Elizabeth, thanks for sharing this story about the clever potter!

Moral of the story…don’t be afraid to stick to your price. Do it with a smile. If you sacrifice that sale, it’s only one sale. Of course this all hinges on you having priced your items correctly. And most artisans when they are starting out sell to low. A price that is too low has a perceived value that it could be made too cheaply.

Michelle, keep a list of all the lovely compliments you’ve heard about your jewelry – and read your “compliments list” to yourself whenever someone is rude about you or your work.

Jeannie, thank you for your insightful post! That’s very much how I operate too, focusing on the higher end pieces and customers. In addition to being more profitable, I find that my favorite way to work with customers is one-on-one, designing and providing unique pieces for people who are enthusiastic about what I do. 🙂

Hello, just reading through the comments made regarding difficult situations.
I began developing my style and after many shows since 1990, I find the more expensive pieces sell first. I market to the high end buyer. They are more likely to purchase the more highly priced items because they have the attitude that wearing a special one of a kind piece that they can proudly wear and brag about the designer and exclusivity of the piece. These ladies don’t want to attempt to copy hand crafted artisan designs for themselves. Their lives are far too busy to even think they could make it themselves.
On the other hand I also present jewelry pieces priced for the budget minded customer. These buyers also like to brag to their friends about this exclusive designer piece they were able to purchase at a price within their budgeted disposable income.
I did have a booth full at one show when a woman was passing by and I heard her say to her friend that the expensive faceted Dichroic pieces were “just that friendly plastic crap”. A customer heard it as well and asked what that meant. It gave me an opportunity to explain what the passer by was referring to, pointing out the difference and that I do not work with that product. This customer happily left with a $850.00 package full of one of a kind exclusive jewelry and commissioned a $2000.00 order.
I do keep a customer list to notify my buying customers of the next venue.
I also do a once per year private boutique in my home for my high end customers. I cater finger foods and drinks. Children are not invited as they tend to distract my buyers. 75% purchase as well as setting up a one on one where I go to their home. We go to their closet and I suggest certain colors and styles for commissioned pieces. I never offer discounts or have SALES. To me, that implies I’m desperate for more sales.
I find that if I treat my customers to special treatment and show them how much I value them as a client but also as a friend.
I don’t concern myself with people who are not polite. I’m far too busy to give their comments any attention.
When I first started out, I was afraid to price my work too high. I did sell at lower prices. But as my experience and working with high end materials escalated, I did raise prices. My intention is to sell fewer pieces at a higher price. My lower priced pieces would have to make more sales to even get close to the sales I require for that show just to cover overhead. I do not have a website or any social networks as some items are susceptible to duplication. I do not allow photography in my both either. I have had Chinese tourists take photos and have discovered they took some of my designs back home to be duplicated in their sweat shops only to find their way into mass marketplaces. Which, of course hurts my business.
I tell you these things to show beginners to strive for higher sales at higher prices. This can be accomplished by defining your upscale style and designs. Practice to produce only the best of your unique style.
This level of selling takes time to establish. But to have a successful jewelry business, you need to cater to the high end customers. Treat them as the jewels that they are. Eventually you will get there. It takes time, be patient but work as hard as you can to create your own style and be the best you can be. Your original style will set your designs apart from the crowd.