Summer Selling Checklist
It’s summer-time! Time for you to travel, do shows, receive
loads of visitors, and sell, sell, sell. For many of you, sum-
mer sales can make or break your year. Here are some ques-
tions you might ask yourself as you move through those all-
important summer sales:
Is your booth or shop beautiful? Are your products displayed
well and in good light? Is your display area clean and free of
food, and your water or soda out of sight? Do you have
enough work on hand to represent the artist and/or the art
form? Do you have enough space between pieces to let the
buyer focus on each individual item?
Are you welcoming? Do you great each potential buyer personally and welcome them into
your space? Do you let them browse without talking but be quietly available to answer ques-
tions? Are you personally clean, odor free and rested?
Do you tell the story of the work? How was it inspired? Who made it? Is there any special
meaning that the artist was trying to convey? Do you create the romance surrounding the
work, before you offer to tell the customer
it was made? Are you selling by rote or are you
paying attention to what each customer needs? Are their eyes glazed over and they are fidget-
ing -- or do they appear interested and engaged?
Harry Redwolf Perkins
Georgia Tribe of Eastern Cherokee
Artist Member (Traditional Crafts)
Avila Retail Development
Albuquerque International Sunport
Avila Retail Development
Phoenix International Airport
Summitt Mountain Art & Design, LLC
Camp Verde, AZ
Sun Country Traders
Santa Fe, NM
Is your product well-made? Is it aesthetical-
ly pleasing? Are the lines straight, the tones
carefully set and are the edges free of sharp
spurs? Are your frames and displays the
same quality as the work?
Are your products priced right for the current market? Are you being realistic about
what your product is worth and how it compares to similar products? Have you done
the research to know?
Do you write a detailed description of the sale on the receipt? Is your name on the
receipt and do you provide your contact information or the receipt or attach a business
card? Do you get the customer’s name and contact information for your follow-up
Do you inspire confidence in your buyers by displaying the IACA logo prominently --
no matter where you are selling? Do you take the chance to tell your buyers and your
peers what it means to be an IACA member? Do you explain that by virtue of your
membership you are required to adhere to a
strict code of ethics?
Do you thank your customers, and let them
know how much you appreciate their pur-
Finally, when you are finished for the day, do
you look back on the reactions that people
had toward the work, the display, the price
points and even toward you, and make a note
of what you need to work on tomorrow?
Have a wonderful and profitable summer!
Kathi Ouellet— President,
Georgia Fischel—Vice President,
Dee Dowers— Secretary,
Jacque Foutz— Treasurer,
Martin Seidel— Director,
Beth Hale— Director,
Dawn Dark Mountain—Director
(Oneida) Artist Member
IACA is pleased to welcome the following