Lesson learned: Ask for the money up front

I was working in my booth creating artwork. I left some unfinished pieces on my counter while I sat nearby to eat my lunch. I watched while a woman started pawing through my stack of works-in-progress. Now, I'm used to seeing this and it no longer bothers me. This particular customer was spending a lot of time looking so I decided to get up and talk to her.

In a very demanding voice, she asked, "How much are these?" I explained that they weren't finished yet and showed her what the finished items look like. She demanded that I finish two of them for her. I told her to come back in an hour.

About half an hour later she came back. I held up the two finished pieces to show to her. She looked at me, gave a very slight sideways smile and walked away without a word.

I stared after her wondering if I had the right person. I looked carefully at what she was wearing and determined that yes, she was the right person. I have no idea what happened. She went from being demanding to nothing.

Time for some Monday morning quarterbacking. What should I have done so as not to lose the sale? Well, what I really should have done is this: During the initial conversation, I should have gotten her to pay for the items. Since she hadn't paid for them, there was no committment on her part. She was able to walk away from the transaction because there was no transaction.

Next time I'll remember to ask for the money up front.