COLUMBIA

Centre of Attention, Continued from page 5.

be used on the table alongside the pottery. For instance, should there
be flowers in one or two of the vases so that the customer can better
visualize what it would look like when in use? Is it okay to dress up
the table by adding pretty shells alongside a pottery display where the
theme is of the beach? Should there be candy or food in the functional
pieces? To answer these questions, I think that that the potter needs to
examine the type of show where he is displaying and the viewers which
he anticipates. For instance, if the pottery is displayed for exhibit
purposes only, then the pottery should be the only thing on the table.
If the pottery is also for sale, then a potter must also wear the hat of a
salesman. It is a fact that placing free candy in one of your dishes will
entice customers to visit your table. Just be aware. You don’t want to
put other items on the table that take away from the dramatic effect
that you originally had with just the work itself.

B. Sales Tips
1. Take Notes

Watch the customers. Is there a particular item that customers gravitate
to more than others? Keep an accurate list of what items are selling so
that you can concentrate on making those for the future shows. For
that matter, make a list of customers who are interested in your work.
By placing a customer address book on your table, people can sign
up to be placed on your email list. You can then use this list to notify
them about upcoming shows.

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2. Pottery Placement

Watch for hot spots on the table. We found that pieces placed on
certain corners seemed to always sell, no matter what items we placed
there. The most popular hot spot for me seems to be the corner where
the traffic first glimpses the pottery. As the day progresses, you may
want to rearrange your pieces, periodically. Usually trafhe will make
their way around to your table more than once. By creating a different
look, customers will get a chance to view pottery they may have missed
the first time.

3. The Power of the Sold Sign

As pieces sell, don't be over zealous to fill that space with another
piece of pottery that is under the table. Instead, place a SOLD sign in
that slot. Viewers respond with a sense of urgency when they see that
something they like and may buy in the future is selling. They don’t
want to miss out on the chance to purchase one of your bowls before
it is gone.

4. Verbal Contact with Customers

What is the key to eliminating the competition around you? The best
way I have found is to make verbal contact with the customers. Engage
in conversations with the people that come by. Take an interest in
listening to their stories. This will really make a difference in your
sales. The customer's unique handmade gift choice will be treasured
even more if your customers can tell the recipients that they met and
got to know the artist.

5. Business Cards

Business cards are another way to get your name out to potential
customers. But I do not recommend placing the cards out on the table
for just anyone to take as rarely does this result in commissions and
usually the result is money wasted on a thrown away card. Instead,
take the cards with you to the show and only pass them out when
someone specifically asks for one or when someone purchases one of
your items. In this way, the chance increases that the card will be saved
for future reference.

6. Professionalism

To keep customers returning, you need to maintain professionalism
in your work. Scrutinize your pottery before placing it on display.
Resist temptation to display pottery with defects. Also maintain
professionalism in your own appearance. A good tip I received from
Genez Malebranche, an established and very well respected potter, is
to pick an outfit “one step up” from what the customers at your show
will wear.

This article was originally published on the site Clay Art Web Guide. Ann
Ruel has kindly permitted us to reprint it here. Ann is a clay artist residing
in Chesapeake, Virginia and has been published in Pottery Making
Illustrated. For more on her work see www.littlestreetpottery.com.,

Let us know about your
holiday studio sales!

We'll be including members’ Christmas craft and studio sales
info (incl. photo) in the November and December newsletters.
Get your information in to Melany at editor@bcpotters.com by
Oct. 20 for the Nov. 1 newsletter and by Nov. 20 for the Dec. 1
newsletter.

Can't wait to see what you've got cooking for Christmas!