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SOAPMAKING101 CO-OPS/FAST BUYS Cold Process
ADDITIVES CRAFT SHOWS
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The first rule of selling is to know your product! To really understand how to sell your product ask yourself these questions:
Write your answers down on a piece of paper. Now lets add to what you have. Why did I start making my own soaps? Go into more detail why. Did it start as a hobby? Maybe you didn't like what was on the market. Example, I started making my own soap so that the items I used to bath with would be more natural. Customers will ask you why you make soap. What benefits are there to using handmade soap? We all know why but you have to have an answer for your customer. Write out in detail what the benefits are. Example, manufactures take the glycerin out of their soaps and put it in the hand lotion. Is my products quality better then manufactured soap? I know you are all shaking your heads yes, but now but it into words why. Example, I add exotic butters that smooth the skin. Remember go into to detail. Why are my scents more pleasing? Maybe you use only essential oils. Maybe you have tested many fragrant oils and only use certain ones. Example, I only use essential oils (which are the actual scents taken from the plants and herbs) to scent my soaps. Many people still don't know about essential oils, so this makes a great selling tool. Now read what you have written, add to it if you feel there is more to say. You should have a full description of the qualities of your soap. Now let's put it into a "selling spiel". Yep, that's right you are going to use this to help you educate your customers about your great soap and why it beats all the rest!! Customers have stopped at my tables, here is my "spiel": "Good morning Ladies, how are you today? Everything here is made with all natural ingredients and scented with essential oils that are taken directly from the plants and herbs so you get the properties and the scent of the flowers." Then I watch their eyes to see what they are looking at or what bars of soap they pick up. Let's say they pick up gardenia. "That is my gardenia soap, it is a fragrance oil and it is the best one I have found. Oh, that one is lavender, which is a mild antibacterial soap and it has lavender flowers in it too!" This dialogue starts as they stop at the table, whether they have talked to me or not. I know many crafters who say "if you have any questions, just ask". This puts the role of initiating the conversion into the customers hands, and many times they walk away. If you do the talking and greeting first, with a pleasant tone and a smile, this puts the customer at ease, some still walk away, put many will stay and talk. And buy!! The whole point is, selling is an active sport. Yes sport, you have to set your eyes on the goal. Which is to educate your customers and make a profit. If you just sit there, so will your product. But, if you are up, active around your booth, greet with a smile and start talking your sales will increase. Finally, when after you have talked a customer says, "Well thank you" don't turn away angry, give them a card, a sample, and a "have a good day". Many times they come back! Happy soaping, |
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