10 Times a Vendor should say “No” to a Craft Show Shopper
This article outlines the requests I’ve received from craft show shoppers over the years. They’re ones I wish I hadn’t accommodated (or at least not with some serious thought first).
Shoppers don’t head to a craft fair with the intention of insulting the vendor. They’re usually just asking a question they see no harm in asking.
So this article is not to shame anyone who’s uttered the words below to a vendor.
Rather it’s to point out to craft show vendors, that just because someone asks doesn’t mean you have to cater.
Consider your business’s goals, values, and message before agreeing to something.
When you’re willing to make a sale at any cost, you’re sending a message to yourself and your customers that you don’t believe your products are worth the value you’ve placed on them.
Have confidence in your business and know if you take pride and believe in your work, others will too.
Of course, there are times when your business should say “yes” to the questions below. Just be sure it’s t
1) “Since you haven’t opened yet, can I get this for half price?”
This question is often asked at street markets where there aren’t doors to keep shoppers out until start time. It is often asked at closing time as well (“since you’re packing up, can I get a discount?”).
I’m not sure why buying before or after shopping hours warrants a discount; it’s more of an inconvenience for the vendor to stop in the middle of their setup/packing up, dig out their cash box and conduct a sale.
If the event allows vendors to, and you’re willing to, processing a transaction before you open is accommodating enough; you don’t need to hand out a discount as well.
A retailer would almost never open their doors early to allow a shopper to come in and shop because they’re in a rush. And, if under very special circumstances they did allow it, they certainly wouldn’t be offering a discount.
2) “Could you make one just like this?”
Sometimes we overhear a shopper asking a friend if they can make an item you’re selling. That’s just wrong. But sometimes they’re bringing a photo of another vendor’s work to you and asking if you can replicate it.
If you’re in the business of taking custom orders, this may not be a huge issue but remember you are the artist and people are interested in your designs, not how well you can copy someone else’s.
Unless you’re at a store that offers customization, you would never hear a mall shopper ask if a retailer could make the exact item another retailer carries.
Why wouldn’t they purchase it from the original retailer?
They’re most likely looking for it at a cheaper price.
If that’s the case, they won’t be a loyal customer to the brand and its products.
3) “How did you make this?”
This question isn’t a problem if they’re genuinely interested in the process. But it becomes a problem when they’re looking for details so they can make it themselves.
Artists spend hours perfecting their craft and creating their secret sauce. You don’t have to be a gatekeeper but you also don’t have to feel obligated to give away your company secrets.
Determine which details are selling points and which are trade secrets and be okay telling people you, “unfortunately, can’t share certain techniques”.
Alternatively, you may find a vague way of sharing information or let them know it’s a bit to complicated to explain right now.
Retailers would never give away their trade secrets. They put in a lot of research and manpower to turn their operation into a well-oiled machine. If someone else wants to build a business to the same level, they need to put in the hard work and find their own way.
4) “Can you make this in blue?”
Again, if you’re a vendor who’s open to taking custom orders, this question is not an issue. But do consider if the materials will cost you extra and the time it takes to source them and make alterations.
If you’re not set up to take custom orders, don’t let a simple question pressure you into taking them.
I strongly disliked the work a customized order added. It involved extra trips to the fabric store, double the communication, sometimes drafting new patterns and I was always left with materials and designs I wouldn’t use again. But I would feel guilty saying no to a customer, end up caving, and then resenting the order. Had I set a strict “no custom orders” policy from the start, I would have saved myself a lot of frustration.
It’s okay to have shoppers choose from the selection you brought. They do it all the time at the mall and will understand. They may ask a retailer if an item comes in another color but if it doesn’t, they don’t expect the sales associate to whip one up.
5) “So expensive! Can you make one for less?”
Some shoppers may not understand the cost of buying handmade and how much work a vendor puts into each piece. In which case, they’ll be shocked at all the vendors’ prices.
If you happen to be selling items that are higher than the typical craft show item, explain why your prices are higher.
Use signage to state the organic and ethically sourced materials you use, or to share the amount of time you spend on each piece so they understand the value they’re getting.
You may also consider raising the perceived value of your products through your display.
People don’t walk into Tiffany’s and gasp at the price tags. Tiffany & Co. is branded as a high-end jeweller and they have educated people on their prices. Every detail, right down to the little blue box and white ribbon, tells customers their products are worthy of the money they’ll spend.
But if you saw a Tiffany’s bracelet displayed on metal shelves at the dollar store, that item would no longer seem worth the high price.
Make sure every element that surrounds your products is as high-value as the products themselves.
Join the free email challenge: 5 DAYS TO A STANDOUT DISPLAY to get your display in order and silently tell shoppers how valuable your products are.
One person’s opinion of your prices does not mean they’re not worth the price you’ve set.
*Make sure you have indeed priced your products properly. Here’s the right way.
6) “Do you deliver?”
You may consider delivering items to save your customers shipping costs, or to get it to them faster. But instead of a postal service driving across town, searching for the right address, burning gas, and adding miles to their vehicle, it’s you. Be sure those costs aren’t coming out of your pocket.
I haven’t personally shopped at a retailer that has offered to deliver an out-of-stock product for free. The most they’ll do is use their computer to look up which stores in the city have my size and it’s up to me to pick it up. If a retailer does offer delivery, it’s through a postal service and I’ll be paying for any shipping, handling, or customs fees.
7) “Can you make me one by Friday?”
If you’ve been a vendor at holiday craft shows, you’ve dealt with last-minute shoppers. I would accept so many last-minute orders that I didn’t allow myself time to enjoy the holidays.
The better plan is to set a sales goal for Nov/Dec and make enough stock to hit it.
You’ll feel less pressured to say yes to every potential sale that comes your way, knowing you have what you need to meet your goals.
*Check out THE SUCCESS PLANNER for a guide on setting goals and putting steps in place to make hitting them inevitable.
8) “This is $100, I only have $80 on me. Will you take $80 for it?”
It’s nice to be flexible, however, consumers would never expect a major retailer to sell their product for less just because they don’t have enough money in their wallet or bank account.
Not to mention, imagine someone who just purchased from you at full price, hearing you give another shopper a discount. They’re going to feel a little duped.
And why would the next shopper want to pay full price when they just heard you drop your prices for the previous shopper?
You’re selling non-essential products. Nobody needs them.
It’s good to offer products at low, medium, and high price points to try and accommodate different budgets. However, your products don’t have to fit every shopper’s budget.
Discounting products just because someone asked can be a slippery slope.
9) “You should make X, Y, & Z”
When running a business, you get lots of unsolicited advice. I’ve heard plenty of “you should make this product” or “you should change this part of your product”. But then it wouldn’t be my design…it would be theirs.
For the most part, people are trying to be helpful. However, the advice is often coming from someone who knows very little about your business, or about running a business in general.
If you follow every shopper’s advice regarding what you should make, how you should change your products, how you should market your business, where you should sell, etc. you’ll end up running in circles.
You know your business best.
If you continuously get requests for a product you don’t sell, you may want to look into the costs to make it, determine if you can profit from it, and then decide if you should offer it.
It’s better to say “let me look into it” than to say “yes, I can make that” when you haven’t determined costs and pricing.
10) “Can you put this on hold?” (optional)
This one you don’t necessarily need to say “no” to, but you should have a policy in place if you are going to allow holds at a craft show.
“I can hold it for 15 minutes” is acceptable to ensure your valuable stock isn’t being tied up during the limited hours you could be selling it.
I’ve had many people ask me to put an item on hold while they ran to the ATM, never to return.
If it’s a busy craft show and your items are one-of-a-kind or sell quickly, it’s also perfectly fine to respond with: “Unfortunately, I have limited time to sell my products so I’m unable to put items on hold” (you may add…“for longer than 5 minutes” if you want to be a little flexible).
At a craft show, you have to make hay while the sun shines, and allowing unlimited holds can get in the way of that.
Anything you’ve said “yes” to at a craft show and later regretted? Share in the comments!
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Hey, I’m Erin 🙂 I write about small business and craft show techniques I’ve learned from being a small business owner for almost 2 decades, selling at dozens of craft shows, and earning a diploma in Visual Communication Design. I hope you find my advice helpful!
Great article and great timing with Christmas market season ahead. Be confident!!! Great reminder:)
Thanks so much Michelle! And thanks for reading 🙂
Great advice. I have a show in November and this will help greatly. Thank you.
Thanks Gretchen! Have a great show in November 🙂
~Erin
I agree with all of the points in this article but would love to have some examples of polite, firm responses. I have a hard time saying no without implying that I’m sorry to do so.
When I’m asked for a discount on 2 items I calmly and clearly explained that I would love to, if only my supplier would grant me one. That usually solves the issue.
I displayed a sign behind my money desk, ‘Monty Hall is not here this is not ”Lets make a deal’ it really cut down on that question and the sign got some laughs,and for those that did ask I referred them to the sign.
Thanks for reading Jenny! That’s a great idea for an article, we’ll see what we can put together 🙂
Nice One.
Great article and great pointers on how to tackle these questions. Ive dealt with all of these questions atleast once in the 3 fairs that Ive done. Thanks for the advice!
Also, I just stumbled across your website, and find it the most relevant as a craft business owner. Am lapping up all your articles and loving them!
Found the resource through Pinterest and I agree that this is the most relevant, hands-on, true tutorials available with an inspiring atmosphere to boot. I’m researching to guide my daughter in her first home business and she’ll be joining as a reader as well. I’m excited to find this as a resource to help her succeed.
Thanks so much for reading Nabiha! I’m so glad to hear you’re finding all the information useful 🙂
Erin
Very good points here! I have had all these questions and usually said yes, simply because I couldn’t think of a good answer to make a no sound acceptable. Do you have any good examples of saying no and not losing a potential customer?Also I have to admit that if someone offered me $80 instead of $100 at the end of a show I’d rather make $80 than not sell an item I might have had for years (as it has happened to me). I think it always depends on the situation, on how successful the fair was in general etc.
Great article. I also have a hard time with saying no but have had to on several occasions. I try to explain that my ingredients are expensive because they are natural and organic and crafting each item individually by hand takes a lot of time, which you can’t compare to mass produced synthetic goods. My market prices are already reduced from my online shop which is purely because I lack confidence. But a high-end shop recently bought some of my range, charged way more than I do and sold out!
One of my other concerns is how to get people to just use the samples and stop opening fresh products. And how to ask them not to stick their fingers into things or let their children do the same. I get such dirty looks even when I even try!
Love the blog – great ideas – thanks for sharing them! Xx
My first farmers market I had someone ask for a discount. I had already priced my items as low as possible. When I said “no” she came back with well it’s only $5 ….no it was actually $10 I said…when she walked away I questioned myself and called a friend who like your article says told me not to give discounts as my work was worth my price and more. Lesson learned…thanks for the great article.
Great article My biggest problem is that I design most of my patterns and people want to take pictures. I tell them no but many sneak with their phones. One lady I asked not to take a pic and almost lost a sale. She was sending it to a friend. So what I am thinking of doing is making a sign ” $5 fee for any Unauthorized pictures”. I don’t think I would ever charge anyone but it might discourage some people. Also picking at the items until they make it broken. Example: I make mug organizers and they are hot glued, more then once I have had women pull on it to see how its make until they pull it apart. I really don’t know how to deal with that problem. Just wondering if these are issues for any one else.
There was a sign in a retail store that I worked for, “we break, we cry; you break, you buy.. Thank you for shopping with us.”
Thanks so much for reading and commenting Mel!
I agree, definitely depends on the situation and some products are priced better for discounts than others. You just want to be sure you don’t build a reputation for discounting.
As for polite responses, when it comes to saying no to a discount, you could say something along the lines of “I’m only able to offer a discount for wholesale orders” (when someone is buying your product in bulk…not just two). Or “I’ve actually already priced the product at its best price.” And if you have someone who’s persistent, I like this one I saw someone suggest in a forum “I’m actually thinking about increasing my prices as I’ve been told my work is undervalued.”
For other types of questions, I think a “At this time I’m unable to….” make custom orders / sell before I open / deliver / rush your order etc. Or you can add on “I’m unable to without charging an extra fee” . You don’t have to give them an amount on the spot; take their contact info and details and let them know you’ll get back to them after the show.
Hope that helps!
Erin
Thanks so much for reading and commenting Kc and Sheila! Glad you’re enjoying the blog 🙂
I’ll have to see if I can find more studies on the topic but many people have actually found they sell more when they increase their prices.
For samples, perhaps adding bigger signage and placing stock a bit further back on your table, behind the “Sample” sign might help.
Erin
Thanks Bobbi! Those are great questions. I worked for a retailer who didn’t allow people to take photos in their store either. It was a constant battle and we usually didn’t notice until the picture was taken. Even then 9 times out of 10 we’d get an eye roll 😉
I think signage is a good idea for both scenarios. Short and sweet but also it may help to add why in there so people understand. Perhaps “Patterns are copyrighted. No photos please.”
Maybe a “Please handle with care” sign for the mug holders.
Hope that helps a little!
Erin
I have had this a few times” can I take the chain off this necklace, and switch it with the chain on that necklace?”
I create my one of a kind necklaces, paying attention to each ones little details and design, and yes the chain is part of the overall design, that I have spent thought and time putting into that individual piece. Switching the different styles of chains, will change the overall design of that piece, so no…..I won’t do it!
I would tell them, “When you buy both pieces, absolutely! You may arrange and wear them however you like. :)”
I had unique knitted shawls that everyone loved, but no one bought. They were priced at $40 which was more than fair. After the first season of no sales, I increased the price to $60. It worked! I generally sold 2-4 shawls per show. The adage “if you don’t value your work, no one else will either” certainly came into play here.
Wonderful article! Everyone who makes things for sale or not, should be required to read this at least once a day. I have so often undervalued my talent and skills.
Great article. I think I do awesome work, as do most artists I’m sure. Why is it that building self-confidence and being your own cheerleader are so tough? A response for Kc: Perhaps packaging your products in something like sheer drawstring bags will keep people from opening them. It would take a lot more work for them to get at the product than simply opening the test container.
One situation that should be added to your list involves what to do when another crafter wants to swap one of their products for yours. This is most difficult at craft shows versus online sales since you only have seconds to respond instead of having time to craft a written response. Frequently the item they want to swap with you is something you would not want to purchase at all. The single crafter or multiple crafters making this request at a craft show can definitely interfere with your show profits.
Very good advise and responses to comments with your article. Thanks!
I was asked once by someone if they could have a discount on my paintings on bricks if they purchased more than one. I said yes but later I wished that I had said no. It seemed like that might have been okay, but when I thought about all of the time and work that I had invested in creating them I realize later that I was taking a big lost. Regrets,Regrets,Regrets.
Great article! Of these 10, the biggest question we get is if they get a discount for buying 2. Online, the discount comes in at 4, but I almost feel obligated to say ‘yes’ to 2 in person. I don’t know why… They have their wallet out and are ready to buy two, it’s not like I’m about to lose the sale if I say No. I know they ask because “there’s no harm in asking” and I need to remember “there’s no harm in saying No.” It’s just finding the right words to say with confidence.
I’ve gotten the question asking for a discount on 2. I’ve often replied, I can’t on two, but I can on three – and then I’ll give a small discount. Maybe that will work for you!
On items that people will often buy more than one of I’ll price individual ones a little higher and then have what price I really want if they buy more than one. So if I want $5 for something, I might offer it at $6/for 1 and then 2/$10…depending on how likely they are to buy more it might be $6/for 1 and $20/ for 4. This way the discount is out there for anyone to see. I’ve seen a lot of soap makers or people who sell dips do this – as a customer I always get the “package” and feels like I’m getting deal LOL!
This is a great article. I know I’ve done this at craft shows just to make the customer happy or to make new clients.
Thanks so much for reading & commenting everyone! I love seeing all the responses!
Susan – great point! People buy products in stores the way they are and don’t ask to switch stones/pendants/chains unless they’re buying them separately.
Elsie – that’s so amazing to hear! More proof that there are benefits to raising your prices 🙂
OrahLee – thank you! So glad you found it helpful.
Debbie – I wish I had that answers 😉 I believe having more confidence and believing in our work (and ourselves) would solve so many issues in life.
Jeanne – yes, I agree! I covered that topic somewhere (just can’t remember where;) and share how I gave away some product worth a lot of cash for something I didn’t really want or need in return. Being prepared with a “I’d love to but I have a revenue goal to hit so I’ve got to stick to accepting cash for my product today” would have helped me out instead of being caught off guard 😉
Sandra – that’s usually what I did too. Regretted it later…especially because math is not my strong suit and I’d give discounts on the spot, do the math later and wonder what I was thinking.
Alan – I agree! I know people aren’t intending to insult the makers and are thinking there’s no harm in asking but it always boggles me why people think they should get a discount for buying two. Makers have way smaller markups than big stores and they don’t ask them 😉 Maybe you’d feel more comfortable saying no if you had a reason or alternative for them. E.g. “There isn’t a discount for buying 2 but we do occasionally run a sale through our newsletter. You can sign up here.” or “No we don’t, we’re actually only able to offer a discount when you’re buying in bulk” (more than 5/10/or whatever your minimum wholesale order would be)
Michelle – thank you! I think we all have. Sometimes it can be worth it to say yes to gain a client but you always have to do what’s best for you and your business, which can be hard when it means saying no to someone;)
I sell my lotion at $12 for 4oz and $20 for 8oz. I have people ask me all time can I buy 2/4oz lotions for $20? I politely tell them I can’t because of additional cost for jars and labeling for 2/4oz jars vs. 1 8oz jar. I then tell them I already have my lotions priced below retail and use only the best ingredients. They are usually ok with that. Same for my soap.
I think the comment “If you don’t value yourself no one will”, was excellent advice!! I’m going to make a stick up note of that.
This is a great article published on an awesome website! I also enjoyed reading everyone’s responses…and say, “oh yeah, that’s me!” It would irritate me to no end when someone would ask if I would take a lower price on a particular item…and I would say yes. It’s not that they asked, but that I said yes. I mean, a sale is a sale. Thanks to the responses, I too am becoming more resolute in that my work is worthy of the price I’m asking.
I forsee a price increase before the next event!
Hi! Your blog has been so helpful in my business! The comments on this article have been great, especially the positive response examples for people asking for a discount.
I do lots of festivals and get a lot of discount requests. It makes me crazy! Something that I learned about customer relations is to never say no, at least the actual word anyway. To get around what I want to tell people (*&^% NO!) is to offer them an alternative and make the customer feel like they are getting what they want. “Here’s what I can do for you: if you pay cash, I will pay the tax.” Now that is up to the seller but since my prices have the fee for credit cards built in, I am happy to offer that little perk, which around here is almost 10 percent! There are lots of ways to get around actually using the word no, just get creative and see what can be offered to the customer instead! Thanks again for sharing all your knowledge, it really has helped improve my business in so many ways.
How about this…when they ask for a discount on one item offer to throw in a free “something” If they buy 2. When they want 2 items make the same deal if they buy 3. That something would need to be small with a hefty profit margin already built in. I am a basket maker. I never discount just 1 item, especially anything under $50. When they look doubtful about my add-on offer, I like to say,”You know Christmas is not that far away” or “It’s always nice to have a birthday, graduation, housewarming (etc.) gift ready when you need it.” What do you think?
That’s a great reply Lynda. Most shoppers understand once you explain but unfortunately many believe it’s common practice to ask handmade vendors for discounts…no sure who started that rumor;)
Great idea Terri!
That’s great to hear David! Keep us posted on how the price increase goes. Thanks for being a fan of the blog 🙂
Hi Nancy! Really great ideas and good point on working around the word “no”. No one really likes to be told that;) But you’re right, lots of ways to get creative and make a customer happy, even if you can’t give them the discount they’re requesting. I’m so happy to hear my advice has been helpful to your business. I live to hear that 🙂
That’s a great suggestion Cydne! I think that could definitely work for handmade vendors as long as it leaves them with a healthy profit like you say. At the end of the day, it’s really whatever feels right for your business. You know when you second guess or get a pit in your stomach after discounting that something is off;)
I sell crochet items, and the comments I hear a lot are, “Oh, I could make that for a lot less,” or “Can you give me the pattern for this so I can make it myself?” It’s hard not to reply with a snarky, “Fine, go make it yourself,” or “Why the heck would I give you the pattern for something I’m trying to sell?” People really do have fewer filters dealing with artisans and crafter for some reason.
One comment I get at almost every show:” Oh I can make it myself for less than that”… Depending on the customer I sometimes say:”Oh really? where are you set up, I would like to see your display”
I think the best reply to this is, “But would you have the time to make it yourself? That is often the question isn’t it. Which one is your favorite? And then they continue looking at our products while realizing I’m right and they would probably never take the time to make it themselves. If they have the time and want to try… I say go for it. No skin off my back. lol
My best response to that often heard comment…..yes, but how much would you sell it for?
I’ve had these situations too and would feel guilty for saying no to discounts or taking less for an item. My jewelry is,all handmade and I create my items using copper and silver and feel that I offer a fair price. Thanks!!
My biggest issue now is people taking pictures of my items on their phones…how do u handle this?
I find photos can be a positive and negative. If they are taking a photo to try to find something somewhere else, or make it themselves – not good (though honestly as a crafter I’ve done this and not sure I’ve EVERY actually made anything I took a picture of). On the other hand, I often have people want to take pictures to send to someone to ask if they like it before they buy it (good). Or want to take a picture to send to someone to tell them “this is what I want and who to buy it from (also good). Or, because I normally only make one of anything, they want to contact me later for a custom order of the same product or similar with some changes (also good as custom orders is part of my brand). So I don’t battle it anymore and since I’m trying to build my brand recognition – I just tell people if they share or post any pictures to make sure and tag my business. With Google you can find pretty much anything that most people are selling – and if you have an online store they can go there and get screen shots etc. if they really want to put in the effort.
I have tried numerous ways to respond to customers ? that drive us crazy. It got to a point that I was putting way to much time thinking about a solution. I don’t think 1 or 2 answers would work. But When one of those silly(not the work I would like to use) ? come up, I look right at the person with a nice pleasant voice and say “Really” and will you be buying 1 or 2 …….today.
Several years ago when asked if I would take less from out of nowhere I said “Oh, do you think that is too much”?. It gets them every single time I have learned. I was so proud of me.
I am a crocheter and make baby gift sets. And every once in a blue moon I will offer a discount. But it has to be a special circumstance! For example, a customer wanted to place on order for 9 sets…my sets sold for $12 each…she paid in cash for all 9 sets upfront and gave me free reign on colors/patterns…so I in turn gave her $2 off each set…but that was a special circumstance…and she has referred several people to me since then!!
Thank you so much for this post! I’m new to all of this. I’ve only done a few shows and was just talking with my fiance tonight about whether to continue with this endevour or not. After feeling like I have to haggle with people to sell my pieces even though I get tons of compliments, I was really questioning myself and my work. This is all such great advice and just the motivation I needed! Thanks!
I want to make a sign that says “I know you can make it yourself…but will you?”
I also am making some high end dolls that I know will attract the “ooh, so expensive” comments, and to solve that, I plan on making some cheaper muslin rag dolls I can point customers to, so they can see the difference in detail that justifies the price. I may offer some “blanks” for those who are thinking of making their own, so they can customize it themselves-or realize the work it might take and purchase a ready one instead.
Can I get a discount on one? I’m going to use it as a pattern.
As a regular customer at craft fairs, I have walked away and not purchased items because I overhear the vendor being wispy washy and giving away discounts and then expect me to pay full price. Doesn’t sit well with me and I feel devalued as a customer. Just food for thought…
I have an employee only (both vendor and shopper) fair coming up at work. What do you suggest as a discount, or do you? I’m thinking because these are all people that support me and my business goals in one way or the other, that I should maybe offer a discount of some sort. What do you think? How much of a discount should be offered, if any? I sell one if s kind Crafts from $10-$50 maybe beyond $50 but I haven’t created any pricier than that so far.
Thank you for your help
Julie owner/designer
JuJu’s Bloomers
Hi Julie,
That’s a tough question for me to answer because I don’t know your profit margins. If your profit margins allow, it’s okay to offer a “friends & family” discount, and that discount amount depends on what your profit margins allow.
Keep the discount consistent (e.g. 10% rather than offering different discounts depending on the item), that makes it easy.
~Erin
People always want a discount. If you offer deals on some select items up front, i.e. $3 each 2for $5 and work the prices so you aren’t losing money, customers will feel they are getting a deal and buy more and not ask for additional discounts. It also brings more customers to your booth. At least this has worked for me.
What about customers who walked in, see & then ask,”oh! Do you do alterations/repairs etc?” Oh I really hate that comments!! How do you deal with that?
Hi Eng,
I’m not sure what you sell but if you get too many people coming into your booth asking the question and taking away from shoppers interested in the items you have for sale, you may try putting a sign at the front of your booth (e.g. “Sorry, I don’t offer alterations”) to deter those people and make room for paying customers.
Otherwise, if it’s just one or two people who ask, simply say “No I don’t” and point out some items they might be interested in (For example, if you sell jewelry and they ask if you’ll repair a broken necklace, say “I don’t offer repairs but I have some beautiful high-quality necklaces over here”)
~Erin
Great article. Thanks!
I make jewelry. I do offer a set discount if people buy 2 or more and use cash or check. I offer the same discount to a repeat customer regardless of how many pieces they buy. I also bring a small gift for returning customers which I give out whether they purchase anything or not.
Julie it may be too late, but you might consider giving small gifts to the people at your gathering, rather than a discount.
As far as people asking to pay less, I tell them about my discount plan. I no longer feel bad about saying “no” but once some customers in my booth were bragging about talking another artisan down in price and I just became offended! I asked if the person worked outside the home and what they would think if their boss asked them to work for a percentage less per hour/week/month? They looked a little startled, but I hope I got them to think a little.
I price my items to reflect a multi-item discount on some of my items. I make paper-crafted items and offer, for example, one notepad for $3.50 or buy three for $9. I have determined ahead of time that I can make a profit on this item at either price. There is no last minute decision making, and I can’t tell you how many people love the discount so much that they buy multiple items.
OMG this is just genius lol Happy seller, happy customer 😀
I price to reflect a multi-item discount on some of my products. I offer, for example, one notepad for $3.50 or buy three for $9. I have determined ahead of time that I can make a profit at either price. There is no last minute decision making, and I can’t tell you how many people love the discount so much that they buy multiple items.
If someone asks for a discount on something else, I would say “I can only offer a 10% discount if you buy two or more”, Or “I wish I could, but too much time and effort went into making that”. As far as pictures, place a small sign out saying “No pictures, please.” Having pre-determined answers plus politeness and kindness goes a long way.
From working retail for many years I learned that companies sell items “at a discount” but at the cost they really want. It’s a mind trick. Customers think they are saving “25%” when in reality that was the goal to sell it for anyways. So markup you items and use it as leverage. Offer the discount when they sign up for an email newsletter, “like” and “follow” your social media pages, take a selfie at your booth and share it and tag you, etc.
Also always offer a discount for buying more. Simply price the muktiples at the minimum amount you want to make and for each less they purchase, increase the amount. So the more they buy the cheaper but if they only buy one you are making closer to your goal in revenue and less loss in profit per item. Companies do this to cover costs as fast as possible. Which is why wine is double at a restaurant versus buying the bottle at a store. Typically someone will as for only one glass and if no one else orders a glass the entire rest of the bottle is wasted. So they mark up the price or discount the bottle.
So instead of saying “no” to discounts, plan to include them, much easier to say yes than think of a response. As far as custom orders, only take them if you can fulfill the order without stressing out over it. If it stresses you out you are more likely to make mistakes or cut corners that could tarnish your name or cost you more in the long run.