Wow! Thanks for the awesome response yesterday to the Craft Show Questions. A few commenters asked how to answer the questions that I posed.
Let’s have a discussion about that!
Here’s how I would answer the first question. If you have any thoughts on how YOU would answer or think that there is more to add from my question, please feel free to post your thoughts and suggestions as a comment. If you use this script, make sure you have a few main points that you memorize. This way, you can make it personalized with your flair and also shorten it as needed.
(when they give you a disbelieving look, head into this section)
“Seriously! That’s why you need to use lotion each and every time you use that fabulous (insert big company name soap here). My soap uses skin loving oils like coconut, palm and sweet almond oil to produce a perfectly balanced cleansing bar that leaves your skin moist, clean and smooth to the touch when you get out of the shower.”
“In addition to that, I use only fragrances, colors and herbs that have been approved for use on skin and high quality ingredients cost a little more. I make everything in small batches to ensure that the product you’re getting today is the best thing that you could possibly use on your skin. And, you’re helping to save the environment by buying from me instead of (insert big company here). Did you know that they make all of their soap over in Asia? Think of the environmental cost of getting all of that soap made there and shipped over here!”
“My soap is also very hard and should last as long or longer than the commercial soap. Plus, doesn’t it smell so much better to you?”
“Finally, when you purchase from the little guy (me!), you’re supporting a better economic way of life. Did you know that little small businesses just like me contribute more to our local economy because dollars spent with me stay in our community, helping to make our community stronger? Small business is the backbone of American society (though you couldn’t tell through the big subsidies the government gives to big business!) and employs the bulk of the American workforce AND provides the majority of the tax base.”
“So, you’re not only paying for a better way to do business that makes this community stronger but you’re paying for a better bar of soap that is healthier for your skin, your family and the environment.”
“How many bars would you like? (make sure you ASK for the sale after going through all of that) I have a deal where if you guy 4 bars, it’s just $16 plus tax. They keep for a long time and also make perfect gifts.”
Wow! $7.50-$8.50 per bar? We’ve obviously set our sights too low in the US. =)
handmade soap average selling price are US$7.50 to 8.00
$4.5 seems not too bad!
Thanks for continuing this thread, Anne-Marie! You (and your knowledgeable readers) sure keep my brain young and my creative life kicked up a notch! 🙂
Rurality, I haven’t listened to those tapes. It sounds like another author I need to acquaint myself with. =)
Heather, I agree – samples to touch and smell are a MUST.
Marr, Etsy is a godsend to the small crafter. I agree, it attracts a different crowd.
Great advice. I was so hoping you would follow-up to this post with some of the answers you have to these questions.
This is a very good topic – “sales” can be so hard for some people!
Anne Marie: So glad you blogged about this. If they only new what goes into doing what we do. A majority of us do it because we love it and definitely not because of profit. 🙂 Great topic!
Great post Anne-Marie. Joanna is right when she says that many people don’t get it when it comes to handmade. I think this is why Etsy works so well. People that go to Etsy are LOOKING for handmade and understand that they will pay a little more but in return receive quality that can’t be bought at WalMart.
You’re so right, Anne-Marie! Everyone should have their answer ready and know their presentation backwards and forwards!
Another thing that works for me is to have some end pieces available for people to grab and really feel, rub on, smell up close… I give them to people to keep (make sure they are tiny!) And then, as you said, ask them how many, which fragrance or recipe they’d like.
Last thing… they LOVE to buy 3/$12 or 4/$16 much more than 1/$5!
Thanks for the great post!! You are a huge help to us all! 🙂
Well put, Anne-marie 🙂 Couldn’t have said it better.
Have you listened to Bruce Baker’s tapes? He has a good idea about this. You start out by saying, “Well, it’s not for everyone…”
People who don’t make handmade goods really have no idea how much time goes into it. It’s not just the raw materials.
My friend once told me that when someone comments on their price (she sells baked goods and some handmade soaps) she has a come back for them…..she says to them “How much do you get paid an hour?”
I don’t think that I would be able to use that comeback without it sounding too rude…but somehow she manages to use it and get away with it!!