The handcrafted soap and cosmetic industry is one talented bunch and the collective wisdom from the scores of intrepid entrepreneurs and budding business owners is truly astounding. However, it’s easy to miss out on that business savvy when you’re just getting started and aren’t part of any industry groups, pages, or forums. And that’s where the Guild comes in. We wouldn’t be fulfilling our mission if we didn’t try to connect you, our readers (members or not!) with some of the savvy we witness in the industry. Today, we bring you a simple sliver of advice on the (often completely frightening and icky-feeling) topic of selling, generously shared by HSCG Board of Directors member Benjamin Aaron, co-founder of non-profit Lovin’ Soap Project and co-owner of Prairie Soap Company, LLC, in Lees Summit, Missouri.
When you get the chance to get in front of a customer (or even via email / phone), you HAVE to make a proposal. Whether it is wholesale, retail or farmer’s markets…You have to make a proposal. You have to ask for a sale. For whatever reason, society tells us to play it a bit safe rather than to go all in with every customer, every opportunity. And even further, us makers will give the excuse that since we are the creative type we aren’t good at selling or whatever…hogwash.
Be willing to go for it with every customer, every time. All in. Put food on your table by actively engaging with your customers. I can’t tell you how many times I get nos, but I will reload my chips and play again.
The more you commit, the higher your level of your own delivery and abilities naturally becomes…I really believe that. If other folks are making it successfully in our industry, so can you. But if someone else wants it more than you, than you will resolve yourself to working really hard for very little return.
Hope everyone is doing well and that business is good. Keep expanding your efforts and you will see the benefits. It’s super simple, but you gotta ask. Take MASSIVE action towards what you want and you’ll get it cuz what you want wants you back…real bad.
Your turn – have you put yourself on the line by asking for the sale? Got any tips to make it easier?
What do you define as asking for the sale? Just the initial step of “Hey, would you like to try our products?” or a full on “Care to buy a bar of soap?”.
That initial step could be the perfect way to start building rapport so that you can ask for the sale. After all, when you’ve demonstrated that lovely scrub, don’t you just need to know how many they’re leaving with?