[Jewelry making - Article 00984] - Re: [Orchid] Becoming a wholesaler to jewelers

[mgaines]

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Wes,

    The best way I have found to sell my work to retailers is: 

    1.Carefully asses the store for compatability with your product
    (price points, style, quality of merchandise, calibre of service) 

    2.  Call, identify yourself and ask who does the buying.  Make an
    appointment with that person for a showing.  Call to confirm the
    appointment a day in advance.  Smile when making the phone calls, it
    will shine through in your voice. 

    3.  If the buyer is not available, ask when they may be and call
    back then. Leaving a message generates a return call about 1% of the
    time. 

    4.  If you cannot speak directly, send a well written letter with a
    few photographs.  Mark all photographs with your company name and a
    copyright mark. 

    5. Drop-in or ambush sales with product in hand are rarely
    appreciated by a buyer.  Though it is prudent to do a "drop in" and
    merely introduce yourself, have a few QUALITY pictures handy if they
    wish to see them, then make an appointment to return with product. 
    This is also personally safer than carrying around thousands of
    dollars worth of goods constantly. 

    6.  Follow up on a semi weekly to semi monthly basis with those you
    have spoken with even if they did not purchase. 

    7.  When meeting have firm prices established, make sure your goods
    are well organized, clean and have promotional materials (photos, biz
    card, etc) available to leave with buyer.  

    8. Always be well dressed when meeting for the first time(no jeans),
    have well manicured hands, and a genuine smile.  

    9. Arrive 10 minutes early for any appointment but no more than
    that.  

    10. Always follow a meeting with a thank you note even if a sale was
    not made. 

    11.  Be prepared for any and all questions, including if you are
    willing to do consignment.  Have payment terms, return policy,
    delivery times, etc. well thought out ahead of time and put
    EVERYTHING in writing. 

    12.  Do not take rejection or critiques of merchandise personally. 
    Listen and decide if it is constructive or if you are dealing with an
    ass.  If the latter, thank them for thier time and end the
    appointment. 

    Since you are shy, practice your pitch in front of friends or tape
    what you wish to say. listen to it, refine it and practice.  Dont
    rely on a hard script, but get to where you are comfortable and have
    a personal style. 

    Last suggestions, have quality business cards/stationary done by a
    printer. Computer printed cards look cheap.  Your promotional
    materials will be one of the first things to speak about the quality
    of your product.  Also, have appropriate displays/cases to show your
    goods.  Handle them like the handmade artwork they are.  I have
    "signed" jewelry boxes for each of my pieces when making a
    presentation.  Some stores wish to use my packaging, some dont, but
    it is the impression that counts.  

    Best of luck! Mike Michael A. Gaines Distinctive Jewelry 


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