Energize every interaction with a bright smile and a warm heart, knowing that you made your jewelry with the upmost attention and care.

Instant pictures help you stay in the prospect's mind! They say a picture is worth a thousand words, and selling artisan jewelry is no exception! The average prospect at a show or other live event may see hundreds of pieces of jewelry as they walk through the aisles. Even if they take your card, it can be difficult to recall exactly what they saw.

If there's a piece someone wants but can't decide on right away, take a photo and give or send it to them. If you're doing this at a professionally-run show, make sure that they allow photographs on the show floor.

Also, photos of you with customers can warm up your booth and website -- those pics show others how much comfort your customers have with you. Get permission to post those in a special section on your website. Not only will prospects enjoy them, but those in the pictures will enjoy them as well!

2. Journal it!

After a selling activity, write some notes in a journal about what went well and what didn't. Examine the writing for any irrationally negative thoughts and reframe them with a more realistic view of what actually happened. For example, if someone criticized your work, and your next thought was, "I'll never sell my work!" ask yourself what the evidence is for that self-statement. If there isn't any evidence for it, replace it with a more rational thought, like, "I don't like criticism, but I'm going to learn from it and move on to the next prospect."  

If something went particularly well, write down, as closely as you can recall, what you said and what the customer responded. If there's time right after the sale, that's the best time to write - when it's fresh in your mind!

3. Offer a prize drawing at your booth!

Pat Okerlund of Golden Gems Jewelry in Chesapeake, VA, writes, "I hold a contest at my booth to win a free pair of nice earrings. I ask entrants to provide their name, address, phone number, and e-mail for my list. I may also ask favorite stones and colors (or birthdates) to get them thinking about what to buy. "They come back at a specified time to see if they have won," Pat continues. "This gets them back to my booth! The winner is thrilled to get a new pair of earrings, I get to know my customers better, and sometimes make a sale I might not have made."

As an additional idea, hold drawings throughout the day, instead of just one at the end of the day. This gives people multiple chances to visit your booth and sustains interest in the outcome of each drawing. Nice idea, Pat! Before setting up a drawing, confirm with show promoters that they allow them.

Information provided by David Weiman from MarketingJewelry.com