How to sell design elements effectively?

Rozmataz

SGF, Supreme Grumble Framer
Joined
Jun 13, 2002
Posts
2,773
Loc
Fingerlakes Region of NYS
Do you have any sales techniques that you utilize for selling design techniques that are hard to present to the customer? Ones I find difficult and could use some pointers on would be v-grooves, inlay mats, etc. Besides having examples on the wall - putting it together on the design table ideas!

And I hate it when I come up with a better solution after the the customer has left and agreed to the design they were presented with. If it is something small, sometimes I will do it anyways just for the self-satisfaction of making it look better!

Thanks,

Roz
 
Roz,

For v-grooves, inlays, pen lines, threadlines, etc., I have corner samples made up to show the customer.

Elaine
 
I don't do it well, but in an old magazine article I saw that they had plastic sheets with french matting and lines draw on them that you could lay over the mats to help the customer visualize the end product.
 
Rather than drag out corner samples with French Lines or V-groves, our design counter has a plate glass top under which we have about 30 – 8 x 10 mats with those and other designs e.g. Roman Corners, Victorian Corners, Arrowheads, etc. which illustrate what is available.

When customers plunk their artwork on the counter, they cannot help but see the samples. To us it’s a non-pushy marketing tool. Many take the time to look at the selections and ask questions. Some result in upselling without our having to get too aggressive.
 
Originally posted by Bill Henry-:
Rather than drag out corner samples with French Lines or V-groves, our design counter has a plate glass top under which we have about 30 – 8 x 10 mats with those and other designs e.g. Roman Corners, Victorian Corners, Arrowheads, etc. which illustrate what is available.
Funny you mentioned that, that's exactly what I did this week: New counter top with those new templates!
 
Paul, Bill - Any visuals available for this counter top presentation? Sounds interesting.

Thanks,

Roz
 
here's a quick shot. Too much reflection from the glass, so I had to choose this angle:

I will be putting some photos / art in those pretty soon too.

Counter.jpg


[ 04-14-2006, 03:33 PM: Message edited by: Paul N ]
 
My whole shop is filled with framed samples of my very best and favorite framing elements.
I find these framed samples especially useful with french mats with watercolor wash panels, fillets, acrylic boxes, shadowboxes, fabric wrapped mats and liners, stacked frames and AR glass.
How many times as it happened that someone pointed to a framed piece and said, "I want mine framed like that?" Enough times to pay over and over again for all those samples.
I found that I needed no more than that.

edie the seemstoworkjustfinelikethat goddess
 
I"ve wondered about the glass top with all the mats and pics underneath. I can see how it would be a great way to display the ideas, but do you find that it makes the table top look cluttered?

I wonder because sometimes when you are showing a design and there are mat samples all over the table and frame samples it gets so cluttered that I can't stand it and then it becomes hard to focus on the item and framing itself. I think that i would end up covering it up with something to "clear" the clutter.
 
Sandra:

I was afraid this would be the case too.

But since I re-did the counter-top 3 days ago, I realized that once the customer lay their stuff on top, the "clutter" is underneath it and is out of sight.

But the samples underneath are still there in case they want to select a certain look.
 
Paul's is neater looking than mine, but I chose to use 8 x 10s so I could get more samples stuffed under the glass.
 
Since Sandra brought this up... I thought the same thing. If they were done in the same neutral mat color - I think it would be less distracting.

But I still think it is a great idea!!!

Roz
 
have any trouble with the glass tops???? I'd be a little leary about that where to public can(and does) drop stuff onto counter for looking--

paranoia runs DEEP
 
We’ve had the glass counter tops for nearly twenty years. It’s become a little scratched but no one had plunked down anything too heavy to break it.

Actually, when they see the glass many people ask if it’s okay to place their stuff on it. The glass itself acts as a “heads up”.
 
When I pick up a frame sample, I grab a fillit to show with it. Otherwise, I tend to forget that they are there.
 
I just got 101 Designs, the latest decorative mat design book by Brian Wolf the other day. While I am thinking that I am going to cut and display some of the over 230 or so actual designs in the book, I am also thinking what a great tool the book is to show the customer all of the different design possibilities.

I do like the idea of the clear acetate overlays that could be made of french line / panels ect that could be used with any mat corner.
 
Roz:

I changed the design counter: Moved the mat templates around and made them smaller. The big ones were distracting, like Sandra said.

Here is a new shot.

The area in the center is big enough for design, while the templates are just a border now:
53df6bd1.jpg
 
Paul,

Hey - muchly improved!! I think it is great to show the examples!!

You will have to let us know if you sell more from this - 'cause I know if you can show-it you can sell-it!!! Some people just can't visualize.

Happy selling!

Roz
 
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