The average gift or specialty shop rarely handles "one of a kind" items. Orders are usually placed for quantities of three, six or twelve or pairs or sets, whatever the case might be. Naturally, the larger the shop the greater the number of pieces are ordered.

It is very tempting, in the face of a buyer's enthusiasm and interest, to feel overconfident about being able to turn out a fairly large order. Do not overestimate your capacities. The catch is in the delivery date when the order must be filled. If you do not or cannot deliver on the specified date, you run the risk of having the articles refused when they do arrive at the store. You also destroy the buyer's confidence in you as a responsible and professional worker.

Where To Sell

The medium sized and small shop is best as an outlet for craft work. Large stores will require quantities far beyond your production capacities, so don't waste your selling talents on them. Contacts are usually easier and more friendly with the small shop buyer and your work will have a better chance of being sold quickly.

Do not try to sell to personal friends or relatives. The results are usually embarrassing. If they really and truly want to buy something from you, ask them to wait until arrangements have been completed at So-and-So's shop. They can then go there and buy as much or as little as they choose.

Professional exhibitions of your work are not difficult to obtain. That does not mean that the museum is going to clamor for a one-man-show of your work, but it is quite possible that other display space may be arranged for through friendly sources. It might be in a florist's window, at a Flower or Antique Show, in the public library, even the reception room of a bank. When this opportunity occurs, be sure that a simple identifying card accompanies your exhibit. All it need say is "Designed and made by Jane Parks."

How To Sell

Be businesslike in your approach, conversation and conduct. That you are young is interesting but not important. Therefore do not expect special treatment or consideration. What really counts is the quality and sales appeal of your work. Avoid effusive, bubbly language, slang and extravagant statements. You don't have to sound like Noah Webster. Plain, matter of fact English is preferable to either stuffiness or slang.

There is a definite technique to selling. Learn and use it from the very beginning. Quite soon its routine will become easy and natural. The first step is to select the store you wish to sell to and then get the buyer to see you.

1. Telephone the store and ask the name of the person who buys glassware, or ceramics, etc. Be sure you get the name correctly, then ask to be connected with her.

2. Ask for an appointment to show her some samples of decorated glassware. The buyer will ask what company you represent. Your answer is that the samples are the work of a local craftsman.

3. Be on time for your appointment. It is quite possible that you will have to wait to see her in spite of the fact that you are on time. Waiting is normal in selling, so don't fret or let it make you nervous.

Now comes the hardest part of all for the first few times. You will be a surprise to the buyer who, in the ordinary course of events, will have been expecting an adult. Do not let her reaction to this surprise, pleasant or otherwise, upset you. You'll get used to it as you go along. Greet her by name and immediately identify yourself. Then ask where you may show her the samples you have brought.

Depending upon the size of the shop, you may be asked to show the samples in the buyer's office or directly in the shop itself. If the latter, select a table or showcase that is well lighted and relatively clear of other merchandise. Ask if you may put your things there. Never disturb a display in order to show your own stuff.

Your samples, of course, have all been wrapped in fresh tissue paper. Unwrap them carefully. Your obvious care in handling and showing your things makes a subtle impression upon the buyer. It stimulates her interest and respect. Group the samples to their best advantage and step back so that the buyer may see them easily. It is now time for you to engage in what is called

Sales Talk

Talk about your work impersonally. Forget the pronoun "I". Make yourself think and sound as if the pieces involved were somebody else's. Your comments, as the buyer looks at them might run as follows . . .

"These bottles are adapted from Swedish museum pieces."

"Each one has an individual decoration but, as you can see, they may be used in pairs or groups."

"They make nice cruets for oil and vinegar or special salad dressing."

"They're handpainted, of course, with special enamels so they may be washed safely. But they shouldn't be scrubbed with a brush or scouring powder." "This size and style is quite attractive in a bathroom for toilet water or rubbing alcohol." Naturally, the suggested comments are not to be rushed out all at once. Neither are they to be quoted exactly. Phrase them your own way but be sure to get your points across. It is possible that the buyer may be quite uninterested. That calls for additional and persuasive sales talk.

"No one else in town has anything like these (be sure about this before saying so) and they'd make a very good promotion for Mother's Day."

"House and Garden" showed a similar group used for a table setting that was extremely smart (if it did, or showed anything like it, have a copy along with you for demonstration). The same idea would make a striking window display, don't you think so?" etc., etc., etc.

Sales talk is not a hard and fast set of rules to be followed exactly or trotted out for each and every occasion. Let the buyer take the lead and use your judgment in how much to say, how to say it, and when to disagree with her. That comes with practice. The more people you try to sell, the easier it will be each time.

Even if it looks as if there were no hope of selling, restrain your disappointment. Keep your good humor, thank her for her time and ask if you may, at some future date, show her other things. Don't forget that there are other shops and other buyers. Maybe the next try will be successful.

Suppose the buyer is interested and does want to buy from your samples. There are certain business details to be gone into. Knowing what those details are allows you to discuss them freely and frankly. In order to discuss them intelligently, you must . . .

1. Know the prices of your own work. How to establish what those prices are, before seeing the buyer, is analyzed on page 115. Be quite specific and definite when quoting price. "These are $15 a dozen." That's all. Make no excuses or try to explain why the price is that figure.

2. Know how long it takes to finish a single piece and know how much working time you have each week. You must know this in advance because one of the first things that will come up is, "How long will it take you to fill an order?" The average store expects delivery within ten days to two weeks. Since your items are handmade and it is obvious that you carry no stock of them, the delivery date is almost up to you. But do not be indefinite about that time. Specify a reasonable date (based upon time necessary to make one item multiplied by the number of items ordered) and do not be talked into an earlier date than you know you can meet. When those details have been ironed out the next step is . . .

3. Get a signed order from the buyer. It should include your name and address, delivery date of merchandise, quantity and description of the items ordered, and individual prices as well as the total price of the order.

4. Discuss payment quite frankly. If it is not already printed on the order form, ask the buyer how she pays. The average small store pays within thirty days following date of delivery. Some shops pay within ten days. Know what to expect.

Price And Profit

Everyone is entitled to profit. To sell without it is futile and there are extremely few cases where it is justified. Profit, commercially speaking, is the amount of money you get in excess of the actual expenses involved in making an article. Expenses include: costs of materials used, cost of labor (your time at so much per hour), and any other costs such as telephone calls, wrapping, etc., necessary to the selling and delivery of the merchandise. Profit is the difference between the total expenses and the sale price of the article, and is your pay for creative and skilled work. It is a very important factor and should always be included in the sale price. How to price your work is explained below.