Jewelry Sales Samples First Month
One Method to Sell, Wear it, Sell It!
This is not just one way to sell your jewelry, but the best way to sell it. As I do in my classes I will give your five good reasons of why I say that this is the best way to sell your jewelry at the end of this newsletter. If you wear what you sell, you do not need to know anything about sales except for the following sales pitch. “I made it myself and it is for sale!” That is not too much of a sales pitch, is it? It is so easy to say. I want you to repeat it right now.
“I made it myself and it is for sale!”
“I made it myself and it is for sale!”
“I made it myself and it is for sale!”
I can not tell you how many times I have talked to jewelry artists that ask me how to sell their jewelry, and they are not wearing their jewelry. It happens more than 80% of the time. They are either not wearing any jewelry, or they are wearing a piece they purchased from another artist. You must wear your jewelry if you want anyone to buy jewelry from you. Why would anyone buy your jewelry if you are not proud enough of it to wear your jewelry, and are just advertising for some other artist, why even bother selling yours. I was at an art show once and stopped at an artist’s booth. I stopped and was looking at some the nice pieces and asked, “I really like these. Did you make these pieces?” She said, “I make everything in my booth myself. I do not make all the beads, but I do make the jewelry.” I then asked her if she made the piece she was wearing. She looked down and felt the piece to see what she was wearing. “Oh, now, not this piece. I bought this yesterday from the artist in row C.” I then asked her about the show and told her that I was thinking about do the show next year with my pewter sculptures. She told me that it was a little slow and did not think it was advertised really well. I asked her how she was doing. She told me that she had not made her booth fees yet, but she had one more day. It was a three day show. I wanted to ask her, “How in the hell she thought she was going to make a profit with only one day left if she had not even made the fees half way through the show, and she was wearing another artist’s work? If you are going to sell your jewelry you must wear it!
Yes, I know that sometimes you just want to wear some one jewelry besides your own, but if you are selling you should wear yours and only yours. If you want to be very successful you should wear only yours every day, everywhere, all the time. You should not leave the house without your jewelry on. Wear it to the grocery store, the bank, to church, to a party, out to eat, out for lunch, to work if you have a job, everywhere, all the time. How hard is that? If you think this is too hard, or too much to ask of yourself, just quit making jewelry to sell, and start making it for fun and quit wasting your time. You must get serious about selling your jewelry, as serious as making it!
Now if you are a man, you can not wear it to sell it. No, not because it will make you look affeminate, but it will make you look like a jewelry salesman, and no one likes salesman, saleswomen, salespeople. I will discuss this, and how to overcome this hatred of salespeople, in future editions of this, Jewelry Sales Newsletter. Of sure you can make something for yourself to wear and that. Most likely a man’s ring. My problem with that is that I do not make rings, and I do not make men’s jewelry. Why make anything for only 5% of the jewelry market? I only make women’s jewelry which is 95% of the jewelry market. I will also discuss make rings in future news letters. So I do not believe that I should wear women’s jewelry to sell it, and I have sold more jewelry than most over the past 30 to 40 years. So I had to carry it with me every day and everywhere instead of wear it. I always have some pieces with me. When I wore a suit most the time as a teacher, I loved it. I always had pockets to carry it in. I have thought about wear a suit everyday again just to sell jewelry now that I am retiring from teaching. That remains to be decided.
So, a man wanting to sell jewelry to women, or to men for women, he must have on him, in a pocket or in his computer bag, brief case, or a man’s purse. Then he must mention it to everyone he talks to, just like a women wearing it, but it is harder. Women can wear their jewelry because they CAN! In fact women are expected to wear jewelry. Some would argue that they look odd if they are not wearing some kind of jewelry. I will also discuss this in future Jewelry Sales Newsletters. Men just has to work a little harder. When I am really selling, I will have a pocket, front left filled with my pendants, my $20.00 pendants that I sell for $30.00 most the time. Again, what you should wear, or for men, carry, will be discussed in future newsletters. So men need to carry it and show it everyone they talk to, but how? Well, that is the hard part, but, really is it? How hard it is to say, “Oh, by the way, I make and sell jewelry. What do you think of these?” as you pull them out of your pocket? How hard is that?
Learn “high pressure” sales right now.
This is for women and men to learn. All you need to be a top “high pressure” jewelry salesperson is to learn to say, “Oh, I made this myself and it is for sale!? It is that simple. For really high pressure jewelry sales, you need to wear a $20.00 retail priced piece and learn to say: “Oh, I made this myself and it is for sale for only $20.00!” If you can master this simple sentence you will have more jewelry business than you can handle! It is so important you should repeat it every day before you go out to sell, before you go out!
“Oh, I made this myself and it is for sale for only $20.00!”
“Oh, I made this myself and it is for sale for only $20.00!”
“Oh, I made this myself and it is for sale for only $20.00!”
I will devote one edition of Jewelry Sales Newsletter to why this is so important, but you will have a better chance of getting to say it, if you are wearing IT!
Five good reasons to wear your jewelry to sell it. (Men you will have to carry it, or get your lady to wear!)
1. You make the best and least expensive display for your jewelry.
2. You will be showing it off every day to everyone you see and meet.
3. If you show that you like enough to sell, your customers will agree with you.
4. It will remind you that you need to sell your jewelry all day long.
5. You will meet new customers everyday.
Oh, I have to add this.
I can’t believe how many students and other jewelry makers that I have talked to sabotages their sales by doing this.
I first have to ask them if they made the jewelry that they are wearing. This is unforgivable start with. You must tell everyone you meet that you made your jewelry. If that’s not bad enough, I have to ask them if it is for sell. You should tell everyone you meet that your jewelry is for sell! Then they say, “Oh, no, not this piece. I made this for myself!” AND, I just want to say, “You idiot, how do you ever think you will make a new customer if you are not going to sell things right off the best display you have, you, yourself!” I believe that everything you make should be for sell. Why not? Give me one good reason. Oh, it could be that it is a one of a kind stone. I get that, but then don’t wear that anywhere but out to dinner and you give yourself a night off of selling your jewelry. Some times when I hear an artist tell their potential customers that this, or that, is not for sale, I hear, “this piece is so good, that I am the only one worthy of owning it!” Sure we will all have pieces like this, but don’t wear it, and for damn sure do not let it be the first thing potential customers will see!
Some other things we need to discuss in the future as far as wearing the jewelry that you want to sell.
1.You need to price every piece of jewelry you make as soon as it is finished, but for sure before you put it on and show to anyone, even your mother! If future newsletter I will discuss in detail of how to price your jewelry to sell, but first to make you a good profit. 2.Wear something all the time that everyone can afford. Each month I will show you a piece that you can sell for $20.00 and make $10.00 profit on each, and be easy to make 50 or more in one day. These are the pieces you should wear. 3.You should be wearing a pendant and a pair of earrings that you can sell for $20.00. 4.You can wear a ring, but it should be an adjustable size ring that you can sell right off your body, or have some of the same ring in five different sizes in your purse or pocket. If you are not willing to do this, don’t make rings to sell. Again, I will be giving your samples of these in future newsletters. 5.How to increase your sales, and have so many customers you will have to raise your prices after you have sold a piece that you were wearing . 6.How selling the piece that you were wearing is just the start of your sales to that customer and what to do after that first sale. 7.Did you know that you can sell another piece to the same first time customer within 60 seconds after you have pocketed the money from the first piece that you sell them! AND you can sell them a more expensive piece within this 60 seconds more than 50% of the time! I will teach you!
Yes! You must have a business plan for your business, but you do not want to spend a lot of time on it. Below is a quick, simple business plan for anyone that makes jewelry that is full proof. It is the best business plan I have seen. Please copy it and use as you wish. If you do not have a plan it would be like setting out on a trip with no plan on where you are going. Although I have done this with my wife and really enjoyed the trip, but it was very expensive! Each day we woke up, to a road and turned off whenever we came to a road that looked more interesting. We ended up hungry some days, and had to stay and some expensive hotels some nights. We agreed that a little bit of a plan would have been prudent. As for sales goals, I like to set several for every day, every week, every month and every year.
The Best Business Plan
Make jewelry, sell it to everyone you know and meet, if every way you can, for a good profit!
That is only the business plan you need! If you feel you must do more work on it you can fill in the business plan below. You can even add photos and customer comments along the way. You will be wasting time. No one cares but you. If you are going to ask for a loan, you will have to spend more time on a business plan, but I don’t know of anyone that would give a loan to a person making their own jewelry and selling it unless you can prove you do not need it. You most likely would regret getting a loan anyway. You can start a good jewelry business for nearly nothing. In Jewelry Sales Newsletter 2 I will cover some ways to start with very little or even nothing.
Business Plan Out Line
(Your Company Name, Address, Phone Number
(List more if you like!)
Everyone you meet!
To produce, provide and sell quality jewelry for the most profit possible in the least amount of time that will put smiles on my customer’s faces as they hand me money.
Principal Members of the Company
(Maybe your spouse, your kids and your dog or cat, but I do not recommend having partners to start with.)
You may think about forming a legal company, or just operate under your own name until you begin making some money. I feel it is wasted time and money to think about forming a corporation, or maybe even a tax identification number to start with. Tax IDs are cheap though but do require some paper work each month or quarterly depending on your state that you live in. I do not give legal advice. I have talked to and with so many lawyers that I think I could answer some questions, but will not because I do not want to talk to more attorneys.
Products and Marketing
Handmade pendants and earrings costing between $20.00 and $2,000.00. I rarely make rings except for the once a year World Wide World’s Largest Art Show.
Basic Hand Tools
See complete list below.
You need to set four sales goals for each day, each week, each month and each year.
I will help you set these in Jewelry Sales Newsletter 2.
For now your goal should be to sell as much as you can for the best profit you can everyday!
That is all your business plan needs to include. Some things that I would leave out of my first business plan would be the following.
Do Not Include the following in your first business plan! I will discuss each one of these in future Jewelry Sales newsletters.
A retail location.
Sales through galleries and on consignment.
Shows in general.
Expensive web site. You should make an inexpensive one. This will be covered in a future newsletter.
Hiring anyone for any reason.
Spending any money for a Logo.
Book keeping software.
Any tool of $100.00 with the exception of a Foredom Flex Shaft.
Any hand tool costing more than $15.00.
Any torch costing over $50.00, and usually you could start with a torch that will cost less than $15.00.
Next month I will help you decide what you really want from your jewelry business. We will set the goals you will need to succeed and find out just how much you need to make and sell each month, week, and day.
Jewelry Sales Newsletter, Question of the Month: How Do I Compete With Imports
I hear this question all the time!
My quick answer is: DON’T!
That's right, do not do it, do not compete with imported jewelry whether it is crap or it is very well made. You can’t compete with those prices anyway, so why try. I hear this question a lot from those that do shows, art show, craft shows and even trade shows. First I have to ask, why are you doing shows, especially shows that lets crap into the show anyway. But, this is something that will be discussed in future Jewelry Sales Newsletters. For now I just have to say do not try to compete with anyone, especially imported cheap crap. There is always something different to make, be the one with original, “one of a kind”, “I made it myself” jewelry and you will be fine, making more money than those that sell junk anyway. You do have to learn to sell though, and that’s what this newsletter is for!
The long answer!
It the same as the quick answer, but with a little more help in deciding how to handle competition from imported stuff. I will say that beaded jewelry is a little harder to deal with this problem, but you can. First let me talk about the show thing. If you are doing shows and you complain about the other artists having jewelry there that they did not make and it is always obvious, there is little you can do. Oh, you can grip about it. You can even complain about it. At some shows you can even go to the show owners, promoters, or managers, and complain about the junk. Most of these people don’t care; they are making their money off of you and the other venders. They usually don’t care even if it is in their contract. Most are just interested in their profits as you should be. Concentrate on your profits and not what other dealers are selling and for what they are selling their stuff for. I have been at shows when other venders have come by to talk to me, complaining that the show promoters are not enforcing the rule of “Only handmade items made by the artist can be sold at the show.” Only to find there are people selling things from China that they clearly did not make any of it. Sometimes they just assemble things that they purchased as pieces and parts, or as kits. I hear this about beaders from other beaders, “They did not make their beads, they just strung them.” Wow, I don’t know how to even answer that one. Of course, I do not believe that everyone that makes beaded jewelry needs to make their beads, their own findings, their own chains or leather strips. My advice to these other venders is to go back to their booths and start selling and not worry about who is selling what. This is the job of the show promoter, but again I try to stay away from even doing shows.
The larger question is how to compete with the low prices of jewelry coming from other countries. Again, I don’t, you don’t. Not really. There will always be a market for cheap junk jewelry. There has always been a market for it, so don’t make cheap junk jewelry. I know, most of you will say, “Wait a minute; this is coming from a guy that preaches that they should make $20.00 pieces!” I do, but I don’t say make $20.00 cheap junk jewelry, and I certainly will tell you not to make stuff that looks like it was imported. This is the beauty of making jewelry, there is always something different to make. Something you can put your own individual look to. Seriously most imported cheap junk, looks like imported cheap junk.
Now there is nice professionally made jewelry being imported that is being sold at prices that we cannot compete with. I have not checked lately but the annual income of Bally in 2006 was $29.00 per year. We cannot compete with this. Even if they have doubled this income it is still beyond our comprehension. So how do we compete with this?
First, five good reasons not to compete with anyone selling cheaper jewelry than you.
1.You will go broke or quit selling jewelry all together. 2.There will always be someone selling the exact same thing as you make, or similar, for a cheaper price than you. 3.Not everyone will look at the prices; they will buy from you for other reasons. Did you ever ask yourself why four gas stations on the same corner can be selling gas for, let me just say $4.00 a gallon, but one is at $4.10 a gallon and they are just as busy as the others? There are many reasons this, but there are many reasons that you do not have to compete with everyone on the corner. 4.All you have to do is keep your eye on your profit, and your sales and competition will never be your problem. 5.There have always been places in the malls that sell earrings for $2.00 a pair, but they are not your competition, unless you are trying to sell the same pair of earrings for $20.00 a pair in their store! So make different things or the same things and sell them in different places. I was just in a hardware store today selling the same exact solar holiday lights for $4.99 that I had just purchased at the dollar store for one dollar. Do you think the hardware store worried about the dollar store selling them for $1.00? I guarantee you they did not even know they were selling the same lights.
Five ways to compete with imports.
1.Don’t. It is that simple; do not compete with imports or any other artist. Just make and sell YOUR jewelry. Don’t even waste your time shopping your competitors! 2.Sell in different places than your competition. We will discuss where to sell in future newsletters. 3.Just price your pieces for a good profit without taking into account what others are pricing their jewelry for. I had a very successful store in Estes Park for four years. Within two blocks of this store I had over 50 other stores selling jewelry of some kind. Most were selling cheaper jewelry than I did. Then I had several that sold jewelry for 5 to 10 times the average price of my pieces. These shops did not worry about competing with me. 4.There never is an end to the different pieces that you can make. Just constantly make new designs, new items, or old designs with new twists. After all that’s the fun of making jewelry. 5.Go out and find your customers everyday as you go through life. There is no competition following you around! Have your own art show where there is no competition. I have a newsletter that covers having your own art show. You will want to participate in the World’s Largest Art Show each year. We will all be competing with each other and every artist of every discipline and you will learn that competition does not hurt you; it will make you more money.