During a recent trip to Cape May Point, NJ, I went to a local crafts cooperative with some wonderful work. I remember my days as the quilt/fiber artist at a fine crafts cooperative outside Philadelphia. It’s a great place to sell your work, meet your customer and gather marketing information.

Whether you sell your work in a cooperative or in a booth at a show like Quilt Market, here are some tips to help you increase sales:

1. Set an intention or goal for the show. Is it to make a certain amount of sales, to get your patterns picked up by a distributor, to test a new product? When you are clear on your intent, you’ll be more focused, and your results will show that.

2. Establish eye contact with show visitors, smile and engage them in a conversation. Ask questions that will lead to an answer that is not yes or no. Share something of yourself and your product. Your customer is buying you as much as she is buying your product. And, I’m sure you’ve been to a show where the craftsperson sits on a chair in the corner of an empty booth. Of course it’s empty; no one feels welcome to enter! Get up and greet your customer.

3. Qualify your buyer, i.e., separate the browsers from the buyers. Quilt Market is filled with what I call “the entourage,” quilters who want to see what Market is all about. And, I love quilters who want to become involved in our industry; they keep our industry vital. However, while they may have some influence or be the buyer of the future, they are not the decision-maker today. I’m not saying to ignore them or be rude. You can engage them in a conversation, only find out who makes the buying decision and try to get to that person.

4. Have plenty of handouts and brochures. Not everyone is ready to make a decision when they first meet you. Some like to take materials back to the hotel room and compare before buying. Be sure to bring an original of your handouts in the event you need to get copies during the show.

5. Have a way for people to contact you later. At the cooperative I visited in New Jersey, all the artists had business cards; none had a web site noted on the card. Many times, I’d like to peruse the artist’s web site and see what other work she might have. Not all your buyers will purchase while they are in your booth or even at the show. Make it easy for them to see your product line.

6. Keep up your energy. If you are doing multi-day shows, it’s easy to get run-down. Have healthy snacks and water in the booth. Try to stick to your regular sleeping routine, something I find hard to do at shows. If your energy is zapped, it will show in your results.

Hope these tips add to the success of your next show. And, feel free to share your tips with our readers.

The International Association of Professional Quilters offers resources and networking opportunities for you to create a success from your quilting business. Learn about all the benefits of IAPQ membership and join here.

Attending the Friendship Star Quilters show over the weekend reminded me of the variety of reasons quilters have for entering shows. For many,  it’s a chance to share what they’ve accomplished with others.  It’s a chance to support your guild’s efforts, and for many guilds this is what pays for lectures and workshops.  For teachers, it’s a wonderful opportunity to share what their students have accomplished. If you are a professional, it’s a chance to get your work seen by a larger and potential buying audience or to increase your exposure in the quilt or art world at large. For some entering a local show is a stepping stone to a larger show.

Do you remember the first time you entered a quilt in a quilt show? I do.

I was a member of the Charlotte Quilters Guild in 1977, and several of us decided to enter our work in the annual NQA show, which was held at Georgetown Visitation Prep in Washington, D.C. Of course, it wasn’t enough to just enter, we had to go to the show. It was very exciting stepping into this larger venue. I remember that my grandmother met me at the show. I was thrilled she could see my work, and she was quite impressed with all the variety of quilts. (Of course, she did cast her viewer’s choice for one of my quilts!)

Of all the reasons to enter a show, though, I think the best is the opportunity to grow as a quilter and an artist. Why do you enter shows and how does this stretch you?

The International Association of Professional Quilters offers resources and networking opportunities for you to create a success from your quilting business. Learn about all the benefits of IAPQ membership here.

It is definitely spring in my yard, and it is so welcome after what I would call an excess of snow. Here’s the magnolia tree that is right outside my office window.

Last weekend was busy quiltwise for me. On Friday I stopped in at the new AQS show in Lancaster, PA. It is the new convention center, a nice facility filled with three floors of quilts and vendors, as well as a satellite location about a mile away. Shuttle buses ran between the buildings and parking areas. Practically the first vendor I ran into was IAPQ member Lisa Reber of Dippy Dyes. Lisa does wonderful hand-dyed fabrics and was thrilled that three of the quilts in the show featured her fabrics. They also worked wonderfully in Woodland Lei from Pacific Rim Quilt Company, which is shown in the back on the left. And, she was wearing her IAPQ pin!

For the first year of the show I heard lots of positive comments, and the quilts were wonderful. I know first hand that the bus situation needs some work – we waited too long for it to arrive – and I heard that Bonnie Browning was riding the buses to get ahead of any complaints. Way to go!

Following the stop at AQS I headed off to Bird-in-Hand where I was the guest speaker for the weekend at the Quilt Professionals Network. I had a wonderful time with this very talented group of quilt professionals. Saturday I taught my three-hour Quilting Passion to Profit class in the morning and then in the afternoon I shared my Open House: Quilt Studio Tour slide lecture. Don’t you just love to see how other quilters work? On Sunday I presented my Time Management (Mastery) for Quilters program. Along with educational opportunities, the weekend included plenty of networking time, and it was a joy to reconnect with quilters I’ve known over the years and also meet new professionals. Thanks QPN for inviting me!

And, during my three-hour class, we discussed selling benefits vs. features. One of my examples included buying if you think something will increase in value, and I shared the story of a gnome I have, only I couldn’t remember the artist. It’s Tom Clark and I purchased this because he created this gnome in honor of my cousin Gene McEver. He’s actually a first cousin, twice removed, and was an All-American football player at the University of Tennessee, in addition to being a coach at Davidson College, the home of Tom Clark. This collectible gnome is named McEver and is now retired. Here’s my gnome:

On my way back home, I fit in a stop at the Lancaster Arts Hotel to see an exhibit of Sue Reno’s quilts. Those of you have been to my booth at the old Quilters Heritage Celebration will remember that I always featured one of Sue’s quilts in my booth. This exhibit showcased quilts Sue made to celebrate the old Watt & Shand department store in Lancaster. This Beaux Arts building was transformed into the convention center. I’m a fan of Sue’s quilts and it was a real treat to see this collection. I did have a hard time picking a favorite! If you get a chance, make time to visit the exhibit.

Ann Hazelwood
American Quilters Society; $12.95

This terrific little collection of tips is broken into sections for the quilter as a student, tools, designing and working styles, stash savvy, techniques, quilting, finishing touches and show etiquette. You’ll find something to use or pass along. But the best advice, as Zena Thorp says, is “remember that it is YOUR quilt.”  Here’s a link if you’d like to add it to your library.

• First and foremost, read the rules. Read them more than once and contact the show coordinator if you have questions.
• Determine if your quilt is eligible for the show. Some shows may require membership in an organization; some may require completion of the quilt within a certain time period.
• Determine the correct category for your quilt. Read the rules for definitions of categories. Some shows disqualify you if your quilt is in the wrong category.
• Meet the deadlines!