A recent edition of "Sunshine Artist" alluded to an issue that plagues me when I do a show. What should I do when someone looks at, for instance, a $150 item and says, "I'll give you $50 for it," or, "What do you REALLY want for it?" or, the one I hear the most often, "What kind of a deal can you make for me on that?"

Am I just working the wrong shows, or is this a problem that everyone faces? I'd love to know how others handle this.

Many thanks!

(s) MoiraLynn Mefein
Wearable and Studio Jewelry

Those types of questions need to responded to with a question. The person is either interested, only looking for a screaming deal or pulling your chain. In any case a return question is necessary.

"I'll give you $50.00 for it." Answer: "If your boss came to you at pay day and said I have your pay check for you, but I was wondering, would you take this one for $100.00 less instead? Would that be acceptable to you?"

"What do you REALLY want for it?" Answer: "I'd really like $300.00, but since I am not in a shop and don't have that overhead, I would be content with $150.00, is that okay with you?" or: "What would you want for it if you spent XYZ hours making it?" (Explain in detail what it took to create that item.) Another twist on an old sales quip; "What's the most you can pay for it today?" I really don't think that works as well as what's the least you'll take for it, but it's worth a try.

"What kind of deal can you make me on that?" Answer: "What kind of deal do you think you deserve?" (That will get you some really weird answers, possibly some rude comments, and maybe even a deal offer you could live with, like don't charge me tax on that piece.) Or: "Were you looking at just that one piece or were you thinking of a number of pieces for a wholesale account?"

You're not doing the wrong shows. We all face that issue. Sometimes the person walks in and begins a conversation with what kind of deals can I get here without even looking at what it is you sell. That gets my very biggest smile and a suggestion they are in the wrong country.

Try the comments, make them your own as far as the verbiage goes and what the heck, sometimes just saying no works. I've had people say; "Well, If you don't ask you don't get." and then they bought the item.

Last year I had a customer come in and ask me "What's your best price for that?" - pointing out a $300 picture. I smiled and said "Well, my best price is $1000 ... your is what's marked” She bought it, with a smile.
A dear friend of mine once had someone in his booth and in a very loud voice when lots of people were there, stated, "You are to expensive" Tony just laughed and blurted out "no Madame, you just can't afford me” She left, and the following sales were great. About an hour or so later she was back with her friend and smiling looked Tony over and said "your right I can't, but he can!" and he did
Sometimes all the training in the world and all the things we should have said just don't come out of our mouths at the right time. Thank goodness that sometimes things work out no matter what we say or do.

I handle these kinds of questions easily:

When they offer a lower price or ask for a better price, I nicely say "oh, no, the price is $150.00. I'm sure that you can see the prices are really good for the workmanship and time involved. I don't mind you asking, though." That answer 1) tells them you don't negotiate, 2) compliments them on their ability to see the value in your work (even if they don't), and 3) lets them get away from their tacky proposition gracefully. Now you've turned the table- the situation is diffused and you are moving on to a sale. I often sell the piece for full price after such conversations.

My product in not one of a kind work but rather numerous pieces that are identical. I'm a production crafter.

At a show recently a city person came into my booth and said in his accent: "Will you gimme a discount if I buy two?" I said "no". He then replied that "all people have their price" and demanded a discount. I calmly replied "Does Burger King give you a discount when you buy two hamburgers?" I knew I wasn't going to make a sale and concluded "My price is my price".

I'm with Chris, I have multiples (pottery) and sometimes get asked for a discount when the customer is purchasing more than one. I point out that every piece is individually made on the wheel, they are not mass produced, so it takes me twice as long, and costs twice as much, to make 2 items as it does to make one. That always satisfies the person and makes them realize that they are getting something better than punched out copies.

My pet peeve are the ghouls who come crawling around as you are packing up and offer to pay less for an item so you "Won't have to carry it home" That, while I am packing up dozens of pots, like one less will really save me from throwing my back out! I tell them that I'll sell it at full price at the next show, no problem.

I prefer the straight up approach. Not everyone out there has a grasp on irony. I just say "No, sorry, I give a lot of thought to pricing and I think for one-of-a-kind work it is very fair" Period. I say it nicely and with a smile. Never had anyone turn away and not buy. Yet.

Like everyone else, I get asked to discount from time to time. I've given most of the standard replies...including just a simple "no, sorry I have a show next weekend"


However, at a large show this Fall, I, along with many others, was asked to discount......over and over and OVER. I had never had that happen before. It was a large show, with only higher end art, no b/s or junk. "It's SUNDAY...are you marking things dowwwwwn???"

By the end of the day I wanted to ...well...... noooooooooo I'm not marking down...have a show next weekend, and the next and the next. If I don't sell today, less work to do this week!!

I did like Gypsy's reply..."I put a lot of thought into the work and into my pricing". It's very hard when you are asked repeatedly in one day if you are marking down...that's never happened to me before and I just may use Gypsy's response next time!

JRT

Ugh, yes, as you can see here, every artist has to deal with this, and it's something that drives me crazy. It used to be that I would give certain people a deal if they asked based on their demeanor, or my mood, and some people I would say no to. This became too arbitrary to me, so I came up with a system. I now have a "preferred customer discount card" that says that after 10 pieces purchased they get 25% off. It's a stamp card on the back of my business card. This way if people ask for a discount, I can show them - "this is my procedure for giving out discounts (to be consistent and fair to everybody)" so that I am not giving a discount to this person as opposed to that person. Some people react that they will never buy 10 pieces, like it's unreasonable (who are the cheap people who probably won't return anyway) or they really appreciate it and are excited to work their way to the discount. I just really wanted to come up with a way to thank or compensate my valuable, loyal customers and they are the deserving ones. People asking for a discount who only buy 2 pieces or only spend $50 is insulting. Otherwise my quick answer for these types of questions are, "Sorry, prices are as marked." What I want to say is, "I guarantee you that every artist here has their work underpriced for the amount of work we do, so be grateful you are getting the price that you are."