Have you ever wondered why some people do better than others at craft fares, Internet sales, or generally be it galleries or craft/gift shops? Even though you may assess their work as being less competent than yours, banal or mediocre, people are lining up to buy their work while you scratch your head in dismay.
Art and Commerce are opposites and often in a push/pull state, and if you think you can or do both, in my opinion you’re either fooling yourself or you’re in for a very frustrating existence.
Here’s a schematic and simplified outline for a successful market research or marketing of your work.

P(s)
Product - offer products people need or want to buy
Price - at a price they are willing to pay
Promotion - promote yourself and your work to potential buyers
Placement - where and how is your product displayed, location, location, location and merchandising

Q(s)
Quality - offer best quality product possible
Qualification - explain the features and benefits of owning(using) your product in a way people can relate and easily understand
Quantity - is there a lot of similar product readily available? if so it probably isn’t worth making, unless you can make it for less and in large quantity.
What do you think?

Paul's article on this subject is great.
I have over 35 year of marketing clay objects and I re-invent it on a weekly basis.My goal is to maintain a solid yearly income. I scan all outside commercial input .I use the abstract of that and decide how far i want to lean to the sociology of the public.I like money.That makes me to approach every sale or order as if it is the only one.I don't expect that if I made $10,000 at one show that I should ever expect to make that again. That helps me keep an edge.I try to never rest on the laurals of "priveleged artist". I have carefully cultivated my guest list of dedicated clients and treat them with chocolate, certificates and frequent flier points.They feel that they are the privileged ones, with one original piece for only one person.

Hi all.
I do have a comment regarding Paul's notion that:
Quantity - is there a lot of similar product readily available? if so it probably isn’t worth making, unless you can make it for less and in large quantity.
I don't believe that it's always about making it for less or in larger quantity if there is similar product available. In fact, in Pottery, there is always going to be lots of similar product available which, to the untrained eye, might not look so very different - from the excellent pots, to the early work of hobbyists.
I swear by Seth Godin's book "Purple Cow" which emphasizes the importance of "differentiating" our work, in a marketplace that is often over saturated with multiple brands. He speaks to the importance of making your work in some way "remarkable" or memorable. This is not necessarily done with price point or volume, but I think it's been essential to the success of my Pottery business.
In the past couple of years, since I opened my studio/showroom, four new small potteries opened in the immediate area. There were already 3 of us. We now have 7 shops, plus another 5 or 6 home studios closeby.
I've really worked to make my Showroom and my work distinctive in several ways -- to be set apart from the others. That can be through the kinds of events we launch, the level of customer service, the actual look & quality of the product, the feel of the Studio/Showroom, essentially it's all about the entire overall experience of coming here to my Showroom. I think all these things are critical and must be considered in building a successful marketing venture. That is, if, like me, you prefer to do it yourself -- I do like the marketing and business side of things as much as the making, and it's certainly worked well here. I can't keep up, and earn a good living without having to go to craft fairs, or sell through shops/galleries. My shop is only open to clients 3 days a week, so I am not tied completely to it, (and it gives an air of exclusivity) business is steady, and I like it this way!
Just a few thoughts.
Holly in Chilliwack BC at www.greendalepottery.com

I should make the point that I’m only acting moderator in this forum. My role is to get some discussion going, prune the forum of spam and spammers, and stand back in the background to let members voice their opinions. All opinions are welcomed and valuable.

Since you mentioned my name in your post I must respond:
"I don't believe that it's always about making it for less or in larger quantity if there is similar product available."

My full sentence is:

"is there a lot of similar product readily available? if so it probably isn’t worth making, unless you can make it for less and in large quantity."

Also consider the full context of my post, not just a fraction of a sentence.
Personally, I’m in full agreement with you and the way you choose to market your work.
Best wishes,

What I was getting at, Paul, was in the context of the notion that "is there a lot of similar product readily available?"... if so, then my response would be to not give up, or to think you might have to make it for less and/or in larger quantity to survive, but instead, to look to find ways to somehow differentiate what your product has to offer... and the product not only being the part made of clay, but the whole presentation - the entire "experience" related to the product. That might, indeed be at a higher price, and in smaller quantities - or not - but I simply wanted to add to the discussion that is another approach - to reach for ways in which to make your product stand out... be seen as somehow exciting or "memorable"... and watch them scurry to your door.
And I agree wholeheartedly with Pamela's comments, in the importance of a constant evolution of our work! It must consistently change and grow and improve -- or the clients will quickly move on! I see that all the time, as customers comment on the same old same old, elsewhere... they like it when they can find something new & different & exciting to them.
Appreciate your job as moderator, Paul, & for getting the discussion going.
Cheers,
Holly McKeen
http://www.greeendalepottery.com