

by Wes Demarest

Two of the most frequently asked questions I get are: "How do you sell your work?" and "Where is the besL place to sell your work?" Selling your efforts will come automatically as your skill level develops to a point where your work has the proper appearance to attract customers.

You don't think all those family presents you've been making have gone unnoticed, do you? You are being watched my friend. More than likely one or two people have already passed the word thai they are interested in something you've made.

Are you qualified?

Let's sLart with skill level. By that I mean that your cutting is smooth and even, and the finished product looks even better than the pattern. After all, most prospective buyers won't be interested in an item of lesser quality Lhan they can make themselves—or get their husbands to make. As a point of interest, over 90% of our customers are women and quite a number of them have husbands with scroll saws. That should tell you something.

The battle of the sexes

While women arc much more likely to make purchases, they also tend to be much more discerning. I can explain to a male customer how difficult it was to make something and that the line may be a little crooked because of the grain of the wood and he will accept that. Not a woman. If it looks like it should be a straight line, it better be!

Women tend to shop with a specific person or a place in their home in mind when they go into a store or a craft show. If what you have suits that person or place, you make a sale.

How to choose what to make

Alice and I try to represent as many holidays and themes with our work as we can make space for in our display, and offer them in a price range that is sure to capture enough customers to make our efforts worthwhile. That means anywhere from under a dollar to several hundred dollars or more. The vast majority of our customers looking for items in the $4 to $20 range tend to make multiple purchases so that is where we target most of

our work. We cover a wide array of art styles as well because each region of our country differs a bit in its preferences and this allows us to make adjustments according to those preferences.

Networking

Now that you have received several requests from potential customers, you realize that there may be a way for you to cover the cost of your saw and maybe something more. There is nothing like a profit motive to generate inspiration.

Hirst, research your area to find out what is selling and whether there are other scrollers selling their work locally. Chances are that you have heard of one or two, now go and look at what they are doing. Check all the craft shows and craft galleries in the area you would like to sell in. Introduce yourself to them and ask questions. Don't be afraid to tell them that you are exploring the possibility of selling your work. Most of the craftcrs we know are willing to answer questions, even though you represent potential competition. However, there will be others far less inclined to help you.

Remember these rules of etiquette: Don't stand in front of their display and ask financial questions while customers arc present, or expect an answer to anything while customers are being waited on. Customers expect the artist's undivided attention as they arc making a very personal statement to the artist by making the purchase. Respect that and remember it, as it will be a prime factor to your success.

Compare the quality of your work to theirs. Now is the time to be critical of yourself. Take your wife or girlfriend along. If they are anything like Alice you will soon know where you stand. Unless the criticism you have is directed to you, keep it to yourself. If you are really secure and are willing to accept the opinion of strangers, take one of your pieces along and ask the artists for their opinions. Thank the folks for their time, then check out the rest of the show.

Look at everything and see what is selling, how many people are buying, how many are carrying bags, and what seems to be the hot item of the show. That way you can better develop your own work and not be a direct copy of others.