Got my CPD @ Craft in the Bay Coordinator hat on again today. There are a couple of spaces left on two brilliant workshops taking place next week. They are both looking at different aspects of selling craft. As they are linked topics, we have a special offer where you can book a place on both the listed workshops for £80. Otherwise each workshop is £45 (10% discount for members and friends of the Makers Guild in Wales). To book, please phone Craft in the Bay on 02920 484 611.
Developing a Retail Strategy for Craft, Michelle Bowen
Monday 25th July 2011, 11am - 4.30pm
We are delighted to welcome Michelle Bowen to Craft in the Bay to deliver this insightful workshop specifically aimed at craft galleries and retail outlets, although individuals who regularly sell at craft fairs will also benefit.
In these challenging economic times the need to have a coherent retail strategy is critical. The workshop will cover the following points
• What does your gallery / brand stand for and what are the unique selling points? How does it differ from the high street? What are you really offering?
• Developing a retail mission statement, encapsulating what you are about and use it to focus on the purpose of the work you are doing
• Understanding who your customers are? Why do they visit? What are they looking for? How to provide quality of service, telling stories and the human factor, up- selling… delivering a unique experience
• Improving your sales environment & point of sale information. Are you presenting work in a fresh way? Understanding the influence of fashion and lifestyle, referencing magazines and media.
• Developing a community of interest: using your friends scheme / mailing list, developing collectors, using social marketing and web site etc. How do you get your customers to come back and keep buying?
Michelle Bowen has a wealth of experience in the creative industries having not only managed a gallery, but also worked for the Crafts Council as the Professional Development Officer, and for the Arts Council of England as Visual Arts Officer with specific remit for the strategic development of craft and design. Since establishing her independent creative consultancy in 2010, Michelle has delivered strategic & retail development and project management for organisations including Brighton Pavilions, Harley Gallery, New Art Exchange and Northamptonshire County Council.
Cost: £45 for non members, £40.50 for members and friends of the Makers Guild in Wales
Sales Techniques for selling craft, Anne Derbyshire MA Sales, Cert Ed, MIBC, FInSMM
Thursday 28th July 2011, 10.30am - 4pm
The primary aim of this workshop will be to develop knowledge and expertise in professional sales techniques, but tailored towards the unique craft market. Led by Anne Derbyshire, a finalist BESMA Sales Trainer of the Year 2011, the day will be highly interactive and enjoyable with discussion and practical activities. Based at Model House Craft and Design Centre, Anne has a tangible understanding of the craft and design sector, as well as delivering training to clients such as The Oxford University Press, The Maltese Government, Procter Brothers, UK Steel Enterprise and Chapter Arts Centre.
Workshop Benefits:
• To be able to develop excellent customer relationships and understand each client’s
specific buying needs.
• Understand how to structure a sale so that the customer moves from interest, to desire and then to action (purchase)
• Learn to competently sell the benefits of different craft products.
Key Topics
• What makes a successful salesperson- the key ingredients
• Understanding why people buy- the decision making process and how we can help this process to happen. (people like to buy but they don’t like to be “sold” to)
• Communication skills. Body Language
• How to project the desired image.
• The 8 steps to a successful sale
• The art of questioning and listening
• How to offer craft work as a benefit to the customer
• Understanding buying signals
• Handling objections (for example “it’s too expensive”)
• Closing- achieving the business
Cost: £45 for non members, £40.50 for members and friends of the Makers Guild in Wales
To book, please phone Craft in the Bay on 02920 484 611
For queries please contact me!
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