Terry Scidmore CPF
MGF, Master Grumble Framer
Reading the responses to the question on conservation glazing and fading got me wondering -
How do you present to your customer the benefits and limitations of the product? How do you explain to them what they are buying and what kind of performance they should expect out of a product?
My friends who are in other lines doing sales always present products by using the phrases "according to the manufacturer" or "the manufacturer claims", rather than trying to suggest that they have specific knowledge or experience with the product.
Yes, they sell the benefits, but they tippy toe around the limitations by using those phrases.
I tell my customers that all light will cause fading, the less light the better, and that conservation glazing helps protect the structure or integrity of the paper or fabric - which, unlike fading, is a kind of damage that they can't see happening.
But most customers are concerned with fading and want assurances that by using conservation glazing, they will extend the color life of their art by a significant time period - usually in their mind they are thinking in terms of years if not "forever" or "longer than they will be alive".
How do you present to your customer the benefits and limitations of the product? How do you explain to them what they are buying and what kind of performance they should expect out of a product?
My friends who are in other lines doing sales always present products by using the phrases "according to the manufacturer" or "the manufacturer claims", rather than trying to suggest that they have specific knowledge or experience with the product.
Yes, they sell the benefits, but they tippy toe around the limitations by using those phrases.
I tell my customers that all light will cause fading, the less light the better, and that conservation glazing helps protect the structure or integrity of the paper or fabric - which, unlike fading, is a kind of damage that they can't see happening.
But most customers are concerned with fading and want assurances that by using conservation glazing, they will extend the color life of their art by a significant time period - usually in their mind they are thinking in terms of years if not "forever" or "longer than they will be alive".