Why does it cost so much????

I can get this at the Dollar Store/Wal Mart for a quarter of the price!

I’m sure I could make that with no problem!

Can’t you lower the price?

Why is shipping so much?

Ever hear comments like these at craft shows or in forums or even in emails? Every day, artisans from around the world have to try to explain themselves and their pricing to uninformed customers.    So what are some ways that you can gracefully answer these types of questions while still remaining professional?

-If you are at a show, and your work is portable, do a demonstration!  I have often taken chainmaille to shows with me and worked when the show is slow.  Many times, people will stop by my booth and watch what I am doing.  This sparks a conversation about the process and allows the customer to see that I do not have chimps in my basement creating miles and miles of chain, but am instead working one ring at a time to create my work giving them a much better idea of what it is they are paying for.

-Create a small flyer or post card with a very abbreviated explanation of your process.  If you cannot bring your work to a show, have pictures of your studio and maybe some works in process.  Allowing customers to see your set up and the equipment required to create your art may make them appreciate the investment you have made.

-Smile!  I know that there are many times you would like to tell these people exactly where they can put their opinions, but remember the old adage you catch more flies with honey than with vinegar?  I can honestly say that I have actually managed to turn some of these nasty comments into conversation starters and later into sales.  Remain as polite as you can be and answer their questions.  If it is obvious that they are looking for a fight, walk away and hold your head up high.

-For those “I can make that” types I tend to make a joke out of it by saying “I’m sure you can, but will you?  Look how much time I just saved you!” or “You will have to show me your finished product!  I would love to see your work!”  Other times, just ignoring the comment may be the best course of action since it usually is directed at their friend and not at you.

-Discount questions can be handled a number of ways; you can tell them no and leave it at that or try to explain that you don’t do discounts except for large wholesale orders.  My favorite was a vendor that asked a customer what she did for a living.  After finding out, the artist asked how she would feel if her boss asked her to work for pennies an hour since by discounting her work that is what the artist would be working for.  Admittedly, the customer left in a huff….but the point was made.  If you have room to haggle, feel free, but for those of us that expect to get a set price, stick to your guns and then walk away.

-Shipping questions come up often, especially if you happen to sell heavier items.  Some artists chose to explain the cost of the shipping materials as well as shipping cost while others do not.  Some artists chose to absorb some of the shipping cost in the cost of the item making the shipping cost appear lower.  This is one of those questions that each and every artisan must work out for themselves.

It is just me opinion, but I’ve found that most customers do not intend to be rude but rather they just don’t always think about how they sound to the artists’ ear.  In fact, if they really thought about how they sound, I’m sure that some would be mortified!  Most of the time, polite responses and professional answers will clear everything up….but for those looking to pick a fight or just be nasty, your best course of action is to smile and walk away.  By doing this you get to keep your dignity and professional face and they end up looking the fool.

So, what are some of the comments you have heard at craft shows?