SHOW YOUR WORK #2: What Is Your Process?

How much do I share without destroying the mystery of my finished work?
How much do I share without destroying the mystery of my finished work?

SHOW YOUR WORK #2: What Is Your Process?

SHOW YOUR WORK #2: What Is Your Process?

Share what you want, not what you think you “have to”

Some thoughts on what to write about, photo, and share on social media.

I’m a double-juried (in two media) craftsman member of the League of New Hampshire Craftsmen, a well-established, well-respected organization that supports and markets the work of members in many ways: galleries, events, exhibitions, and its prestigious Annual Craftsmen’s Fair held in August every year. (I achieved tenure, so even though I now live a few thousand miles away, I still retain my membership.) I eventually volunteered to become a member of the Fair Committee, because I was so curious about what went on “behind the curtain” to produce these incredible 9-day long event.

One feature of our annual outdoor fair was demo booths. For a reduced rate, a juried craftsman got a super-sized booth (about 20’x30’, if I remember correctly) to not only display their wares, but to do demonstrations of their craft for the public. When I started, there were three such booths at each year’s fair.

And every year we had to beg people to sign up for them.

The reason was, sales at these booths were horrible. Even with the savings and prominent placement on the grounds (an off-season ski resort), people knew they would struggle to make any money that year. It just wasn’t worth it to them.

I can’t remember why I decided it might be something to try, but boy, did I do my research. I checked in with past demonstrators, and asked if it were worthwhile. Almost everyone said, “Not that year, but my sales afterwards steadily climbed!” So, okay, consider it a loss-leader in the short-term, and investment in a bigger audience down the road. I could handle that.

But my superpower is gathering as much information as I can from every conceivable source. And so I also checked in with Bruce Baker, a jewelry-maker and gallery/gift shop owner who traveled across the country for years giving workshops on all things craft/art business related: Display, sales techniques, pricing, etc. (Bruce has retired this part of his biz and returned to jewelry-making full-time, but his CDs live on.) He lived relatively close, so I was able to attend many of his workshops, and even served with him on panel discussions and with traveling craft biz-building workshops for a year.

I called Bruce, and he graciously gave me the insights and advice I was looking for.

My first question was, why do sales tank at demos? He replied that demos tend to be “edu-tainment”: Free, educational and entertaining. And when it’s over, there goes the crowd, on to the next fun thing (music, raffles, food, etc.) So demo booths are unconsciously filed away under “fun to watch” and not “fun to shop”.

Add to that another unconscious element: When the “edu-tainer” artist sees people actively shopping, of course they stand up and move over to assist them. And the “magic” of demonstrating turns into, “Uh-oh, here comes the car salesman pitch!” and people scurry away. “There’s a disconnect,” he explained. “And once that ball is dropped, it’s hard to get back.” Hence, maybe crowds, but no sales.

He shared insights and gave suggestions. Like setting up my demo booth on the outer border of the big tent, so people didn’t have to “commit” to coming inside. “Don’t put it in the back of the booth, because then people have to make a conscious decision to enter a big, dark tent. Put it right there on the fairway!” I did, and it worked.

Second, he said I should NOT do sales. What??

“Not “no sales”. I mean you yourself should not do sales. Hire people to do that,” he said. “Keep that divide between the creative maker and the “car salesman”.” So I hired/bribed/cajoled a team of friends to help. (I lent them all CDs of Bruce’s selling techniques. But instead of telling them what I say about my work, I encouraged them to share what they love about my work. I felt it would come across as heart-felt and more authentic, and I was right.)

The proof of Bruce’s insights? At one point in the week, all my volunteers were at lunch at the same time. (Slow day.) Some people came in, I demo’ed, they watched. And when they started shopping, I walked over to them – and they nearly ran out of the booth! Lesson learned. (No, I’m not that scary in person, the dynamic had changed just as Bruce had described.)

I made my highest sales ever that year, and the next (as I got to choose to demo again, if I wanted to, and I did.) In fact, from that year on, there was actually competition for those sales demo booths, and their number increased to five! Because every other artisan saw what was happening, and wanted in on that, too.

But one of the biggest hurdles yet remained. And it took a friend’s insight to solve that problem:

How much do I share without destroying the mystery of my finished work?

This has been a “hurt place” for decades for me. My work has been copied (although badly, I’m ashamed to admit I’m happy to say). Showing exactly what I do, and how I do it, felt too risky. Also, think of how explaining a magic trick takes away the magic. The last thing I wanted to do was to unconsciously give others permission to copy. (Most of my techniques are well-known and not original to me, but the way I put them together and the stories I tell are.)

Again, just the right person showed up.

I met Alisha Vincent when she was the show manager for the Buyers Market of American Craft (informally called “The Rosen Show” for the company’s owner, Wendy Rosen) and now known as the American Made Show.) She was/still is one of my super heroes in life, for her intelligence, her powers of observation, her wide range of experience in the world, her courage, and her sense of humor. She actually came to NH that year to work in my demo booth, and I am forever grateful she did, for countless reasons. But especially for today, this one: When I expressed my fears, she was quick to find the solution. “Look at your neighbor,” she said, gesturing toward the guy who made beautiful Shaker boxes in the tent next to me. “He says his process has 29 steps.”

“He’s demonstrated nine of those steps.”

Oh. OH. OH!!!!!! Got it!

Next week, I’ll share the other learning points from this experience we can apply to social media. For today, just this:  When I say “show your process”, know that it means you can choose how much to share.

Take pictures (or ask someone to help with that) that show your work (and you, if you like) at various stages of your process. Share, with comments. (I did this with my email newsletter recently, and the response was the best I’d ever gotten.)

Some people do share every single step. Hats off to them! They are secure in the knowledge that their skills have taken time and effort, and are not easily mastered. And that their own aesthetic and color choice are unique to them.

Me, not so much. I totally know this comes from my own insecurities and past experiences.

And so Alisha’s insight helped me pick interesting aspects to demo, but not a start-to-finish process. She helped me find my comfort level, so I could start there and go forward.

That’s the big idea for you, today. There will tons of insights, advice, statistics, and information about art marketing in the weeks ahead on Fine Art Views.

Keep note of the ones that interest you.

Note what feels like “too much” vs. what feels like a challenge you can handle.

And as you get comfortable with it, take on the next challenge.

Remember, there are oodles of steps to help us move forward in our art biz.

The gift is, we get to choose what ones, how, how much, how often.

As always, if you enjoyed this article, let me or my editor know! If you’d like to read more, you can either read more of my articles on Fine Art Views or subscribe to my blog at LuannUdell.wordpress.com. You can visit my older articles in the wayback machine at Radio Userland. (They are harder to search for, but they are also shorter!)

If you think someone else would like it, please forward it to them. And if someone sent you this, and you liked it, ditto!

Author: Luann Udell

I find it just as important to write about my art as to make it. I am fascinated by stories. You can tell when people are speaking their truth--their eyes light up, their voices become strong, their entire body posture becomes powerful and upright. I love it when people get to this place in their work, their relationships, their art. As I work from this powerful place in MY heart, I share this process with others--so they have a strong place to stand, too. Because the world needs our beautiful art. All of it we can make, as fast as we can! Whether it's a bowl, a painting, a song, a garden, a story, if it makes our world a better place, we need to do everything in our power to get it out there.

10 thoughts on “SHOW YOUR WORK #2: What Is Your Process?”

  1. Every so often I so a social media ‘WiP Pic’ post, showing what I’m making, and when I receive a commission I send a series of these. I also regularly do a fuller detail on WordPress. (I happen to have done one today as part of the #scraphappy group). I’ve found that customers really enjoy feeling they get an insight into the processes, and also that it helps to justify what many people (particularly my mother!) think is an excessive price to pay for a tiny bit of silver. I haven’t done anything at any fairs in this way, because I don’t have the appropriate insurance for the use of blow torches outside my premises. Interestingly, i always feel more obliged to make a purchase if I’ve watched a demo, rather than less!

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    1. I think our true collectors do appreciate that inside view & insight, Dawn! And I think people “in the biz” appreciate the work that goes into “the making” more than almost anyone else, which may explain your own engagement when watching a demo. Laughed out loud at the blow torch remark! 😉

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  2. I think you are completely right about the part that someone else should sell your work. I used to be the best green energy selling person in the Netherlands. But with my art it’s an other discussion. I feel it is hard to sell some of my pieces. Because I know where it comes from, especially those that feel personal, and come from the deepest parts of my heart. They get the most of interest. Most of them hurt when I talk about them. This might the best solution that you propose. Now is my question how to select the person that will make you sell? How did you do it? Did you already share this? Thank you for your post. Yours sincerely, Wendy

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    1. Wendy, I’m glad you asked this! First, please note that having others sell our work is what I recommend if we are DEMONSTRATING. That shift, from maker-to-seller, is what breaks our connection, not us selling it. I have lots of thoughts on this, so YES, you’ve inspired another article! But until then, think about these suggestions: People are just as afraid of you going into ‘hard-sell’ mode, especially in the initial introduction to your work. They want to know more about our work, of course. But they also want to know more about WHO WE ARE. If people are already gravitating towards the work you are the most emotionally invested in, that’s a good thing! It means your art is authentic, expressing something powerful in you. At this introductory stage, I highly recommend SIGNAGE. It doesn’t have to be polished or fancy. You don’t have to share details that are too painful or personal to talk about openly. It’s simply a great way to validate what your audience is already feeling–that there’s something important going on. (Like the Lascaux Cave itself, for example!) Let me think more about this. Galleries, of course, fill this place well, if they know enough about who you are and why you make what you do. And for specific events, say, a show or open studio, ‘hiring’ a friend who is familiar with your and your work, can be a relief. But you still have to make that connection. As a good friend said years ago, “Everybody is struggling with something. Everyone is dealing with something hard.” Your art sounds like it could be so healing for others, with the right story and approach. Don’t walk away from this opportunity to not only make a sale, but to help someone else heal, too.

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      1. Thank you so much for your comment Luann. This advice will help me a lot, I am very happy you responded so sincerely to this. I would love to read the next blogs on this topic! I am going to let it sink your advice and I will work on it! Thanks have a lovely day!

        Liked by 1 person

  3. Wendy, I skipped a week on this topic, but it’s still in the works! Until then, check out the articles under the categories “talking to customers”, “questions you don’t have to answer”, and “tell me a story”. These will get you thinking about your own story, how to tell it, and how much you are comfortable sharing. Let me know if those help, okay?

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