Wow.  Here is what Margery had to say about her studio:

I used to work out of one of our guest bedrooms.  The room had a double bed, two looms and a sewing machine.  Instead of buying a weaving business in New Hampshire we added a studio on to our home in Pennsylvania.  My husband designed and built it.  In the process he gained additional basement space for his workshop.  What I love the most is the open feeling and natural light I gain from the sky lights and bay window.  I also love all the room. I have four looms, storage shelves, a sewing machine and a jewelry workbench.  I can have several projects going at one time. 

Outside we planted hundreds of pine and spruce trees.  They are now mature and some are twenty feet tall.  I feel secure and comfortable when working in the studio.  Right after we built the studio we had some friends visiting. They said our property had a great Feng Shui.  At the time I did not know what this meant.  They explained that the energy around our home had a positive flow.  I agree and believe this is why this space is so conducive to creativity.

A big thank-you to Margery, for sharing this!  Your studio is stunning!

If you like Margery’s studio, you will LOVE her work.  Check it out at our upcoming show at the Chase Center!  July 31 and August 1.  If you have a studio, we would love to see it.  Send your images to jenny@pacrafts.org.

This article first appeared in Crafts Business magazine. It is reprinted here by permission.

The show’s a little slow–sales aren’t where they should be. Your work is good, and the prices fair, so what’s missing? A decision.

If you decide that this isn’t your show, and go check out your opinion with other artists, you are making a move in the wrong direction. If you decide to duck behind your booth to work on some projects so you can at least make some money at this dog of a show, you are making another mistake.

When sales aren’t rolling in, there are at least five things you can do to make a difference. They don’t cost you any money, don’t need a lot of preparation time, and you can see the results happen quickly.

1. Eye Contact Starts a Sale

Make eye contact with the people walking by. Eye contact is the fastest way to establish a relationship that leads to sales. Don’t look at hairdos, skirt lengths or shoes. Look people in the eye. You don’t need to stare, but make sure you get good eye contact—that people are looking back at your face. That’s eye contact, and it begins a relationship. What comes next comes naturally.

2. Smile. Welcome People to Your Booth

It doesn’t have to be a big, toothy grin. A regular smile is best. If you think “smile” at the same time, you will smile with your eyes as well. Watch for a reaction—a recognition, a return smile, a hesitation in walking. That’s the person to focus on.

3. Be First to Start a Conversation

Nod to them, or if they are close enough, say “Hi.” Asking a brief question is better, it helps slow them down. “Having a good time?” or “Is it still raining?” [or windy, sunny, snowing, depending on conditions] gives the person a reason to respond that is not too committal. If the weather is bad, thank them for coming out in this weather.

If the person looks away, walks away or immediately speaks to someone with them, your chances of making contact diminish. If the show is crowded or the aisles are narrow, smile at the next person. You are not looking for a life-long commitment, this is an attempt at contact. With a little luck, a person you speak to will slow down and step into your booth. This is just the beginning, you aren’t done yet.

There are many ways to strike up a conversation, the one that feels most comfortable is the one you are most likely to make successful. Many artists feel uncomfortable qualifying clients immediately. You don’t have to ask, “Are you shopping for yourself or someone else? Are you looking for a gift? or What are you looking for?” While those questions can lead to a sale, many people are at shows simply to look at things and don’t have an answer to those questions. You can scare them off before you’ve said much.

True, if a person is not interested in your work, you don’t have a big chance of selling them anything, but someone who has stepped into your booth needs a few seconds to adjust to seeing your work. Let them have that time.

4. Talk About What You Know—Your Work

Matthew Naftzger, owner of Works of Man, and a jeweler who works in various metals, says, “I like to talk about my work. It’s easy for me to be enthusiastic, and it helps them concentrate on the pieces in front of them.” Matt lets people look over his work, and if he notices interest in one piece, he’ll say something about how he made the piece or the metals used. If the person nods and doesn’t say anything, Matt gives it another chance.

“I might say something about the shape of the piece; or what inspired its creation,” he says, “but if I don’t get a response, I’ll let it go. Conversation is a two-way effort.” Matt will let someone who shows no interest look in silence. Some people simply take more time to understand what they are looking at.

Jenna Pynn, owner of Calico & Old Lace, who makes clothing, embellished with free-form figurative quilting, says, “It takes a while for people to see that the quilting on the vest looks like running horses or like a Japanese crane. I get better reactions if people find it for themselves, so being quiet is a way of communicating.” Jenna also knows that one person in the booth looking at your work often attracts others. “I’m not quick to chase out someone who’s not buying if she’s attracting more people into the booth. Much of my work is custom, so it’s important for people to have time to look and think things through before they try anything on.”

Once there are people in the booth, it’s time for the last step.

5. Qualify Your Client

“Qualifying” means separating the browsers from the buyers and helping the buyers through the choosing and paying process, while keeping an eye on the browsers, but not engaging them further until the sales process is complete.

Jenna says, “It’s great to chat with people, have them try things on and tell me about their likes and dislikes. If it leads to a sale, it’s even better.” So what to do when a client is clearly ‘just looking?’ If you have time, and no one else is in the booth, you can certainly give them some attention.

“But if I have a sale working and someone who is just looking wants to chat, I’ll keep my answers short and friendly but keep a lot of eye contact going with the customer,” says Jenna.

Matt has a similar reaction. “If one person is just browsing and another person is ready to make a purchase, the customer gets most of my attention.” Sometimes the person making a sale will inspire the person browsing to follow suit. Sometimes the browser will leave. Instead of feeling guilty that the browser left, recognize that it was not a sale and be glad you didn’t lose the buyer’s interest.

If a browser is more demanding of attention, it’s fine to say, “I’ll be right back to you as soon as I finish helping this customer.” When a browser has been chatty and getting a lot of your attention, you’ll feel guilty paying attention to another client, but a buyer gets more attention than someone who is just looking.

That doesn’t mean you get to be rude, but it does mean that you get to interrupt your conversation, cut into the browser’s long story, or say, “I’ll answer that in a second, just let me help this person.”

While anyone can be a potential buyer, a browser who walks away is not costing you a sale. If you are polite, but turn your attention to a buyer, the browser will frequently wander off in search of another conversation. That’s great for both you and the browser.

There are a few actions that keep people who may want to stop at your booth right on walking. Be careful to avoid actions that don’t invite people into your booth.

Too Busy to Sell

If a show is slow, it is tempting to spend your time chatting with other artists. But you won’t sell a thing if you aren’t in your booth, so stick around and start making eye contact.

Beware, too, of fellow artists who are in a bad mood and come into your booth to bad mouth the show, promoter, or attendees. People who are browsing have great hearing, and when they hear something negative, they will leave your booth. Even if your fellow artist is talking about another show, the casual observer doesn’t know. Negative words cause negative reactions.

Make a rule of “no negative energy in my booth,” and fellow artists will not feel personally insulted.

Stand Up and Sell

Studies have shown that if you are busy in your booth—dusting, labeling, arranging inventory—you have a better chance of someone coming into your booth. But, there are different ways to be busy.

Eating scares people off. They don’t want to interrupt you. Sure, you have to eat, but keep it simple. If you have help with you, each of you should leave the booth to eat. If you are alone, eat things that aren’t messy and don’t require a lot of work. You can take a bite of a sandwich and arrange your inventory. Don’t hurry and take huge bites. Small bites are better for your health, and if someone comes in, you can indicate you will be with them shortly—then chew and swallow without choking.

And of course, no reading or becoming so absorbed in some activity that you don’t notice people who do come in. Anyone can be a client, and there is no reason that the clients shouldn’t come into your booth to shop instead of passing you by.

Smile and start selling. It works!

© Quinn McDonald, 2008, Quinn is a certified creativity coach, artist and writer. She can be reached through http://raw-art-journals.com/

image by Robert Glebe

The Pennsylvania Guild of Craftsmen wants to send a congratulations to  our newly juried members! 

image by Peter Saenger

Joan Dunham
Karen Warner Hammock
Louise Hutchings
Roberta Little
Kachina Martin
Michael Pyle
Jeff Runz
Peter Saenger
Linda Schwartz
Mary Stoudt
Duane Wendling
Tammy Wilkinson
Deborah Gilbert
Robert Glebe
Christine Goldbeck
Chris Hornaman
Carol Rothermel
Susan Schulz
Marty Silverman
Janice Sonnen

image by Marty Silverman

What is a chapter and why should I join one?

A chapter brings the Guild into local communities. Guild members in similar areas have formed chapters to focus on specific aims in a more intimate setting.  Many of our chapters sponsor events, such as the Pocono State Craft Festival put on by the Pocono Chapter.  Chapters also work to provide opportunities within its community such as workshops and scholarships for highschool students.

The Bucks County Chapter website aptly states that one of their goals is to:

“assists members in marketing high quality crafts and provides a forum for exchange of ideas and information through its meetings and programs”

If you are looking for a setting in which you can get to know and share information with artists in your own community, join a chapter. Chapter membership is included in the new member rate, simply check the chapter that interests you the most or is closest to you geographically.

The Pennsylvania Guild has 17 chapters, a full listing can be found on our Chapters webpage.

Opening this Saturday (Feb. 13th), the show goes through May 1st.  There will be a public reception on Sunday (Feb. 14) between 2-4pm.

At 2912 Rising Sun Road, Ardmore, PA 19003

• Irene Pearlman
• Angela Duffin
• Sharon Bartmann
• Cathy Hetznecker
• Lori Meisle
• Elizabeth Wright

At 18 Colfax Rd, Havertown, PA 19083

• Deena Ball
• Susan Osborne
• Hajo Hibben

At 3 West Clearfield Rd, Havertown, PA 19083

• Rudy Miller
• Patricia Mahoney
• Debbie Lamprinakos
• Lorraine Williams
• Tama Gorelick
• Lucy Edwards

At 115 Ellis Rd, Havertown, PA 19083

• Susan Stefanski
• and more

Enjoy a lovely self-guided tour of the Ardmore and Havertown art scene.  There’s a wide range of work being shown as well from watercolors to pottery, jewelry to rag rugs.  Come out and support our newest chapter!

Mount Nittany Middle School, 656 Brandywine Drive, State College, PA 16801.  Get a map here.

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from Janice Ritenuti, president Chester County Craft Guild

We are very excited to once again host our Holiday show at the West Pikeland Township Cultural Center. This show attracts a high-end audience as the Village is known for arts & crafts events.  There will be a wide variety of exhibitors – wood working, textiles, pottery, jewelry, glass, tiles and mosaics

Twenty six craftsmen, including sixteen CCCG members will be exhibiting their work.  Several of the crafters will demonstrate during  the show.  A popular feature is the free raffle for the basket of gifts donated by the craftsmen. A  raffle ticket is included with admission price of $3 (or $2 with postcard or newspaper coupon.)

There will be a special dining room display of work by the chapter members. All of the tabletop items will be handmade as well as the chairs made by member Jim Stevens.

Directions to the show:  The West Pikeland Township Cultural Center is located at 1645 Art School Rd, Chester Springs, PA  within the historic area of Yellow Springs.  From Exton, take Rt 100 north for 3 miles; turn right on Rt 113;  go about 3 miles and turn left on Yellow Springs Rd; turn right at the fork onto Art School Rd.  Go about 100 yds to the Center on the left; free parking is available just past the center on the left.

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Guild members of the Reading-Berks Chapter have been invited to each make five (5) ornaments to adorn Governor and Mrs. Edward Rendell’s Christmas Tree and Garland on the grand staircase in the Governor’s Mansion in Harrisburg. W. Eugene Burkhart, Jr. and Pat Oxenford wrote a letter to Governor Rendell in May requesting that the Reading-Berks Chapter decorate the 2009 Governor’s Christmas Tree.

By the end of June a reply was received and members have been invited to participate in this prestigious event. We hope to have a minimum of 300 ornaments and would be elated to have 400 to decorate the 18-foot tall tree. The theme of the 2009 holiday season decorations is “Believe” and each member may intrepret their ornaments accordingly.

A group of 10 members will actually visit the Governor’s mansion on December 2nd to decorate the tree. The Governor and Mrs. Rendell will host an open house from December 5th through 13th to view this year’s decorations. On  December 13th the chapter is hosting a bus trip for members to view the tree. BCTV will also accompany us on each trip to document this event which will be the feature program on the December 16th BCTV’s “Your Berks Craftsmen” hosted by Gene Burkhart. A video and DVD will also be available for purchase from BCTV.