Having trouble getting mat proportion youâ€™d like when designing on the frame counter? For your clientele, more often than not, itâ€™s a moneyÂ issue. The perception that bigger is more expensive. So getting your customer to agree to a wider mat can be hard to do.
Confession time. When I first began framing, my approach was to save people money any way I could. This was because, that was my approach to framing for myself. Consequently, The art suffered and my customers suffered. I let people walk away with mediocre framing and I had to walk away with a slight feeling of shame inside.
Gradually, I began to realize that the people who walk into a frame shop, no matter who it is, are expecting to shell out some serious money. My problem wasnâ€™t that my frames arenâ€™t cheap enough; it was that I wasnâ€™t selling a perception of value.
Next time, try this technique.
Establish the mat colors youâ€™ll use then pick your frames. Take the art measurements and start calculating the price. Donâ€™t discuss mat proportions with your customer. Establish those sizes in your head and work that into their price. Now, tell them the price and wait for their reaction. Afterward, no matter what the reaction is tell them, â€śand thatâ€™s with a such and such size mat.â€ť
This at least gives you a chance to deliver that price to their thoughts before counting it out. In a sense itâ€™s â€śa starting from the top downâ€ť method. This technique, of delivering the price first then giving the details last, always worked for me. Itâ€™s a simple switch to your usual routine. Give it a try and see if it works. If you have any tips on getting the mat proportions you want, let me know and leave a comment below.