Selling Sandcarving Services to New Customers

Braden Todd is a second-generation glass artist, and the owner and creative force behind Glassmith2, located in Boulder, Colorado.

My best tip is to show a new customer a side-by-side comparison of laser engraved glass and the same design sandcarved; they may instantly recognize the difference and go for the upgraded sandcarving. I also remind customers that the sandcarving is all done by hand. In our area, anything done by hand commands a higher perceived value, as it should, so it is easier for the customers to justify a higher price point. Another great option to connect with your customer is to actually show them where and how you sandcarve items. We always hear how amazed they are after their tour. Sandcarving takes talent and time to do — be confident in your skills and pricing, and you’ll go far with it.

—Braden Todd, Glassmith2