Tag Archives: craft shows

SELLING YOUR WORK: Far Afield? Or Close to Home?

There are pros and cons to being a ‘local artist’, and many artists opt to ‘get out of Denver’ as quickly as they can. But there are deep reasons to building a local audience first.

I got an email newsletter from artist and writer Robert Genn. I always enjoy his thoughts on making and selling art. He’s a good writer, and a thoughtful one.

Today (insert link here) he tells why he decided to skip a local market, and developed more distant venues to sell his paintings.

I felt the same way when I started out with my art. I feared that ancient ponies and bone awls would never find a hold in a traditional New England marketplace. I did a few local shows, just to prove to myself I needed to go further afield. And then I did just that.

But I’m here today to eat my words. (I do that a lot.) There are lots of good reasons to start local. And I’ll give you suggestions on how to make it work.

You’ll learn how to talk about your work.

“I hate talking about my work!” “I don’t know what to say.” “My work speaks for itself.” “I’m shy–I just can’t talk to people!” I’ve heard–and said–these words so many times. Let’s cut to the chase. Art rarely ‘sells itself’. Somebody has to talk about it. If it’s not you, then it has to be your gallery or sales rep.

And how are they going to know what to say about it unless you give them a clue? If a thousand artists paint a picture of a tree in a field, then how will someone decide yours is the one that goes home with them?

If you believe that artistically knowledgeable people can tell the difference between your tree and 99 others, or a thousand others, or 10,000, then you’re going to have to be the absolute best painter out there.

In reality, many collectors aren’t looking for ‘the best out there’. They want to believe the one they like best, is the best one.

And your job is to tell them why your painting is the best for them.

You can do it with credentialing–art school degrees, awards, honors, solo shows, etc. You can do it with publicity–press releases, getting your work published and exhibited, etc.

The easiest thing, of course, is to just tell them. You share your technique, your process, your story. Whatever works best to connect them to your work. (You know I vote for ‘story’, but if it feels safer to start with ‘process’, go for it.)

Of course, a gallery will do this for you. But who tells the gallery? Yup. Y-O-U. I got practice talking to my customers. By the time I talked to gallery owners, I was comfortable and confident.

You’ll discover what people love about your work.

I talked easily and readily about why I loved my work, once I got used to the notion. It’s when I shut up and listened that I found out why others loved it.

What other people say about your work is powerful. People overhearing someone else saying something wonderful, is even more powerful.

People saw things in my work that astonished me. As they told me how it affected them, what it meant to them, I became even more dedicated to making it. I realized I need to make it. And others need to see it.

That’s hard to do when your work–and your audience–is a thousand miles away.

And it’s powerful to be able to say to a prospective gallery, “This is what people say about my work….”

You’ll perfect your booth, your display, your signage, your entire presentation.

Let’s say you do get that perfect out-of-state show with the oh-so-sophisticated audience, or the super duper gallery with the big name artists roster. What will they say when they see your awkward framing? Your lack of support materials?

What do you do when your far from home and realize you’re missing a critical piece of your booth? It’s one thing to run home and grab it. It’s another to be looking for the nearest Home Depot at night, in a cab.

Doing local shows was an education. I learned the hard way how to streamline my set-up and breakdown (as much as I can with jewelry cases, table top AND wall displayed items!) I learned they hard way what was essential and what wasn’t. I learned through practice the best ways to display my work.

And then I did my first big out-of-state show. When I did, I hit the ground running. (Well. Running, yes. But there was still a lot I had to learn!)

You’ll generate enough money to keep going.

Getting into an out-of-state art exhibit was exhilarating. It forced me to get good images of my work, and to go looking for opportunity.

But it wasn’t great for sales.

It was a small but steady stream of local sales that kept me going. My local collectors supported me just enough for me to always take the next step. And that was really all I needed.

You’ll learn that you are responsible for your success.

Local market or farther afield, it still takes dedication and work to build your name as an artist. It’s easy to say, “Oh, no one around here appreciates good art” or “People here are too cheap to buy real art.”

I would have an easier time believing that, if I didn’t hear artists from around the world say this. All. THE. TIME.

We all like to blame others when our efforts don’t fly. I do! I want to blame everybody except myself.

I know we can’t control everything. I know we can’t command success. I know sometimes even the best efforts fail.

But we are responsible for doing the best we can.

As I learned how to do better–as I knew better–I did better, and I got better. My presentation improved. My ideas grew. My self-promotion got better. I learned how to believe in myself, and my art.

And I found it a lot easier to learn how to do that, with local venues and local customers.

The biggest reason I’m glad I started local?

When times got hard, I had a safety net.

When the recession hit, and the sales at big shows fell off, when galleries were closing left and right, my local audience saved my ass.

In all the years I’d bemoaned the lack of a ‘local audience’, my small band of collectors and supporters was actually growing quietly and steadily.

My open studios became more successful. My sales at state craft venues climbed–the League of NH Craftsmen’s Annual Fair; the League shops: the Sharon Arts Center. Each year, just as sales tapered off at one venue, another would leap ahead. (For various reasons, my work tends to ‘cycle’ in popularity. Instead of despairing when sales falter, I now know to sit tight and come back with new work in a year or two.)

I now feel honored and supported by my local community.

As I said in my article about local self-promotion, publicizing your successes goes a long way to building that local audience. But I’ve learned it’s well worth the effort.

With the ease of discovering new markets and venues on the Internet, I don’t feel any artist is limited anymore to a local market. But I wouldn’t discount them, either.

Put your eggs in both baskets, and see what happens.

7 Comments

Filed under art, business, customer care, finding your tribe, marketing, press release

SAY THE RIGHT THING

When is a stupid question from a customer not a stupid question? You can read my latest column at the Fine Art Views website here.

A great tip on customer care just in time for your summer shows!

2 Comments

Filed under art, booth behavior, craft, craft shows, customer care, marketing, selling, shows

RUNNING WITH DOGS

Last week I made my first little dog artifacts.

My very first little dog artifact, in faux green soapstone.

Today I have pics of my very first dog pack. I love them so much already! I stayed with a very ancient-looking prototype, with long snout, upright and slightly cocked ears, and a curly tail. The curling tail seems to be the discerning characteristic of a dog versus a wolf or coyote. I could be wrong, but I’m going with it for now.

A whole pack of ancient dogs!

Running with the dogs. For Joanne!

I also have two little otters who are different from their brethren. Their backs arch up. I think they look like they’re doing that thing kittens do, when they arch their backs and hop sideways. And look–see the tiny toes on this one’s feet??

Bouncy otters!

Otter toes!

11 Comments

Filed under artist statement, craft books, creativity, criticism, jewelry display, life with chickens, press release, shows

DEEP THOUGHTS

Something snapped loose inside me in the last few days, design-wise.

I’ve made lots of the usual items for the upcoming League of New Hampshire Craftsmen’s Annual Fair–very simple and inexpensive animal necklace for the young and the new collector, braided leather cord necklaces for men, etc. And I have lots of pretty new items, too.

But suddenly, things got wild.

Last night I made the most wonderful earrings. They are so amazing, I put them on and have been wearing them ever since. I think I’m keeping them!

Earrings for my inner wild woman.....

Not only are they beautifully made (if I do say so myself), they are incredibly light and easy to wear.

I’m really feelin’ the cave these days…. And it feels deep, and rich.

On a lighter note, I found this fascinating page while surfing the net for ideas for new markings. (More complete reading can be found here. Incredible!!

This sends another shiver down my spine…. The second artifacts I made were fossil fish. The story I made for them was that they were trapped in layers of sediment, dreaming of forgotten oceans. “Where is the water they were promised?” I wrote in the little gift cards for them.

When people asked me why my fish were grumpy, I said it was because they missed their oceans.

How eerie to think that these ancient people perhaps also made stories about these creatures trapped in the stone. Stories that were important enough to include the fossil images in their art.

I can’t even begin to think about what this all means. Perhaps it means nothing. But the on-going synchronicity of it all brings me, metaphorically, humbly, gratefully, to my knees.

9 Comments

Filed under art, craft, craft shows, creativity, inspiration, jewelry design, show and tell, telling your story

ANOTHER SNEAK PREVIEW OF THE FAIR

I’ve been working night and day on these new earrings. I’ve been making astonishing necklaces for awhile now. I realized I needed to make some astonishing earrings, too.

These came to me as I was thinking about my shaman necklace series. Suddenly, I realized I could get a little crazy with shaman earrings.

And who said they have to match?? I’ve had customers asking for unmatched earrings for ages. Folks, I’m ready for you this year!

!

Who says earrings have to match?? I love these faux stones and shells, and the little bird is so sweet

Not all the earrings will be birds, but I wanted to make some with my signature faux ivory. Black birds make these pop!

My faux ivory meets my new faux riverstones.

4 Comments

Filed under art, craft, craft shows, creativity, jewelry design, show and tell

WHAT’S KNOT TO LOVE?

A few years ago, I began a series of “Shaman Necklaces”, inspired by neolithic artifacts. I wanted big, bold pieces, and I wanted them to look OLD.

I decided to attach the artifacts with leather cord. But I had no idea how to tie them so they would look nifty. My daughter’s boyfriend at the time, an Eagle scout, suggested the collar and capstan knot.

He couldn’t quite remember how to tie it, though, so I searched for it on the internet. And found this amazing video.

So a big shout-out to the Marinews website in Australia and Andy’s World of Knots animated tutorials.

I absolutely love watching these knot videos, though some of them make me dizzy. And I couldn’t have made my beautiful necklaces without them. I actually had to modify the technique a little, since I needed to connect two objects together.

Why did I think of this today? Because I’ve been working on simpler, less expensive versions for the League of NH Craftsmen’s 77th Annual Fair next month.

And I still need to check the video to refresh my memory! Thank goodness lives don’t depend on what I do…..

1 Comment

Filed under art, craft, craft shows, creativity

GETTING READY FOR SUNAPEE

I’ve done the League of New Hampshire Craftsmen’s Annual Fair, or “Sunapee” as we Leaguers call it somewhat affectionately, for eleven years now. Twelve, if you count the year I exhibited but didn’t have a booth.

It kinda wrecks summer. Just as school gets out and the weather gets nice and things slow down, just as I’m sitting in a sidewalk cafe enjoying a well-earned margarita, just as I’m wondering what to do with all my free time, I realize….

It’s time to ramp up inventory for the fair.

It’s time to make sure I have enough gift boxes, labels, working booth lights, spare parts and wall hangings for this nine-day show.

It’s time, in short, to PANIC.

I hate the panic. I hate the hot. (I’m actually not wild about summer. I hate bugs and sun.) I hate the realization that I forgot to order more clasps, wire, chain, polymer clay. I hate worrying about everything I have to pull together to make it work.

Fortunately, I love my customers. And I love making my stuff.

I also love the creative energy that wells up in response to my panic. Suddenly, there are simply too many wonderful ideas and new ideas to work on.

Anything to keep from thinking about the more boring tasks, like updating my mailing list. And looking for those boxes. And wondering if I have ALL the parts to my booth this year. And trying to remember where I put the light bulbs I bought last year when I realized I didn’t have enough the day before set-up???

Yes, making otters and stones and earrings and necklaces is much more fun!

I love playing with these new riverstone beads I’ve made….

I love love love the soft water colors of my new handmade riverstone beads

A tin of teeny tiny beads. How tiny? Each round tin is an inch across!


I drag out all my little storage cases of handmade beads, including teeny tiny beads I use as accents.

I love how all my artifacts look gathered together. I tend to make little “arrangements” with them in between projects. But when it’s time to put designs together, it’s better if they’re neatly sorted.

I love how all my artifacts look gathered together--what shall I make with these today?

I love to see all the little animal artifacts gathered into “herds”. Of course, it’s not so fun to pick all the chains apart after!

Animal herds. Horses and fishes and bears, oh my!

So there you have it, a little peek into my studio today. I’ve having a little trouble putting the photos where I want them. So if you’re confused, trust me, it isn’t YOU.

Aren’t you glad I didn’t show you the four foot tall pile of papers waiting to be filed?

8 Comments

Filed under art, craft, craft shows, creativity, jewelry, jewelry design

HOW TO TRADE WITH WITH OTHER ARTISTS

One of the nicest perks about being a craftsperson is trading stuff with other artists.

At its best, you get wonderful, beautiful works of art you might never afford on your own. I have some lovely pieces from top-notch artists, items that are totally out of my price range. And my own work now graces the homes of those very same artists.

It’s also a great way to “pay” the people who help me out by working in my booth at shows. Sometimes they fall in love with the work of another craftsman. Trading my work for that often works better for me than paying my assistant outright.

At its worst, however, there is embarrassment, frustration and hurt feelings. What can go wrong? Let me count the ways….

It’s not your style.
Someone asks you if you’d like to trade, you say yes, and then realize their work is not to your taste. You get to their booth and realize there is nothing there you want. (You can get around this by using their stuff as gifts for other people, but it’s just not as much fun as an “emotionally balanced” swap.)

It’s not to your standards. It’s just not as well-made or executed as you thought.

It’s not comparable in price. By that I mean you may not want to trade one of your $600 wall hangings for fifty $10 mugs, no matter how lovely they are. Or vice versa.

It may be unrealistic in price. Or the work might be hugely overpriced, something that sometimes happens with new craftspeople. They see something in the marketplace priced at $1,000 and think, “Oh, I can sell mine for that, too!” Maybe yes. Maybe…not.

Someone very new to the industry once offered their product in trade, naming a price equal to one of my $600 wall hangings. They really wanted a fiber piece, and insisted it was a fair trade.

In a nice way, I demurred but they persisted. They just wouldn’t take no for an answer.

Finally, I said, “Look, your work is nice but I’ve exhibited and sold my work for over a decade. I’ve won awards. I’ve been published. This is the going price for this piece. I know I can sell it for this much money. It’s proven itself in the marketplace.

You’re just starting out, you’ve never exhibited or sold your work, you just made this and put a price on it. It’s not a medium I like or collect. So it may very well be worth that much–but not to me.

Fortunately, he got it, and we’ve stayed friends. Whew!

Bottom line–You just don’t want their stuff.

But even when you DO want their stuff, things can still go terribly wrong. Perhaps because….

The person is whacko. (Sorry, no other way to put it.) One of my most excruciating trades was a woman who approached me at a wholesale show, asking to trade some jewelry for her beautiful fabric purses. I knew her work and loved it. I went to her booth, selected a purse (checking again to make sure that was okay with her) and invited her back to choose her goodies. She chose several pieces and left.

What’s embarrassing about that?, you may well ask. Well, a few hours later, she stomped into my booth with my jewelry and tersely demanded the bags back, saying she’d “changed her mind”. I never found out what that was about, but it felt awful.

Whatever the circumstances, when things are out of balance, it gets difficult. There you are, standing there stammering like an idiot, trying to figure out how to get out of the swap. And everyone feels bad.

Here’s a simply way to set the stage so everyone can feel good about a trade:

Say NO first.

If I am asked to trade, I always start off by thanking the person for wanting to trade, what an honor, etc. Then I say no.

It may look like this:

I’m so honored you want to trade–I’m delighted you like my work! And I really, really wish I could. Unfortunately, I’m extremely strapped for cash this season. So I can’t do any trading at this show. I’m so sorry!

I always offer a discount to fellow exhibitors and show employees, always, so I let them know that, too

Then when I get a chance, I come over to look at their stuff.

If my answer is still “no”–If it’s not my taste, or if I can’t use it for gifts, whatever, I just make cooing noises (“So pretty! Maybe next year….”) and leave.

If it’s something I want I say “yes.” “You know, I really shouldn’t because I’m so broke–but I just LOVE your stuff, so if you still want to trade, I’d be willing to trade with YOU!”

See how much better that sounds?

Saying “NO”, then “YES” works better than saying “YES”, then “NO”.

If I initiate the trade, I don’t ask outright, forcing them to say “yes” or “no” on the spot. I’ll say, “If you’d be interested in trading, let me know.” And then I leave so they don’t have to respond.

In fact, it’s even better if they’re busy with a customer, or not even in their booth. I’ll discreetly leave a business card or postcard at their booth. The card has an image of my work and my booth number, and “Do you trade?” I don’t follow up. If the person wants to trade, they can respond. If not, I’ll never know if it was because they didn’t want to or they didn’t have time, or they couldn’t afford to.

The “left card” approach works for me because it gives the person an idea of what I do. They have time to think about it. And they can come by and browse without pressure.

I like these approaches because….

Nobody’s feelings are hurt if I (or they) don’t want to trade. Everyone involved gets a graceful “out” if they need it.

When I say no and then “change my mind”, it’s an even greater compliment to the person I’m trading with. (“I won’t trade with just anyone, but I’d love to trade with YOU!”)

Even if I don’t want to trade this time, I’ve left the door open for future trades. (Because you never know….!!)

The biggest benefit of all?

It’s true.

I can’t afford to trade with everyone and anyone. I do always need cash.

It’s also easy to modify–I can say, “I can’t afford trade a $600 wall hanging this year, but I could do a trade in the $100 range….” Or do a partial trade, $100-$200 in trade and the balance in cash. Whatever.

And if any trade-willing fellow exhibitors are reading this, OY!!!! My secret is out!!!

4 Comments

Filed under art, business, craft, craft shows, trading

NEW TO SHOWS, WHERE DO I START??

I’m going to be very lazy today, and share a post I made recently on a crafts forum.

A craftsperson posted that they were thinking about doing some shows. She was at a loss on where to begin designing a booth. Was there such a thing as a “booth designer” she could hire?

Someone responded that there are companies who design major exhibits for corporations and such, and perhaps one would be willing to freelance.

But probably not. I wish there were such services available to folks in our budget range. There’s a magazine devoted to the trade show industry called Exhibitor Magazine. Unfortunately, it’s geared to companies whose trade show budgets begin at “up to $50,000″ up to “over $1,000,000″.

The exhibit industry is geared toward displays manned by a team of people, setting up in huge indoor convention halls, and reconfiguring the entire display every couple years.

Consequently, anyone involved in that industry will probably not understand that most of us start out budgeting perhaps a tenth of that figure, maybe even less. They may not understand why your set-up has to be windproof, or how it will fit into your station wagon. They may be aware of poster services and display that start at hundreds and thousands of dollars. But they won’t be able to tell you why velcro ties are more cost-effective than zip ties.

But the magazine is still kinda fun to look through, it’s free, and some of the articles are good reads. A few months ago, it featured one of the best articles on fire safety/fire retardant booth materials I’ve ever read.

And it’s nice to know that sometimes even folks with exhibit budgets of tens and hundreds of thousand dollars still get to a show and realize their booth is too tall for the venue….

Other forumites mentioned Bruce Baker’s CD on Booth Display and Merchandising and I also highly recommend his CD. If, after listening to his CD and rolling through my Good Booths Gone Bad design series, you still have questions, you could ask Bruce for consult. And no, it’s not free, but it will be great advice.

The problem is, we can all tell you what to do and what not to do. It will still feel like (as I always say) someone handed you a pamphlet on driving laws, four tires and a seat belt and told you to design your car.

Ultimately, only you know all your needs and all your trade-offs, what you are willing to scrimp on and what you are willing to throw money at, what you are willing to put up with, what you won’t.

I feel your pain if you carry multiple lines. I have to have solid wall space for wall hangings, some sort of shelves for small sculptures, and cases for jewelry. No simple solutions there!

My best advice is to echo what another poster said, and start looking at other booths with a critical eye. Look at what people use for lighting, what tent they use, etc.

If vendors are not busy, most will be happy to offer you a suggestion or give you a source for their displays. But please–try not to treat them as a walking resource center, though. One of my (many) pet peeves is the people who try to “pick my brain” about everything in my booth. Especially in front of customers. I’ve paid good money to be at that show, and my primary focus is making enough money so I can keep doing my artwork. Be considerate of the artists’ time, unless they actually say they don’t mind talking with you.

Once you have a general idea of what might work for you, you can either search other online forums, and ask people’s opinions about things like tent choices, etc. Or you can ask to be directed to specific sites and displays for your product. For example, jewelry artist Rena Klingenberg has created an amazing website with tons of good information and advice about photographing, displaying and selling jewelry.

When you’ve narrowed your choices down, you can even look for artists who are selling off parts of their booth and display. I’ve bought lots of stuff at very reasonable prices from folks who were updating their booth or getting out of the business. For example, ProPanels has a section on their forums for artists selling or renting their ProPanel walls.

And last, don’t be afraid to make mistakes! Trying to get it “perfect” the first time will frustrate and exhaust you. (I know, because that’s what I do!) Try to just do “good enough”, then see what works and what doesn’t. You can always sell the ideas that don’t work to another new exhibitor. And new booth/tent/display stuff is coming out all the time, too.

I would come up with a snappy ending to this post, but Bunster is chewing through my jeans hem. Her latest way of letting me know she wants to be petted. I would teach her to use email, but then I’d have to give her access to my computer. And we all know where that would lead: Mystery boxes of jelly beans, purchased on Ebay, arriving at my doorstep daily.

P.S. In response to Rena Klingenberg’s wonderful suggestions in the comments section, here’s an article I wrote for the April issue of The Crafts Report on how I learned the hard way I was never going to win a Best Booth award.

7 Comments

Filed under art, booth design, booth display, booth walls, business, craft, craft shows, display, Good booths gone bad, jewelry display, ProPanel, resources, selling, shows

CUSTOMER CARE: Feel the Love

Never forget the love you have for what you do. Remember the blessing of being able to make what you make.

Here’s something to consider the next time you feel a sharp retort rising to your lips when someone in your booth asks a “stupid question”. (Which, in case you don’t already know, isn’t so stupid after all.

The times I find it hardest to deal with problem customers, is when I am not in a good space myself.

There will be times in your life when things get hard. When nothing seems to go right. When you body simply can’t do what you ask of it, not the simplest task. When worries about money seem to overwhelm everything else. When your spirit is exhausted.

There will be people in your life who make things difficult. People who are impossible to please. People who are threatened by what you do. People who are envious of what you have.

There will be stages in your life when you question everything about your work. Is it good enough? Is it still my best work? Does the world even want it? Do I still believe in it?

And just like the times when a difficult child needs your love all the more, this is the time to remember the love you have for your art.

Here’s how that happens for me:

I’ve been head-high in frenzied preparations for my upcoming League of New Hampshire Craftsmen’s Annual Fair. On one hand, it’s my tenth year at the Fair, and I pretty much know what to do. On the other hand, every year there’s something major I forget/mess up/leave to the last minute. Every year there’s a big scramble to deal with it, with frantic phone calls, late nights and the inevitable last-minute make-do. (Which almost always seems to work out better than my original intention.)

This year is no exception. But I have some secret weapons.

The first is modern medicine. After waiting years for the brain buzz of menopause to wear off, I realized it wasn’t going away and it wasn’t even getting better. I realized I’ve always had it–it was just getting worse with age. I sought professional help. I’m now seeing an excellent therapist who specializes in working with creative people. And I’m on a very low dosage of anti-anxiety medication. (Don’t worry, not the addictive stuff!)

For the first time in years, I am sometimes sleeping through the night. I don’t wake up in a panic with my heart racing. Get this–my blood pressure (which used to be low normal but has inched upwards for five years) dropped almost 25 points–in a month! My doc isn’t sure why, but she says we’ll take it. (She thinks it may be the relief from constant worrying.)

I feel more at peace with myself. All the issues I knew intellectually how to manage, but couldn’t emotionally let go of, are softening. I know enlightenment can’t be found in a pill bottle, but it sure makes it easier to actually listen to my heart.

The second secret weapon is my work. The Fair is a concrete “deadline” which helps generate creative energy. Simply immersing myself in making new artifacts always centers me. Okay, partly I bury myself in making bears and otters and horses because it’s much more fun than figuring out how to make new covers for my jewelry case pedestals. Procrastination is a powerful tool in my life for getting something else done.

The third secret weapon is the Fair itself. Despite all the hard work getting ready for, and just being at the Fair (3 days of set-up, 9 days of show), there is a lot of good energy at the Fair.

My daughter, to date, has always found time to come and work with me again, even if only for that first, very busy opening weekend. She’s worked in my booth at both retail and wholesale shows for over eight years now. She’s not only very good at it, she’s simply a joy to be with.

There are old friends to catch up with, new exhibitors to meet, wonderful work to see (and buy!), music, wine and the incredible beauty of Mount Sunapee itself.

And my customers are a big secret weapon, too.

Opening day at the Fair is tough. It takes me awhile to get my “sea legs”. (Would that be “Fair legs”??) To get into the rhythm of being “on stage” instead of “in my studio”.

But when I catch the rhythm, I can dance all day. All week!

People who have bought from me for years, come to see what’s new. People who bought something for the first time last year, come back to tell me how much they love it. People bring their friends to introduce them the artist. (Moi. Maybe in my normal hours I look like a dumpy middle-aged woman, but at a show I am an artiste.) People who lost an earring or broke a necklace rush in to see if I can make their favorite piece wonderful and wearable again. People who I encouraged to pursue their own creative destiny stop by to share their own lovely work.

Even years when the Fair is slow, the energy from seeing my old collectors and meeting new ones, is a spiritual high.

In the midst of all this wonderful, powerful energy, I would be a small person to let an off comment or odd interaction here and there, to bring me down.

But I would be human, too. Because that’s what we do–we hang on to the one hurtful comment or ignorant act.

Remember–as artists, we can choose:

We can wallow in indignation and anger.

Or we can remember that the work we do is blessed work. Not only for us, but for the world.

1 Comment

Filed under art, business, craft, craft shows, customer care, mental attitude, selling

VACATION MODE–OFF! Sunburn, Island Dogs and Fire Safety

We’re back from our very first Caribbean family vacation. We spent a week on the Turks and Caicos islands. And yes, it’s as beautiful as it looks in the pictures.

My sun-lovin’ husband is happy, happy, happy, but despite avoiding the sun between 10 and 3, applying not one but two layers of sunblock (we’re talking zinc oxide here, people) and staying in the shade, I managed to get so sunburned I needed medical intervention. I love the idea of a tropical island, but I’m afraid I could never really survive on one.

Most people come back from the islands with seashells, or maybe a t-shirt. We came back with a potcake puppy.

We actually adopted our little sweetie (a male–we’re still arguing over names) from the Turks & Caicos SPCA. The folks there arranged every single detail of our adoption and transportation of this pup, and another one who will be eagerly welcomed at our own local animal shelter.

Our Monadnock Human Society has had such incredible success with their spay and neuter program that we actually have a shortage of mixed-breed dogs available for adoption in the region. The TCSPCA, on the other hand, is desperate to find homes for these abandoned dogs. They already have connections with other shelters in the U.S. We’re hoping this newest connection with our local shelter will result in more wonderful new homes for these amazing island dogs.

Traveling with these two puppies through three airports, customs, immigration, one delayed flight and a long layover, was a piece of cake. Many airport personnel were familiar with the dogs; you haven’t lived til you’ve seen a stern and proper customs official melt at the sight of one of these pups. One former islander laughed heartily and said, “Yah, we say ‘potcake’, but you say ‘MUTT’!” That’s exactly what they are, of course, lovable, affable mutts.

People unfamiliar with them cannot believe how relaxed and happy the puppies were. They really are mellow, loving dogs, and we hope more can find their way to the states.

And to get right back to business, here is this excellent article on fire safety for your booth by Candy Adams in Exhibitor magazine. It’s one of the best I’ve seen on the subject, and though it’s written for “the big guys” at major trade shows, it offers good insight and clarity for us artists/craftspeople and our more humble booths.

3 Comments

Filed under adoption, art, booth design, booth display, booth walls, business, craft, craft shows, display, life with pets, pets

A NEW WEBSITE FOR CRAFTSPEOPLE

A shout-out for the guy who gave me my first writing gig–and a link to his latest big project.

Today I’d like to introduce my good friend, Larry Hornung, who has been in the crafts business industry for years. He’s been hard at work on a new online project to benefit all us craftspeople and artists.

It’s called CRAFT SHOW NEWS.

I’ve just started poking around the site, and found this thoughtful (and provocative) suggestion for guaranteeing a good crowd at a craft show. Here’s a link to Pam Corwin’s Business of Craft blog and another link to Quinn MacDonald’s always thoughtful, insightful blog Quinn Creative. Please tell Larry he needs to include a link back to CSN from there…

Show reviews, artist profiles, craft news, artist galleries…it’s all there!

AND….you can add your own news, gallery, show review.

But WAIT, there’s MORE!!

It’s F*R*E*E*, too.

I first met Larry when he headed advertising sales and managed the fledgling online discussion forum for The Crafts Report magazine. We had many thoughtful and hilarious discussions about the industry. We’d run into each other at various shows, and I loved hearing his insights and experiences in the biz.

Larry went on to start his own magazine, CraftsBusiness. He hired me to write my first regular column, An Artist’s Journal.

It was a great magazine, and it was a good ride for three years. Then he sold it to another company (who decided not to publish it after all) and set off on another venture. (That’s when I started writing a similar column, CRAFT Matters for The Crafts Report.)

So what’s Larry up to now? Here, in his own words:

I started craftshownews because I believe there needed to be a place where craft artists — and others – could communicate with others in the industry, promote their businesses and their work, and feel free to make their opinions known. Plus, I wanted it to be a place with resources and information that could help grow their business. It would also be free.

As for me, I am hoping to just manage the site, adding my own content (along with artist supplied content) , and hopefully make the website pay for itself.

I’ve always admired Larry’s intelligence and wit, his integrity, his work ethic, his genuine desire to support and encourage fine American handcraft, and did I say he was funny?

Check out his new site. Let him know what you think–he welcomes suggestions! Participate by adding your own show feedback (if you do shows), or volunteer to add an article or link you think would be a good fit.

Oh, and tell him I said hi!

2 Comments

Filed under action steps, art, business, craft, craft shows, networking, selling

LAST SHOW OF THE SEASON

I’m running around in my usual pre-show frenzy, trying to reinvent the wheel, make up tons of new jewelry, and trying to fit a 10′x10 booth into a 11′x5′ spot.

Yes, it’s The Orchard School’s Annual Craft Fair. This wonderful little fair is now held at the beautiful Christmas Tree Inn in Marlow, NH .

I’m in it, I’m not ready, but the curtain goes up at 6 p.m. Friday night, December 5 for the fair preview. It opens for real at 9:30 a.m. Saturday, December 6.

I’ll have my signature artifact jewelry on hand, gifts for guys (yes! Cufflinks!!), plus pretty vintage button jewelry and some lovely pieces made from antique mother-of-pearl buttons.

I have to run to tae kwon do and pretend I can jump into the air throwing a kick. If I get a chance, I’ll upload some pics of the MOP jewelry later. Here is a lousy pic of some really cool earrings, made from antique mother-of-pearl buttons. They have a soft, almost metallic gleam to them, in shades of cream, silver and brown–lovely! (If I do say so myself…)

These little shows are a challenge for me, because it’s hard for me to do anything half-way. The ceilings in the room are too short for my propanels, I had to beg to get access to electricity (so I have to use 35 watt bulbs in my lights, and bring only a third of them) and I never remember to allow myself a way to get out of my booth. Oh well, who needs to eat?

But I like doing one or two of these smaller shows from time to time, because they force me to get small, to focus and to simplify my set-up. (Although I think I missed the point of this, this year….)

Wish me luck, stop by if you’re in the area, and maybe I can get some pics of my little half-booth if I remember to take my camera.

6 Comments

Filed under announcement, craft shows

JEWELRY DISPLAY #3: How Sweet It Is…

Candy, that is.  And today’s display idea is a candy dish from a dollar store.

I think this cost me about $6 or $7. I’ve started seeing similar items elsewhere, too, so keep lookout if you think it might work for you.

Here’s what it could look like as jewelry display. (I know, I know, my photography is awful. That’s why I’m a fiber artist, dude!)

Actually this was a real rush set-up, just to give you a way to look at “ordinary items” with an eye for display. What I like about this candy dish thingie is a) it breaks down into parts, so it’s easy to transport; b) it has different levels; and c) it was cheap!

To make it lighter/easier to pack or ship, you could look for baskets to substitute for the dishes.

Utilizing different eye levels in your display is a quick and easy way to add interest and movement.

Bruce Baker, noted speaker on selling and marketing craft, commented on artists and display years ago. He said, “Artists tend to line everything up–paintings, jewerly, pots. It’s so boring!” I thought it was an odd thing to say at the time. Aren’t artists creative?? Don’t we like wild and crazy??

But I started looking at booths and displays more closely, and he’s right. We may be wild/crazy/reckless/ambitious/outre/color-outside-the-lines with our art. But we tend to be very rigid and linear in our display.

Vary the levels a little, set some things off-kilter, work with small groupings and assemblages. See for yourself if it helps generate more interest in your display.

3 Comments

Filed under art, booth display, craft shows, selling

HOT TIP 4 PROPANEL OWNERS

I’m all set up for the League of NH Craftsmen’s Annual Fair–our 75th!! (yay!!!) It’s going smoothly so far, which I hope means I’ve finally experienced enough booth emergencies in my life to be ready for anything.

I broke down and invested in MD Propanels a few years ago, and though I’ve managed to have some “emergencies” with them, too, they have still made my show life infinitely easier.

Now they’ve added a cool new add-on called Quick Shelves which I highly recommend.

Why, can’t you already order Propanels with shelves, you may ask? Yes! But you have to specially order which panels you want made with the slots inside for the shelves and shelf brackets. And if you are like me, plan and plan as you might, you can never actually tell exactly where you want the damn shelves to go. So you set up your booth and either a) lose track of which panels have the slotted things in them and get them in the wrong place, or b) keep track of them and get them in the right place, but change your mind.

With the Quick Shelf, you can either mount the shelf as you put up a panel (any panel); or you can set up your booth, decide where you want the shelves, and go back and put the shelf in. (My method, of course!) (Are you surprised??)

I’m not sure how much weight they’re rated for. But when they’re installed, any weight pushes the bracket more firmly into the wall. So I believe they’re pretty sturdy.

I think they’re great, and I think you will, too!

Not affiliated with MD Propanel, just another happy customer.

2 Comments

Filed under art, booth design, booth walls, business, craft shows, selling

GETTING PEOPLE OUT OF YOUR BOOTH #10: Don’t!!

A reader left a question for me on this series:

“Would you discuss one other group of people that one sometimes needs to get out of the booth — the people with kids who think everything in your booth is something neat to play with?
OR the adults who think your booth is a cool place to let the kids handle everything? Especially with sticky, gooey fingers? I’m a spinner/weaver, and trying to figure out how to say nicely, “Only with clean hands, please…” Dirty sticky yarn doesn’t sell well…”

Actually, you don’t need to boot these people out.

Use them!

How you deal with kids signals other potential customers how you will deal with them if they do something stupid. (Accidentally, we hope!)

A little patience, and some little tricks along the way, will go a long way to creating a relaxed atmosphere in your booth.

Use these moments to educate the kids about your work. They’ll either be enchanted, and you can work you sales pitch gently into the talk.

OR they’ll get bored, because now it sounds like school, and they’ll lose interest, moving on to the next exciting booth to manhandle.

Remember: Every other customer will be listening intently.

Trust me. One of the most important things I learned from Bruce Baker is that what people overhear you telling another customer is perceived as being the truth. Use this opportunity to tell everyone in your booth about your work. (Er…but not loud enough that people two booths over can hear you….)

I know there are some children who don’t behave well. But I’ve only had a very few incidents where the child was actually destructive or totally disrespectful.

For the sticky fingers, here are some ideas:

Keep a “special skein” available behind the counter for kids to touch, maybe even a few samples of roving–something you won’t care about if it gets messed up. Come on, we ALL have those dud projects hanging around somewhere. Now you can put it to perfect use!

I keep a package of baby wipes handy. When a child starts pick something up, I quickly say, “Here, let me help you.”

I ask in a friendly way, “I have a special yarn for kids to touch. Are your hands clean?” They usually get a little settled here. You’re starting to act like a teacher or a parent. They usually nod solemnly. “I say let me feel your hands.” You can tell instantly if a kid’s hands are clean! If they are, give them the sample skeins. If not, hand them a wipe.

I say, “It’s okay to touch my work, as long as you treat it gently and with respect. I’ve worked really really hard to get it to look just right.”

They usually respond with another solemn nod.

Then, depending on the age of the child, I talk a little bit about the horse. I point out all the tiny layers that make it look like ivory. I point out all the little details that make it special. If they are pre-teens or older, I talk about how four teenage boys discovered the first, and most beautiful Ice Age cave art in the world. They are enchanted that someone their age did something so incredible.

Okay, Alta Mira in Spain was discovered first, but no one knew what it really was until after Lascaux.

As I point out each detail, the parents start looking, too. And so do other customers. Everyone starts to really see the work. Sometimes I even see other customers finally reach out to touch a piece they’ve been looking at.

This permission to handle your work with care and with clean hands and under your supervision helps to create an air of respect for your work. The dynamic changes. Instead of “play time!”, you’ve created a teachable moment.

Use this moment to talk about your work with love and pride, and I think you’ll find that most kids will respond to that. And their parents will be grateful.

Don’t get your hopes up! I’ve found over the years that the parents rarely buy anything. You’ve provided that edutainment (education + entertainment) that Bruce Baker talks about so often.

View this as your contribution to fostering appreciation for the arts and crafts for a future generation.

Actually, sometimes parents do buy your work, if the child gets attached to your product and your work isn’t outrageously expensive. They buy it as a souvenir of the experience you’ve provided, or to foster a budding interest in the child. I have had parents buy $50 and $75 items because their child was so fascinated with it. (And sometimes those are the most difficult kids, because their parents do like to indulge their kids.) Don’t be too hard on them. We all know how tough it is to be a good parent, even the best parents have their bad moments.

You can adapt this script to work with other products as well. I keep a couple artifacts behind the counter, or pick up something sturdy like one of my netsuke animal artifacts. It’s neat to have two, because then the child can choose which one to hold, which adds to the fun (and helps capture their interest.) This also helps if there is more than one child, because then everyone can hold one. Fun for all!

If your work is just too delicate or fragile for such handling, have a sample of the materials you use, or one of your tools, or again, a cast-off piece that you don’t care about. You can actually use this approach for adults, too.

Treating children with respect and genuine warmth pays off in other ways, too. A regular customer brought his son in last year. The boy had visited every booth in the fair, looking for that special something to spend his money on. His father said, “When we finished, he didn’t even want to look again–he came right back here to buy this!”

He pointed to a small wall hanging for $350. That boy had saved a lotta money!

I was honored a child would be so enchanted with my work, he would actually buy such a fabulous piece.

And I was doubly glad that I deal with kids the way I do!

Here’s another reason–a BIG one–why you don’t really want to get these people to leave:

Human beings are born yearning to touch things.

Touch is how we explore our world, and we rejoice in the experience.

“Feel how soft this sweater is!” we exclaim as we shop. “No, not this scarf, it’s too scratchy.” “These pears are too firm, but those pears are just right!”

We constantly talk about how things feel: “Oh, this puppy’s fur is so fluffy!” “I love to walk on the beach and feel the sand between my toes, and feel the wind in my hair, and play tag with the waves.” “I can’t stand wearing that shirt because the tag is scratchy!” “I love it when my kids hug me.”

When we tell children not to touch, we are asking them to go against their very nature. Our very nature. When you see people enter your booth with their hands behind their back, it’s because the temptation to touch is so strong (and they know they “shouldn’t”) they have to physically hold themselves back.

I’m lucky to use a material that’s sturdy and durable. I know not all artists have that luxury. But when I tell people that it’s okay to touch my work, and to feel free to pick up a piece to look more closely, their relief–and joy–are palpable.

It creates an incredible feeling of participation and delight in my booth.

Try to find ways to let people touch something in your booth. Your customers will be happy, your visitors will be charmed, and you will feel better all around.

8 Comments

Filed under art, booth behavior, business, craft, craft shows, customer care, getting people OUT of your booth, mental attitude, selling

GETTING PEOPLE OUT OF YOUR BOOTH #9: Why Distraction Works

Some of you are probably getting the hang of this now. “Promise them something later…okay, I get it!”

But aren’t we letting ourselves in for all kinds of time spent doing all kinds of favors for those people? After all, “after the show” comes up…well, right after the show. Just when you want to kick back, take a breather, and then get down to filling those special orders and making those repairs.

Well, this is the best part…

You will never hear from most of those people again.

Here’s a look at the dynamic:

There’s something about being at a show that affects us all.

Customers are excited: They’re shopping! They get to see dozens, maybe hundreds of cool little booth-shops, all lined up in rows. There is wonderful new work to be seen, interesting new jewelry and clothing to try on, fabulous new objects to marvel at. And the artists–such an odd breed! They look different, they sound different, they just do stuff and make stuff and gosh, they just have such interesting lives. As Bruce Baker says so enchantingly, “To ‘normal’ folks, artists are people that ran away to join the circus!”

Those same artists may be exhausted, hot, excited, anxious, cold, flattered, suave, frantic, happy, hungry, shy, nervous, polished, bored, thrilled–sometimes all in the same day.

At a show, the rules are different. It isn’t like shopping at TJ Maxx. But it’s not like being at the museum of art, either.

A show does look a little like a circus. There may be “acts” (demonstrators and workshops), fun food, music. Children laughing (and crying.) Serious collectors and Looky-Lou’s.

It’s also impermanent. A few days ago, this wonderful fair may have been an empty gymnasium, or a parking lit, or an empty field. Now it’s filled with tents and tables, crowds and people and noise, noise, noise.

And in a few days, it will all be gone, like fairy gold. It will magically disappear and the gymnasium, parking lot or field will reappear again.

Is it any wonder that some people are at their worst? Especially those who “issues” to begin with?

Is it any wonder that tempers are frayed, that attention wanders, that our skins are thinner and our patience is shorter? That the comments and actions of annoying people suddenly take on monumental proportions?

And that’s why sometimes all we need is a breather. A few seconds to calm ourselves and get centered again. A deep breath so we can get to our happy place again.

It’s the same for those annoying people. They may annoying, but they are bound to be even more annoying. They are out of their element, their normal routine is disrupted, the normal “stops and guards” on their social shortcomings are not in place.

That’s why distracting people with other choices, other options, is so effective. It gets them out of the particular situation that brings out the worst in them (the show), out of that moment (in your booth)–and on to another place, another time (“after the show”).

That’s why getting people to deal with you after the show is so effective. When everyone is back in normal life and normal time, sometimes the annoying behaviors disappear, too. The urgency they felt to get something from you, the negative energy they carried, simply dissipates.

It tends to dissipate so much, the problem simply goes away. I think that of all the people I ask to contact me after the show, probably less than 10% actually do.

If I’ve asked them to follow up by e-mail (which is the most convenient for me), it may take me only a few minutes to take care of all their requests and answer all their questions.

Use those magical words “after the show” like a giant fairy wand, making everything weird and nasty and annoying just disappear into a puff of smoke.

Best of all–you can wave it more than three times, too!

3 Comments

Filed under art, booth behavior, business, craft, craft shows, getting people OUT of your booth, life, mental attitude, selling, shows

GETTING PEOPLE OUT OF YOUR BOOTH #8: Your New Best Friend

Eighth in a series about getting difficult out of your booth at an art fair or craft show.

A reader wrote to ask:

“Any plans to do a post about the customer who, once she’s bought from you, now thinks she’s your friend? I had this happen once, at a 5-day show (where she bought on day 2, and returned on 3 and 4 to talk endlessly). I was as polite as I could be when I wasn’t trying to duck so she wouldn’t see me (!). That mixture of being grateful she’d bought a piece and annoyed that she kept showing up was difficult to juggle.”

Michelle, your wish is granted!

Hmmmm, that’s a good one–the customer who feels they’ve bought your friendship….

As annoying as that was, it sounds like you handled it well. You dealt with her as politely as you could, and disappeared as you were able.

Here are some thoughts to help you decide which course of action feels right for you.

Remember, a small part of our biz is going to be a form of social work. Some people are lonely or have very poor social skills, or they’re lonely because they poor social skills. For them, this IS how they make friends and interact in society. They do things that give them an excuse to talk to people. It can be hugely annoying, but a little patience and compassion can go a along way–if you aren’t busy with other customers, and if you have the patience for it.

This sounds like a person who has trouble respecting the boundaries of others. Your booth is like a little store with a new friend in it, and she wants to come and visit every chance she gets. The bad news is, this person may be oblivious–it will take more than a gentle hint or two to move her on. The good news is, she’s probably used to blunt tactics, because she probably does this all the time.

Sometimes the only way to deal with a boundary issue is to name it and say it. “I’m delighted you like my work so much. I’m honored you’ve supported me by buying a piece. But I really have to focus on making the most of this opportunity to sell my work at this show. It’s been lovely talking to you. But I hope you’ll understand that I need to get back to work here.”

If this speech is too hard, start shorter and brisker: “Listen, it’s been great talking to you, but I need to run–thanks for stopping by!”

Then run.

If she still keeps showing up, repeat. Be consistent. Friendly but firm. It may take a few turns, because people who are oblivious to the fact that they’re being noodges tend to be oblivious to all but the most blatant management.

Of course, this is hard for people like me who have trouble setting boundaries. Just look on it as good practice.

Another tactic: This is another example of a “free milk” person–they want your interest and friendship. The difference is, they feel they have paid for it, though by now you’re feeling they got the better end of the deal.

You could try offering them something more “free”–like offering to put them on your list for open studio events. That could reassure them that you won’t forget them. (As Bruce Baker quips, “How could I ever forget you??!!”)

If there’s no one in your booth and you are dying slowly, you can always try to interest her in another artist at the show. Pass it off as customer service: “You know, as I listen to you, I realize there’s another artist at the show you’d really love. I think her work is perfect for you. It will really resonate with everything you’ve been through. Let me take you over to her booth and introduce you.”

Do it–and RUN. Then she can have TWO new friends!

Finally, there’s the strategy of pushing this to the limit and using this to your advantage.

It’s drastic. But I’ve found that people who are locked in their heads like this usually make it all about ‘them’. Make it about you.

If there’s no one in your booth, I’d use the opportunity to keep selling to her. Keep circling the conversation back to your work. She might be persuaded to buy another piece.

At the very least, as other people enter your booth, they’ll be able to hear you talk without having to deal with you directly. A lot of people who browse will do just that–listen intently to what you say to another customer as they shop uninterrupted. It’s an effective selling technique.

Be sure to stop occasionally as new people come in and acknowledge them by greeting them. Casually say, “If you have any questions, just let me know” or “If you’d like to try something on, the mirror is right here.” That lets other customers know you’re paying attention.

At the slightest hint someone needs your help, smoothly interrupt the talker to say, “Excuse me just a moment.” and move to assist the other person.

If it’s just you and her, and she won’t buy anything else, then….Talk away to your heart’s content. Just make sure it’s all about you. Sometimes the only way to shoo a bore away is to be a bigger bore.

Did I just say that??!!

11 Comments

Filed under action steps, art, booth behavior, business, craft, craft shows, customer care, getting people OUT of your booth, selling, shows, time management

GETTING PEOPLE OUT OF YOUR BOOTH #7: The Hardest Cut of All

Seventh in a series of getting difficult people out of your booth at a craft show or art fair.

I can almost guarantee you this “difficult person” will be the hardest one of all to deal with. If this happens to you, my only consolation is, you are not alone.

It will happen after you’ve asked a friend to help you in your booth at a show.

Because there may come a time when you will have to ask that friend to leave your booth.

I have a few friends who not only work with me on my booth at some shows, they volunteer to help, calling me months ahead of time to offer their services.

And they are simply amazing at it. I secretly think they are better at this than I am. They are a miracle made manifest in the world, and I am the luckiest artist alive because of them.

And even if someone isn’t stellar at selling, they are such good company, I’m delighted to have them on board. Their companionship is all that is necessary.

I also had a few friends, perfectly good friends…. Friendships of many years duration that have gone screaming down in flames from working with me in my booth.

A day into the show–sometimes an hour into the show, you realize with a terrible sinking feeling that it’s all gone wrong. They are not doing well in your booth. It is so not working out.

They show up dressed inappropriately–either under-dressed (“I want to be comfy!”) or over-dressed–or barely dressed at all. (“Oh gosh, I can’t get this top to stay up!”)

They’re so busy telling you about their hot date last night, they ignore customers in the booth. Or get mad when you interrupt their hot date story to deal with those customers. Or can’t understand why you don’t even want to hear their story when the customers are just looking, for cryin’ out loud.

They don’t know how to talk with customers, saying, “Can I help you?” even when you’ve told them a dozen times that’s the worst possible thing you can say to a potential buyer.

The friend loves to share funny stories about you with your customers. Stories you kinda wish she would not share.

It can get even worse.

One artist told me her assistant used her high-end booth display to do his ballet warm-up exercises. In front of customers. All. Day. Long.

Another told me her friend came back from lunch–two hours late. She’d decided to go shop around the fair. The artist, having sent her to eat first, was starving.

Another said a friend got plastered at a dinner out with important clients–buyers for a chain of stores–and behaved inappropriately. (Still waiting to here the juicy details on that one.)

Two different artists with compatible work share a booth to save on expenses. Only one is constantly trying to steal the customers of the other.

Whatever the attitude or behavior, it’s detrimental to your business and to your mental health.

And you are going to have to ask them to leave. Either at the end of the show (if it’s just mildly annoying), the end of the day (if it’s hugely annoying) or within the hour (if it’s such a disaster you are going to kill them any minute.)

And before you say, “Oh, Luann, we know what a pistol you are! That would never happen to me!”, let me assure you–it happens a lot. It has happened to people who have been in business for many, many years.

It happens so much, I know people in the biz who now have an iron-clad rule: They never–ever–hire friends to work for them anymore.

How can this happen? Why does a normal person who is nice enough to be your friend suddenly turn into the booth assistant from hell?

Reasons:

STRESS Shows are hard. No. Shows are really, really hard. It’s the work of getting enough product made to stock your booth. The weeks of preparation, making sure all your booth components are in place and in good working order. Making travel arrangements (and maybe family arrangements for your absence), and dealing the expense and stress of packing and loading and simply getting to the show. Set-up (ye gods, we could all write a book about the things that go wrong during set-up) and break-down. The weary drive home, the unpacking and trying to get back into your normal life–so you can do it all again for the next show.

In between is the part that is both wonderful and dismal, fun and agonizing–doing the show. Talking to enthralled customers about your work, and watching people walk by who couldn’t care less about your work. Making big sales and wondering if you are going to make booth expenses. Meeting other cool and interesting artists, and dealing with weird, psychotic fellow artists. It’s all there, it’s all happening at the show.

In short, S*H*O*W*S = S*T*R*E*S*S

And there’s your friend, a show virgin who just doesn’t get it. Who just doesn’t get any of it, at all. She doesn’t understand what you’ve already been through, or how critical the show’s success is to you, or how frantic you are underneath your smiling exterior. It all looks fun and glamorous to to her, and that’s what she’s expecting.

Or she’s under stress, too (see “their stuff” below). Or they worry they’re not going to do things right. Or they worry you’re going to do the crazy artist thing and yell at them.

So maybe you’re both stressed. whoo hoo.

UNCLEAR EXPECTATIONS Some people, despite your telling them the way it works, do not understand that being in a show is WORK. They don’t really understand it is a business situation, and that you have to generate sales to stay in business.

They arrive with a vague idea that it’s going to be a fun-filled day, full of chatter and fun food and wonderful sights to see.

They won’t understand why you interrupted their moving reenactment of the last awful days of their collapsed marriage just because a customer came into the booth.

They won’t understand why it wasn’t okay to just disappear for two hours at lunchtime because they felt like taking a walk.

They won’t understand why it’s really, really important to get ALL the numbers imprinted on a charge slip, including the card’s expiration date and the customer’s telephone number.

And because operating the credit card machine is just “too confusing”, they won’t understand why you can’t just do it, while they schmooze your customers.

And they won’t understand why you will have to tell them to shape up or ship out.

SHADOW ARTISTS We’ve covered this in previous chapters in this series, but it bears repeating. At a show, these SA’s are in your booth–a booth that is actually a tiny monument to your ambition and achievement.

They will be surrounded by your work. They will see and hear your fan base–your customers. They will have to listen to people rave about you with excitement and admiration. They will have to listen to you talk about your work with pride and confidence.

It will be too much for them.

It will simply be too painful, the cognitive dissonance too great, and they will resent it. For some people, seeing your success in pursuing your art, up close and personal, will be the final straw.

EGO Some people cannot handle being in a subordinate position in the friendship, even a temporary one as you booth assistant. They will refuse to follow your suggestions for selling. Or they will continue to push their craft over yours. They may resent having their time managed.

CHANGING ROLES We start a friendship with everyone’s roles firmly in place. And then the roles change.

Many relationships struggle with this transitions, not just friendships. Business partnerships. Mentor and student. Parent and child. Even marriages often topple under the stress of two people growing and changing apart.

Somehow, we don’t ever expect our friendships to fail from our changing roles. But they do.

One explanation: If you scratch the surface of the friendship, my humble experience has been it may have actually been based on one of these prototypes.

And like them, subject to the same sad conclusion when the roles change and the pressure to adapt rises.

THEIR STUFF Other people have their stuff–my catch-all term for emotional baggage, hard times, psychological upheaval, whatever.

They may have recently lost someone they loved, or even someone they hated. (The stress from either is great.) They are in a hard place for reasons that have nothing to do with you.

It’s going to spill over at some point. If you are near them when it happens, you are going to get scalded.

So what are the clues this beautiful friendship-cum-sales team is heading south?

They are resistant to your suggestions and training. I give out Bruce Baker’s sales training CD to new assistants before a show. One person said they were too experienced with sales to listen to it. I believed them. The first hour in the booth, it was painfully obvious their experience was not as good as they thought it was.

They forget who’s boss. They will show resentment when you ask them to do something they see as trivial or mundane or demeaning–running an errand, etc.

They will rearrange your display when you step out of the booth, and their feelings will be hurt if you are not happy with their efforts.

They may even decide not to show up at all, telling you that you don’t really need them–leaving you in the lurch and too late to make arrangements for other assistance.

They forget whose booth it is, and whose work they’re selling. I actually had one friend refuse to wear my jewelry in my booth. She wanted to wear her fashion accessories instead. Not wanting to push it, I let her–until the first customer noticed her work and asked her about it, and she happily started to tell them about her business.

They see the time with you in your booth as a social thing, a chance to catch up on all their life changes. This is so hard. Of course you want to hear all this stuff. But the show has to come first.

At a show you are working. The focus has to be on selling your work. And you can’t afford to deal with downer stuff. You must stay upbeat and positive.

Worse, your efforts to remind them of this will sound heartless and uncaring. It’s an impossible situation.

Now for the sad part.

In all my years of dealing with this, I have never found a good way to “fire” a friend.

I have yet to salvage one friendship from a “firing”.

And I have never felt good about what I had to do.

I’ve tried many different approaches.

I’ve tried heart-to-heart talks over dinner and drinks after the first day.

I’ve tried taking in all the responsibility for the misunderstanding (for which I was accused by the friend as “You’re treating me like a damn teenager!” I had to bite my tongue in order not to respond, “That is exactly how you’ve been acting the last 24 hours!!”)

I’ve tried to fudge it by saying I overestimated my needs, and don’t really need to tie up their time for the entire show, or even the entire day.

I’ve tried to be upfront and honest and calm. “Look, I know your life is your life–it’s not my place to expect you to put my needs above yours. I know if you are sick, you shouldn’t be expected to work. But you offered to help, and I told you my expectations, and you accepted them. And when you wait til five minutes before the show opens to call and say you won’t be coming in, that puts me in difficult position. I simply need more time than that to line up someone else to help.”

Nothing worked. Anger, resentment, recriminations follow, all falling on my head and making me feel even worse. The only thing left to do is say nothing more so as not to make it even worse.

When I asked my fellow artists how they handled it successfully, they confirmed a sad fact. No matter how you couch it, it’s going to suck big-time. And the only friendships that survived were the ones where the friend took it in stride and let it go. The friend has to decide it is not going to ruin the friendship.

One consolation for me was, I felt like I was choosing business over friendship. It is only with time and some emotional distance that I can see the storm clouds were often already on the horizons. The show only acting like a giant magnifying glass, focusing little heat rays on the issue and setting it on fire.

It’s also a part of doing business. Sometimes you have to fire someone, and they just aren’t going to like that or deal with it well. If it happens to be a friend, it’s just more gasoline on the fire. But there’s never a good way to fire someone. And there will never be a good way to fire a friend.

If it were a small show, where I only hoped to gross a few hundred bucks, I might feel that it’s not worth it to risk the friendship. You might choose to simply let it go, get through the day, and do things differently next time.

But at a big retail or wholesale show, where thousands of dollars and your professional reputation are at stake, you may have to act–unless you are independently wealthy, or just don’t need the money.

The only thing I can think of that might be worse is if this happens with a family member. And at least there is huge incentive for a family member to eventually come around. Although, come to think of it, there are a lot of divorced people who used to be in business with their ex-spouse…..

Think long and hard before asking–or allowing–a friend to work with you in your booth. And hope for the best. But be prepared for the worst.

3 Comments

Filed under action steps, art, booth behavior, business, craft, craft shows, customer care, envy, friendship, getting people OUT of your booth, jealousy, life, selling, shows

GETTING PEOPLE OUT OF YOUR BOOTH #6: Bear Baiters and Goat Getters

Sixth in a series of people you want to move out of your booth at a craft show or art fair.

There is a reprehensible sport from ancient times known as bear baiting. Bears and other wild animals were teased and provoked into attacking and fighting other animals, for the enjoyment of spectators.

It’s hard to imagine, but we still have a civilized version of this sport today.

There are people among us who thrive on confronting and insulting other people for their own amusement and excitement.

The internet, with its potential for anonymous baiting and the virtue of distance from our targets, can encourage this type of behavior in modern times. On forums, we call it “flaming”.

Very occasionally, you may have the misfortune to find someone like this in your booth.

It may be fellow artist with a bone to pick with you (a real or imagined bone.)

It may be a customer who loves to “tease” you, perceiving you as a captive audience in your booth , making “funny” rude comments about your work

It may be as subtle as someone who, seemingly interested in your work, asks you questions–but then refutes or argues with every answer you give.

Why does this happen at shows? Because we’re seen as a captive audience and an easy target.

We may be perceived as a captive audience because

a) we obviously are “tied down” to our booth space during a show, and

b) we are taught “the customer is always right” even if the customer is being ridiculous.

Sometimes, c) because we are women and socialized to be more conciliatory, we are baited by people who know we won’t fight back (because that would be rude.)

And d), these people also sense we are trying desperately not to make a scene in front of other customers.

Whatever the situation, whatever the rationale in their mind, know that someone who pulls this stunt while you are conducting your business at a show doesn’t deserve an extra minute of your time and energy. Move them on!

A good analogy to keep in mind is treating your booth as your private home. Would you let just anyone into it because they showed up at your door? Would you let someone rude stay just because you were too polite to get them to leave? (And if the answer is “yes”, then sign up for an assertiveness training course immediately!!)

If it’s a fellow artist, you should know that in most shows, even small ones, in your contract there is an unspoken (or even stated) assumption that your booth is your space, for the duration of the show. You paid the booth fee, you’ve set up your display to do business there, and you have control over who is allowed in. Technically, you do not have to even allow other artists into your booths. This is especially true of wholesale shows. Artists who enter your booth without your permission or who refuse to leave when asked can get into a lot of trouble with show management.

If there are artists who stir up such bad vibes in your booth, make a point of cheerfully but pointedly drawing any conversations to an instant close the second a customer enters your booth. “It’s was nice of you to stop by, but I really have some things I need to work on right now.” Make a point of escorting them out to the aisle.

If there are no customers, you can still ask them to leave, or head them off before they even come in. “Hi! I really can’t stop to talk now–maybe later?” (Make sure “later” never comes….)

If they don’t take the hint, be polite but blunt: “I’m so sorry, but I cannot do this right now. It’s time for you to leave.”

If you maintain your composure and stay grounded and calm, even if there are customers in your booth, you will still come off okay.

But what if the baiter is a customer?

You still don’t have to put up with it. But sometimes, putting up with it can win friends and influence people.

The social dynamics of bullying and baiting are beyond me, and I don’t have answers. But I know when someone is being baited, it’s hard to watch. And harder to figure out what to do about it, especially if the person being baited is at least as competent or powerful as you. (And since we are the artist and the rightful “owner” of the booth, we are actually perceived as more powerful and competent than the person baiting us.) You desperately hope they will do something to defend themselves. But you are also hoping they don’t make the situation worse, too.

Your customers are watching and feeling the same way. So dealing with that customer’s behavior diplomatically will set your other customers at ease.

I had one customer bait me with the “asking questions/arguing with the answers” thing. It was hugely annoying. But I didn’t really get that he was doing that. I was just determined to turn him around with my sincerity and my passion for my work.

In my innocence, this turned out to be the perfect ploy. Every time he said something pissy about my motivations, I answered with genuine conviction about what I was doing. I was genuinely puzzled by his behavior, and kept my responses thoughtful and calm.

He just kept it up–til his wife came looking for him.

She instantly recognized what he was doing. (Evidently, this is what he did for fun at craft shows.) She said in an exasperated tone, “Oh for godsake, leave that poor artist alone! Why do you act this way?!”

She glared at him til he sheepishly hulked out of my booth, and then said to me, “I’m so sorry, he does this all the time!” Her voice drifted back to me as they walked down the aisle, “If you don’t quit treating people like that, I’m leaving you home next time!”

I admit I am such a small person, I found this extremely gratifying. But what gratified me even more was what happened next.

A browser nearby came in and said, “Wow! You really held your temper with that old coot! I’m impressed!” And promptly began shopping in my booth.

Then there’s the customer who makes constant sardonic remarks about your work. It’s “supposed” to be entertaining patter, all in fun–but it sure doesn’t feel that way. I’ve heard this referred to as “talking smack”–an exchange of put-downs and insults between friends.

Well, there is a time and a place for such practice–maybe in a bar over a few beers discussing your favorite respective baseball teams. (“How about them Red Sox?!”

But never in your business place. Never where you are trying to earn your living. NEVER in front of your customers.

I had a “friend” visit me at a show and act this way–it was my first real insight that this person was not really my friend. And I called him on his behavior on the spot. I said something like, “You know, I love to goof around and say silly things. But not about my art. And not when I’m at a show. I’m as serious about what I do here as you are about (insert their profession here.) I hope you understand.” (Big smile.)

It worked. He mumbled an apology, he made some effort to look at my work “seriously”, and left soon after.

With a customer I don’t know, I would use the “innocently passionate” ploy I used with the first gentlemen. It seems to work really well! They will be baffled when they just can’t get a rise out of you.

And then there is the scenario that really happened to me this summer at a big show–another artist confronted me in my booth, screaming at me for some perceived insult and behaving in a threatening manner.

I still don’t feel like I handled this perfectly, though in hindsight, I didn’t handle it badly, either. It was fortunate that it was before show hours, so no customers were around. But unfortunately, I was alone in the tent and feared for my safety.

What I did right was I stayed reasonably calm. (In hindsight, I should have stayed even calmer.)

I tried to reason with the person (which does not work with a bully or baiter, so in hindsight, I should not have even engaged him at all.)

I asked him to step back–his face was three inches from mine–and he refused. (In hindsight, I should have stepped away and not stood my ground nor let him get that close to me, even if it meant me having to leave my booth.)

I asked him to leave, and he refused. (I’m wondering if, after he did leave, I should have called the security people.)

I honestly can’t remember how it ended, whether he finally stomped away or whether I finally fled to the fair office.

Although this person was clearly in the wrong and I still feel indignant about it, I should have recalled my Impact/Model Mugging training. I’ve taken workshops from this organization’s Boston chapter and I recommend them highly. What composure I maintained was due to those workshops.

The training teaches you to identify potentially dangerous situations, and helps you respond appropriately. In this case, staying calm and placating the person threatening (“I don’t want any trouble. We can talk about this later, but not now.”) But not actively engaging them or trying to reason with them. Keeping my distance (holding out my hands and saying, “Stay back!” firmly, moving away if he moved closer.) Leaving the scene as soon as I could get away (and reporting the incident to the fair office and security immediately, instead of staying in my booth.)

In this case, I felt conflicted as tent captain, feeling I was called upon to “stand my ground” and “deal with the person.” I was lucky, because I was wrong. And I won’t make that mistake again.

In the case where someone is behaving in a way that is threatening and frightening, your first priority is to protect yourself and get to a place of safety. Don’t try to salvage your dignity, do not respond in kind or in anger, do not turn your back on them.

This is an extreme example, and you may never encounter this. But having a strategy in mind goes a long way to preparing yourself in the event it does happen. And knowing you are prepared goes a long way to helping you stay calm and in the moment.

Why do some people do this?

Again, the question to ask is, what do they get from this? What is their pay-off?

It’s a game to see if they can get you to lose control. Then they can play innocent and leave you looking foolish. (“Hey, I was only joking, geez!”) It makes them feel powerful to be able to manipulate people’s emotions. Playing into their hands only encourages them.

And as artists, with our soul’s work out there for all to see and make fun of, we are vulnerable targets.

Just remember why we are targets.

Because as artists at a show or other public venues, we’re showing we have the guts and the determination to not only make our work, but to get it out there where the world can see it. Maybe for the world to buy it.

We take real risks, we take huge risks by investing in that show, by schlepping our work and our booth across the country, and offering it up for others to look at, to judge, and hopefully, to buy. Maybe some of us only make enough to make a car payment or two, but some of us help support our families with our work, put our kids through college, put a roof over our heads and food on the table.

We truly lay it on the line.

Who’s the brave person in this dynamic? Uh-huh. That’s you, baby.

And who’s the coward in this dynamic? Uh-huh. Not you.

Remember that when someone is trying to get your goat.

And remember this, too. A boss told me years ago, “If someone is out to get your goat, don’t leave your goat out.” It was good advice 30 years ago, and it’s still good advice today.

And if you do find goat-getter is in your booth, get him outta there!

7 Comments

Filed under action steps, art, booth behavior, business, craft, craft shows, customer care, getting people OUT of your booth, mental attitude, selling, shows