Selling Your Crafts To Store Owners.

• When approaching store owners with your products I think using a direct approach is always best. You never want to contact owners by phone when trying to offer them your products. It usually doesn't get you anywhere other than to a lot of blunt no’s and hang ups. The best method of contact for meeting store owners would be to mail them a letter explaining your products in depth, what you can offer them, a brochure if you have any available and your web site address. Once you have mailed your information packet wait a few days then call to set up an appointment that’s most convenient for the owner.
• Remember when making appointments that the owners are doing you a favor if they agree to see you and that you should always arrange your schedule to meet their needs. Never show up for appointments late and never show up too early. Usually 5 minutes ahead of your scheduled appointment is the best. This gives you plenty of time to inform the owner that you are there without making them feel obligated to rush with whatever task they are handling because you showed up too early. When you're late it shows a blatant disregard for their time and they will not be as respectful of the time they grant you to speak with them. If you prefer you can always visit the store owners in person without mailing an information packet. Although this can be a bit more time consuming it’s still beneficial because you have a better chance of receiving a yes than with any other method of contact. The best day to meet store owners when meeting them directly without an appointment would be on Tuesdays or Wednesdays early in the mornings. Mondays are usually hectic while other days and during the afternoons are usually the busiest times for owners or when they are most tired. And never do a stop by on a Friday. All the shop owner wants to do is go home and relax. Once you are in contact with the store owner you will first want to explain what you do and how it would benefit them if they offered your products to their customers. Explain your pricing and make sure they understand how you want to be paid. Whether you want to be paid up front, 30 day payable or consignment the shop owner needs to understand it completely with no misunderstanding.
• You must always be polite and never act as if they owe you a favor just because your products are so great. Even if you approach them properly you will find that you will still receive no answers. Don't take it personally and just keep moving on. Just because one store says no doesn't mean the next store will say no.

Some suggestions:

Politeness and consideration pays off and it’s always best to be polite and considerate when dealing with each individual store owner. Know when to be silent. You should always show wisdom and know when to listen instead of talk. Yes you're trying to convince shop owners to provide space in their shops for your products and to buy your products but you should let the products sell themselves and be there to answer any questions they may have. If the owner tries to talk just listen until he or she is done speaking. Politely answer any questions and then wait for a pause before you continue. If they are not interested at all believe me they will tell you once they take the first look at your products. If they are interested they will ask questions or wait silently for you to continue.

If you see that there are customers waiting for them to help, step aside and let them know that you're in no hurry if they want to attend to their customers. Remember they are doing you a favor by speaking with you and granting you some of their time. Never cause them to ignore their own customers. By politely stepping aside first and letting them know you understand that the customer comes first you'll make a much better impression than if you try to hog their time all to yourself. Never insult the store owner by offering any type of suggestion about where they should display your products. When selling your crafts you'll find that if you are providing quality products then the products will sell themselves where all you'll need to do is answer questions and sign on the dotted line and fill orders.

Try to locate a nice case, box or bag to carry your products in when you visit the owners. If you must use a cardboard box then at least cover it nicely with pretty paper or you can do much better by building or having a friend build you a box of lightweight wood. If your products are small then a nice fabric bag would work wonderfully for carrying your wares. Never use plastic grocery store bags or plain brown paper bags to carry your products in because this looks very tacky, cheap and unprofessional. I have used wicker laundry baskets with ribbons tied on the handles and lined with pretty material.

When selling on consignment you will determine a set price that you'll take for your products then generally allow the store owners to mark-up the prices to what they like where they keep the additional profits. Always have an agreement in writing signed by you and the store owner before you ever leave your products. In some consignment shops you set the price and the store owner takes a percentage. Either way get it in writing. If you are selling your products outright to the store owner, which is what I like to do, set a price you can both agree on and remember you have to make a profit too!

Above all remember to have fun and enjoy talking about your craft. Start one store at a time and slowly add on to the number you sell to. Don't get so many stores that you are unable to provide product when they call. I have made lists of my best selling items and always keep them stocked on my shelf ready for a phone call from the store owners. This way I can always deliver within two days. This makes the store owner and their customers very happy.

Don't be surprised if a store owner asks if you can do special order items or if you will change up you design a bit. I have custom orders that have brought me more orders because of word of mouth.