Going to the show!

bigin

bigin

Joined
Sep 3, 2014
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257
Not the majors. Just a local market to test the waters. I have never set up a table at something like this. I have a few ideas and fears. Mostly I'm afraid of people pawing (and dropping) my knives so I got a covered display case. I am trying to put together a dozen or so knives with a cross section of my work in different price ranges and styles. Any one have some wisdom to lay on me?
 
bigin said:
Not the majors. Just a local market to test the waters. I have never set up a table at something like this. I have a few ideas and fears. Mostly I'm afraid of people pawing (and dropping) my knives so I got a covered display case. I am trying to put together a dozen or so knives with a cross section of my work in different price ranges and styles. Any one have some wisdom to lay on me?
Click to expand...

Are you going there to display a collection, or to sell ?

Some folks are visual, some are tactile; most are too shy to ask to see something.

Putting them in a covered case means they can't touch them.
They "don't want to bother you", they keep walking...


But you want to get your stuff into their hands.

The shows I've been to, the makers tell every new person at the table to feel free to handle anything. ( they say it hundreds of times in a show)



One fellow I know would buy something if he got it in his hands,
Within seconds, you could tell by the way he caressed it whether he would buy it or not...
Gun stores and car lots were dangerous ground for his finances.



Most folks are pretty careful, but fixing a ding is just part of the deal.
I see you're selling users, set them free into the world to be used.


I see you use carbon steel, take along nice clean oil cloths and use them to avoid the spit rust spots.



Maybe you're a born salesman and talker, if not have a few stories, lines of patter, ways to start a conversation ready and practice them.
Nothing to phony, just prepared so you can be relaxed and enjoy the show.
 
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As the count said!!! That's what will work for you. Of course it doesn't appeal to you, make sure you get a lock for that display case.
Frank
 
I totally agree with the above. I say the same words almost automatically when a person walks up and pauses or looks directly at a knife, "Feel free to pick it up."

There is an old guy who goes to many shows who has all his knives arranged and labeled in glass top display cases. He gets three tables to hold them all. He has lots of desirable knives by all the big name makers. He hardly sells a knife from the hundreds on his tables because people just walk by and glance at it like it was just on display. To me his locked cases say, "This is mine, you can look, but can't touch it or buy it."
 
when I was 20 I used to be in direct sales.
One of the golden rules was to get the product in peoples hands.
People don't like to give something back that they have in there hands. So you're more likely to sell.
 
Here's a couple more thoughts.


If you want help to keep track of the ones on the table, make up a little place card for each knife withthe basic info on it.
That way you can do a quick scan of the table, any place cards with no knives - someone must be holding one.


Having people handle your work is also like market research
Treat it like a poll.

Keep a tally sheet and mark off a tick each time each knife gets fondled



One of your questions can be, "what attracted you to that one?"

It will lead you to a specific pattern, or handle material, or finish that may be more popular than you thought.
 
Great point, Count.

One of the sales techniques we teach the gals at work is making the customer tell you what they like about the item.
You start with something like, "That is a popular ring/knife today. Everyone seems to be looking at it. What feature caught your eye?" Once the dialog gets going, the customer will end up convincing himself/herself that they really like and want the item. If you started out with the seller saying, "I like that knife. Its my favorite. It feels good in my hand." the conversation might end up with, "Yeah, its a nice knife", ...as he lays it back down.
 
I was just set up at alocal ethnic festival, and did very well (for a craft show). I sold 10 knives,but one person walked off with one! I never left the table, and thinking back I think I know who it was. I was talking to the guy, and his teenage daughter was looking at it. Lucky for me, it was he cheapest knife in the table, $200 and one of the few stockremoval, micart,kydex pieces. Lesson here? Keep you most expensive pieces closest to you, and pay attention, and chalk it up to the price of doing business. If I had a glass case, it would not have been stolen, but I doubt I would have sold half as many.
 
Wear comfortable shoes,you're gonna be on your feet all day long.
Talk to everyone that passes your table,if nothing else at least say Hello,it will get them to stop and look.
Place knives on the table with the handles toward the the people, make it inviting for them to pick them up.
Treat everyone that comes to your table the same, you never know who is going to buy.
Be prepared to answer the same question about a hundred times a day,and be as enthusiastic at the end of the day as the beginning.

This may sound harsh,but if you're gonna sit behind your table diddling on your phone, with your knives in a case, don't bother going.

I like doing shows, enjoy the people and trying to educate some of them about handmade knives. Come the end of the show I'm exhausted,but alway have a good time. Hope it is the same for you.
 
You've received good advice. Talk to or acknowledge everybody. Tell them to pick them up. Smile. Have a few stories. Pay attention to what gets picked up and what stays on the table. Make more of the ones that get picked up most. Good luck, hope you sell a few. I will say, as a way of managing expectations, that I know very few people who consistently sell out. If you sell 1/3, you did alright, more than that and you did very well.
 
I just wish to say "what great advice on selling knives". I don't really make knives to sell, but have sold a few. The advice I've read here is so good - really like the idea of having handle pointed out to invite pickup. Also, the idea of making a note each time each knife got picked up - I'd not thought of that before, but that would work nicely to determine most popular styles.

Good luck to all selling, I hope to see some of ya'll at Blade this year.

Ken H>
 
Sounds like you did pretty well, Cody! 10 good sales in a weekend at an ethnic fest sounds like a great success.
You can always put a mat or rug in front of the table, just in case someone drops one...

You like knives, the people that come by like knives- it's a party.
 
elementfe said:
Sounds like you did pretty well, Cody! 10 good sales in a weekend at an ethnic fest sounds like a great success.
You can always put a mat or rug in front of the table, just in case someone drops one...

You like knives, the people that come by like knives- it's a party.
Click to expand...

I have been there three years previous, and have always sold a few, this year was the best by far. I have heard that a guy needs to go to the same show a few years. People will come back looking for you. This was the case for half of my sales. The show is only 4 miles from me, and even if I didn't sell any , it would still be fun to sit there. I love all the "I made a knife once" stories! And questions like " are they tempered and everything?"
 
Great advice guys. Thanks. There's a lot of things there I never considered. I will try all these things and let you know how my maiden voyage goes.:thumbup:
 
Stacy E. Apelt - Bladesmith said:
I totally agree with the above. I say the same words almost automatically when a person walks up and pauses or looks directly at a knife, "Feel free to pick it up."

There is an old guy who goes to many shows who has all his knives arranged and labeled in glass top display cases. He gets three tables to hold them all. He has lots of desirable knives by all the big name makers. He hardly sells a knife from the hundreds on his tables because people just walk by and glance at it like it was just on display. To me his locked cases say, "This is mine, you can look, but can't touch it or buy it."
Click to expand...

Stacy, I've been doin shows since 95 and all custom knife dealers use glass top cases. Too many knives to keep an eye on and folders up to 20k +. I've also seen many high end knives sold out the those cases. But I agree, a maker will not do well using glass cases...
 
Agreed, a dealer or a high end folder maker probably can't take the chance. But, a newer maker who wants people to buy his knives over one of the other more known names will have to make them available to be held.
 
It seems there is some really sound advice from some well experienced individuals here. I've taken note.

If I may pose an additional question or two without hijacking or exceeding my permissions. Stacy, let me know if need removed. Thank you.

Is there a proper amount of knives to have shown? Fewer would be easier to keep track of. Too many or too few, sending the wrong messages?

Also, what of having shared table with another maker? There is a really large craft show locally and another maker and myself have briefly discussed sharing a table. It would offset costs if all is a wash and would allow another set of eyes to keep track of things.

Thank you
Chris
 
If sharing a booth, try to clearly define each person's half. Don't mix the "presentation" into one, keep your own area as visually defined as possible.
 
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Chris
I don't know if there is a right number. I've seen table with 30 knives on them and seen tables wit just 3-4. I am doing the Arkansas show this weekend in Little Rock and I will have 14 on my table. 9 folders and 5 fixed blades. That is a normal number for me 10-14.
As for sharing tables I think it is frowned upon in the big knife shows but for local shows and craft shows I don't think it would matter, just check the show rules first.
 
Michael, I completely agree on the separating sides on a shared table. Likely tables next to each other would be ideal.

Stan, I agree it should be frowned upon at a big show. This was discussed only in that neither of us have done it prior and the show is large enough that there is limited space for tables even though it is held at the county fair grounds.

I must add that I am more than just a little sickened that the wife nixed the road trip idea for the weekend. I was hoping to get to visit again with the likes of Tomberlin, Kirk, Royer and Culver and to have the honor to meet some I've not yet had the pleasure. Anderson, Hanson, Fisk and Buzek to name a few on a very long list! :D Alas, it seems that list must wait until September!

Chris
 
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