There‘s no doubt that the jewelry market is becoming crowded with stiff competition from imports and jewelry manufacturers who mass produce jewelry. In order to compete, it’s important to understand the subtleties of selling jewelry designs successfully. Have you ever stopped to consider how your body language affects your handmade jewelry sales? If you sell handmade jewelry at craft shows and home parties, you are in direct interaction with the public and are sending off subtle messages to your customers by the way you carry yourself and the body language you use.
I attended a craft show recently and was interested in purchasing a particular piece of handmade jewelry that was beautifully designed and displayed. The person attending the craft show booth who appeared to be the artisan noted my interest in the piece and then quickly hid her face behind the book she was reading. Needless to say, this made the prospect of buying this piece much less appealing. Was she reacting in this manner due to disinterest or was she just insecure with herself and her place in the craft world? It’s hard to say but it certainly wasn’t going to help her sell her handmade jewelry, even though her designs were quite beautiful.
Whether you realize it or not, people can be subtly turned off by the body gestures you display when they walk by your booth. This can unconsciously influence whether or not they decide to stop and look at what you have to offer. If you look bored and disinterested, your potential customer may believe that your jewelry must be lackluster and unexciting too. If you respond with an enthusiastic greeting and a smile, you’re giving them an open invitation to enter your booth and see what you have to offer.
Here are some tips on how to use the right body language to pull people into your booth so you can successfully sell your handmade jewelry:
Display open posture.
Open posture means facing your customer without covering your body with your arms or hands. One non-threatening way to approach your customer is with your arms casually hanging by your side. When you cross your arms across your body, you appear less approachable, more stern and unyielding. This isn’t the body language you want to display if you’re trying to make a handmade jewelry sale.
Maintain good eye contact.
When you speak with potential customers, look at them in the eyes. Don’t look down at your hands which suggests that you’re timid and lack confidence in your product. Avoid averting your eyes when speaking as this suggests a lack of interest in what your customer is saying. When your customer is talking, maintain eye contact and engage yourself in what they’re saying. Customers want to feel like they’re being heard and acknowledged.
Smile, smile, smile.
Nothing makes a customer feel more welcome than a genuine smile. If you don’t always smile when you’re in your jewelry booth (and sometimes it can be difficult), you can learn to be more aware of your facial expressions and try to develop the art of consciously forming your lips into a smile. Just don’t make your smile artificial or forced. People can pick up on that right away. Think of all the things you have to be thankful for and then let it show on your face.
Don’t forget the greeting.
When you’re dealing with customers, it’s important to greet them as they enter your booth. A simple “hello” with a warm smile may be all that’s needed initially. This will make your customer feel welcome and will help to put them in a more receptive mood for purchasing your jewelry.
Sometimes it takes increased awareness of the subtle messages you’re sending when trying to sell handmade jewelry at shows or home parties. This may be the key to making your jewelry business more competitive and successful.