by Marg Hughes.
(Carlisle, ON., Canada)
I get compliments on my jewelry all the time.
How do you turn compliments into a sale?
Marg Hughes
HyghesArt Jewelry
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Hi Marg, I started selling my jewellery about a year ago when work colleagues began complimenting me on the piece I was wearing. I always mentioned (modestly!) that I’d made it myself. Gradually I became known for my hobby and people asked me if I could repair their own broken jewellery. I always did these trivial repairs for nothing – still do (keep the customers loyal, y’see). After a while people were begging me to bring in my pieces for sale… this kickstarted my business. I still take my ‘box’ of new jewellery in about twice a year and usually generate a couple of hundred pounds of sales each time. I now also have a Folksy website and they are all loyal followers of that too!
I get that alot too. Especially when I tell them I make it myself, then people have a tendency to compliment my talent. I’m never sure if they are doing that as affirmation to my comment or they really like it. Anyway, I try to stimulate a conversation on what they like about the jewelry. Are they attracted to a particular piece and what is it that is attractive to them. Try to build a conversation with them to keep them in your booth and looking. If they are just skimming, they may not know how much a piece is attractive to them on a fast skim of your merchandise. Encourage them to pick it up (or you pick it up) and point out certain characteristics in the piece they may not have noticed. You do alot of wire wrapping, tell them the process of wrapping and how long it takes. Most people don’t have a clue and can really be impressed with your work. They may be more inclined to buy if they knew more about it. Don’t be discouraged with the people that walk away when you start talking about your jewelry. For everyone that isn’t really interested, there is always one that is.
Cindy C
It can be done, Marg. The key is to keep persevering, and keep on with your journey!
Are you doing shows? That is a great venue to get your jewelry out there. We have been doing shows for about 5 years now, and people start looking for you and you start to create a following. I would also consider Etsy, even though there is a lot of jewelry on that site, it is still a good way to have people see what you do. I would also check out any galleries in your area that might be interested in carrying your jewelry in their shop. Your jewelry is beautiful, good luck!
You could try only wearing items that are for sale. When someone admires your jewelry, sell it off your neck (or wrist), right then and there. They are more likely to buy it at that time, rather than calling you (if you give them your card), once the impulse to buy is gone.
Also, if you do shows, I have read many times that you need to get them to hold the jewelry, and try it on. If someones points out a piece they like, hand it to them, and ask if they want to try it on. On some psychological level, once they are holding it, they don’t want to let it go.
And, always smile and be friendly!! Because you never know, they might actually become a customer!
I never leave the house without wearing at least 1 or 2 pieces of jewelry that I have made. I get lots of compliments on what I’m wearing, so when I tell them I made it, If we are sitting in a waiting room or on the bus , I open up my very large purse, where I always carry at least 10 small pieces with me. Sometimes 30-40; these are seed beaded earrings and bracelets mostly. And my friends know I will always have the ones I finished this week in my bag, so they ask to see them if we are at a restaurant or a meeting, so often people nearby see and are interested also. This is a great opportunity to pass out a business card or set up a appointment for a private showing.
Hi Marg, in this post here at JMJ, I’ve detailed how I turn jewelry compliments into an opportunity to gain a new customer and/or make a jewelry sale:
What to Say When Someone Compliments Your Jewelry
I hope this helps! 🙂