Since I started exhibiting my metal art regularly at the RHS Chelsea Flower Show, RHS Hampton Court Flower Show, RHS Tatton Park Flower Show and BBC Gardeners World, I have learnt quite a bit about selling.  
When I did my first show I had no idea how to go about it, but now I have quite a few years of experience behind me, and having taken some brilliant advice from experienced fellow exhibitors and metal artists I am now able to pass on some useful tips.

Are you a plonker?

First and foremost don’t be a ‘plonker’…….I was a metal artist ‘plonker’ for my first few shows  until I asked for some advice (that’s me and mum plonking above at our first show).  The truth is it takes a lot of planning to avoid being a plonker, and you have to be prepared to spend that little bit more on your stand.  A ‘plonker’ is someone who turns up to the stand and literally plonks their metal art (or what ever else they sell) in the space, hoping people will just turn up and buy.  The public need to be drawn in to your stand, just as we are drawn into those carefully designed high street stores.  Off set your metal art by incorporating flowers, maybe have a plinth or decorative stones, create a scene, with thread or story.  As a metal artist you want people to believe in you, the metal artist, as a creative designer.  Make it look really inviting.

Who is the metal artist and how much does your metal art cost?

Signs have to be clear; you want people to remember who you are and your metal art.  For years now people remember me as a metal artist and always come to find me to see what I have done with my stand this time around.  It is this that will pull in a metal art commission when you least expect it.  Its very important to have paper work to hand out:  Brochures, business cards, receipt book, press pack, fliers, portfolio of work and picture boards, but make sure you have somewhere you can store your stuff out of site, incorporate this in you stand design.
How ever much your metal art costs, you must display prices clearly.  This will help avoid time wasted on discussing projects where the client’s budget does not meet their aspirations.  This is your chance to sell yourself as a metal artist and you want to impress and stay in peoples minds.  You need to give them info that they will keep.  Jobs keep coming through years after exhibitions.
Top tip:  If you are short of cash, print out a simply flier on A4 that can be folded up.  Have as many great pictures of your work on it and all your details.
The metal artist should also have a clip board, to capture peoples details on site.  Top tip:  write out their details yourself… this saves not being able to understand someone else’s hand writing.

How should the metal artist present themselves?

Dress:  A clean and tidy metal artist is essential!  You want people to pay you lots of money for a great commission, so you want to look responsible and trustworthy and smell good.
Top tip:  Think about what you are going to wear or have a quirky bit of jewellery……this shows a bit of imagination and is quite ‘Arty’, first impressions are important for the metal artist.
Never look board or knackered!  Try and look busy if there is a bit of a lull.  Always smile at people even if they have just been really rude about a piece of metal art that you have lovingly slaved over a hot welder!…..have a really good strap line to reply with between gritted teeth.
Top tip:  Don’t drink alcohol until after 6.00pm!  Talking to the client’s chin never wins you commissions!
Be a chatty and friendly metal artist.  Try and get a crowd because more people will follow. Try and get the public to feel your metal art, touching and holding can be quite a firm foundation for a sale.
Top Tip:  Have some picture boards or a portfolio people can go through… you want to show as many examples of your work as possible, not just the pieces on display.
If you can have someone on your stand with you, it really can help. It is very exhausting exhibiting on your own.   My Mum has been my right hand man at all the shows I have done and we have a real laugh together………if fact my whole family get involved!  
Eventually you will be able to suss out the serious inquires within moments of meeting them, but treat everyone the same and with respect.  Some people like to just chat, do so but keep it brief… remember they may pass your details onto someone who is serious about commissioning some metal art.
If you are like me, and are selling big commission pieces etc, it’s a good idea to sell some small pieces of metal art that can be taken home, for a ‘special show price’.  It is possible that you can cover the cost of your stand.  In addition, you can reach a much wider range of customer and people love a bargain.
Top tip:  If you are selling small pieces at a show price, only sell if the customer takes them  there and then… don’t do after show arrangements.  Your costs will not cover the time it takes to sort out, and you may find yourself running around for days for just a few pounds profit.
Most importantly have a great show and enjoy yourself – it will rub off on your customers!  Don’t worry if you don’t have pages of contact details at the end, some of my best metal art commissions came from clients who just took some info and contacted me months and even years after.  Top tip:  This is the biggest advert for your business, think about what would make you want to go and see and be impressed by a metal artist.