Have you ever stopped to consider how your body language affects your handmade jewelry sales? It may be having more of an impact than you know. If you sell your jewelry at craft shows and home parties, you interact directly with the public and are sending off subtle messages to your potential 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 item. The person attending the booth who appeared to be the artisan noted my interest in the piece she was selling and then quickly hid her face behind the book she was reading.
Needless to say, this made the prospect of buying this piece considerably 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 win her any sales.
Whether you realize it or not, people can be subtly turned off by particular body gestures you display as 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 will likely believe that your jewelry must be lackluster and unexciting. 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:
Display open posture.
Open posture means facing your customer without covering your body with your arms or hands. You might approach your customer 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 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 don’t have 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.
Smile, smile, smile.
Nothing makes a customer feel more welcome than a genuine smile. If you don’t smile when you’re in your jewelry booth (and sometimes it can be difficult), it may pay to be more aware of your facial expressions and try to develop the art of forming a smile. Just don’t smile in an artifical, forced manner. 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.
If you want to read a really fascinating book on body language and the impact it can have on your sales and on your encounters with other people, check out this book. It’s a very enlightening read and can give you some very helpful insights on how to be more successful in the jewelry business.
If you’re unsure as to whether your body language could be hurting your jewelry sales, have a friend come watch you at a show while you’re interacting with customers. Have her critique you and give you suggestions on how you can create a more positive impression.
Hope this helps. 🙂