How NOT to Nail a Sale at a Show and What You Should DO Instead

Being a successful handmade business owner means being subscribed to lots of e-mails filled with tons of advice from business experts around the globe in order to help you run your business in the best way possible for your customers.  Today I opened an e-mail from Tracy and Robin of Flourish & Thrive Academy that contained an anecdote about losing sales and advice about what to do to nail that sale at a show.  I have inserted it below because I just HAD to share it with you all: not only is it a good idea to constantly be gathering data and perspectives from your customers, but it's also important to constantly be evaluating what you're doing in your handmade business so that it's running at its optimum.

"I’m often seeking out vintage fine jewelry finds, I even showed up at a vintage jewelry show on the last day about 90 minutes before the show actually closed! I was amazed as I observed the “busy” booths and those that were “dead.”

I am obsessed with vintage jewelry. I collect it and I was trying to get in as much as I could. I found several pieces that I LOVED but wanted to think about. As I walked around, I heard a couple of people complaining about how terrible their sales were! In fact, I was STANDING RIGHT NEXT TO HER ABOUT TO ASK TO SEE SOMETHING in her case.

Guess what I did?

I walked away! Yep, she lost the sale.

I found another amazing ring from another dealer with a snake motif. She and her partner were packing up and could barely give me the time of day. I LOVED the ring I tried on and it was a perfect fit. However, her level of service was awful so guess what I did....

I walked away! Yep she lost the sale too!

Next, I moved on to another booth and asked to look at something. Before the guy even took the necklace out of the case, he told me the price...when I didn’t ask. I still looked but guess what I did…(personally, I find this sales tactic as a sales repellent)...

I walked away! Another sale lost!

I came across a really busy booth. The two owners were each chatting up clients. I found several things I loved and asked if I could snap a few photos of the pieces I liked. Immediately, the owner engaged me and said, “I can open the case if you’d like better photos.” I thanked her and pulled out several pairs of earrings and a few other things I loved.

I ended up purchasing a piece (after the show) and will definitely be purchasing from her again.

The question I ask you. What made this person different than the rest of the people?

They all had lovely jewelry, but were they really deserving of my business? Only 1 out of these 4 people benefitted from my spontaneous jaunt to the trade show and I was ready to drop some cash!

Here is the lesson:

• Make your clients feel important! They will remember and keep coming back for more.

• Don’t EVER start your first interaction with a client by talking about price. I mean EVER! It’s a huge turnoff.

• If they ask about price, talk about the benefits first, then tell them the price.

• People who really love your work don’t buy because of price it’s because they love YOU and the work.

• Anything can happen at the last minute, so don’t ignore the last minute stragglers. They could make or break your day!

• The most positive people always win, have the best sales and make the most income. Always!

…....Even if their products are average.

Energy and keeping up the momentum is the MOST important factor to the success of your jewelry business..."

NOTD Handmade: The Power of Love by Girly Bits

The Power of Love by Canadian indie maker Girly Bits: "The Power of Love is a lavender holo sprinkled with lavender, sea green and silver holo glitter, plus purple shimmer and sparks of silver holo."

I was actually surprised after rereading the description because it looks more like a lavender polish with gold glitter at first glance. However, upon closer inspection, I can see all the lovely elements. :)

This color is so stunning. I had some difficulty with the application - it was on the thick side - but I think that's due to it being jam packed with glitter (and who can complain about being jam packed with goodies?!). I think this is quickly becoming a new favorite of mine! I can't stop staring at my nails.

This photo was taken in indirect sunlight.  Let me know in the comments what you think!

Disclaimer: Products in this post were purchased by me for personal use.  No compensation was given for this review.  All opinions are my own.  Not affiliated with Girly Bits.

Handmade Quote of the Day

"When you buy something made by a person, there is something special there, and you do feel it. The consciousness with which a thing is made is often more important than the thing itself." - J. Donald Walters

NOTD Handmade: Haleakala by Elevation Polish

I'm currently wearing handmade indie polish by Elevation Polish called Haleakala.  This absolutely gorgeous shade is a purple holo that lands somewhere between a berry and a wine shade.  My photo doesn't do it justice!

Earlier this week I wore Darkest Storm. I can never get enough blue!

BKD Signature to Launch a Mini Preview of the Newly Added Polish Jewelry Colors

BKD Signature in Sacramento, CA, is pleased to announce the company’s expansion of its nail polish jewelry product line.

Sacramento, California - May 30, 2014

BKD Signature (www.bkdsignature.com) of Sacramento, CA, is excited to announce the company’s newest addition to its Glam & Glitz Collection that features more indie nail polish brands.

BKD Signature will be debuting new polish jewelry on May 30^th in their Etsy Shop.  Two launch times will occur, the first at 12 noon Pacific Time and the second at 6 pm Pacific Time, in hopes of accommodating most time zones.  Most pieces previewing are one-of-a-kind and will offer a glimpse at the polishes that will be added to the BKD Signature Glam & Glitz Collection at the launch of the grand reopening (tba).  Soon, BKD Signature jewelry will permanently feature Colors by Llarowe polish, NailNation 3000 polish, Superficially Colorful thermal lacquer, and Girly Bits Cosmetics polish; in addition to its product line that already features My Ten Friends polish and Darling Diva Polish indie brands.  BKD Signature is also previewing for consideration of permanency Picture Polish’s 2014 Limited Edition shifting colors. 

While it has been difficult to be without a dedicated studio, the company has persevered and managed to commandeer a tiny creative space in order to continue creating their signature exotic papers jewelry and famous nail polish jewelry.  Currently unable to fulfill new soy candle orders (please contact the company for ready-to-ship soy wax products), BKD Signature hopes to be back in full force soon.  A grand reopening will be announced when they are back in a dedicated studio space.

Pieces from the Glam & Glitz Collection range in price from $20 USD to $30 USD.  Every piece of BKD Signature polish jewelry is handcrafted using toxin free nail polish, handmade glass tiles, and handmade glazes.  BKD Signature continuously searches for more indie polish artisans to collaborate with for their jewelry.

BKD Signature products have been gifted to Rachael Ray, Kaley Cuoco, Genevieve Gorder, Alison Sweeney, Brandi Glanville, Renee Zellweger, Stephanie Drapeau, and Selena Gomez and her band as part of The Artisan Group collaborative gift bags. BKD Signature jewelry was selected for inclusion in a special The Artisan Group Mother’s Day 2013 Collaborative Gift Bag and BKD Signature soy candles were selected for inclusion in a special The Artisan Group Earth Day 2013 Collaborative Gift Bag.  BKD Signature’s famous Birthday Cake soy candle was gifted to the press for the GBK’s 2013 Primetime Emmys Celebrity Gift Lounge.  BKD Signature products have been seen on KCRA 13 News and featured on multiple prominent blogs.

To learn more about BKD Signature, visit www.bkdsignature.com or e-mail bkdsignature[at]gmail.com. Select designs are also carried at Home Ec in Chico, CA; Taylor’s Art & Soul in Sacramento, CA; 4 Elements Yoga in McMinnville, OR; and online at Femme Fatale Cosmetics, Overall Beauty, and Edgy Polish. You can also become a fan of BKD Signature on Facebook, follow on Twitter, and follow on Instagram (@BKDSignature).

About BKD Signature

BKD Signature (http://www.bkdsignature.com) provides the world with elegant artisanal products that includes its distinctive one-of-a-kind exotic papers glass tile jewelry, sophisticated high-quality nail polish jewelry, and premium eco-friendly soy candles. The company, located in Sacramento, California, was founded in February 2009. BKD Signature jewelry has been featured on “The Vampire Diaries” and seen on actress Stephanie Drapeau, and is in the hands of numerous celebrities and tv/movie stylists. BKD Signature is a proud member of The Artisan Group, as well as Unique Women in Business and California Crafters Club of Etsy.

BKD Signature Takes Giving Back To A New Level

As you all know, the furbaby assistants and I here at BKD Signature like to charitably give back to the animal shelters that have been a part of our lives.  Not only have I volunteered at several shelters, but I would not have been able to rescue my three kitties from the streets if it were not for the help of local shelters.  Over the years, we've run special auctions, promotions, and products that have benefited the various animal shelters we know on a personal level.  Amongst the many things we're researching right now during our down time is how to bring you newer and cooler products.  Among our ideas is a line of polish jewelry dedicated to donating proceeds to our animal charities.  One month after our grand reopening (tba), we're hoping to launch a special line of charity jewelry by teaming up with indie polish makers to create exclusive LE shades. The listing would consist of a special limited edition shade created by an awesome handmade polish maker and a piece of jewelry made by BKD Signature featuring said polish (basically, this listing would consist of two products - polish and necklace - for around $35 USD with 100% of proceeds going to a specific shelter).  Of course, this is all in the brainstorming phase, but we're optimistic we can make it possible! We're hoping to find indie brands eager to collaborate for our idea.  If you are the owner of a handmade nail polish brand interested in learning more about this idea, please leave a comment below or drop us an e-mail!  We anticipate this won't happen for another couple of months, but do realize that brainstorming early is important in order to accommodate for the creative process and testing periods of new polishes.

Happy Earth Day!

Happy Earth Day!

Here at BKD Signature, we're committed to helping the earth as much as we can.  Sometimes this can be difficult since the most gorgeous and fancy packaging available to us is not usually eco-friendly.  However, our commitment to being earth friendly is more important than lots of glitter (and simple is sometimes better, right?).

We recycle or reuse all packaging materials that come in from supplies. We're researching new packaging for orders right now during our semi-hiatus and are hoping we find an eco-friendly look we love. Our soy candles are eco-friendly in that we pour into tins that are reusable and we use soy wax that is the best out there (biodegradable, kosher, vegan, etc).  We use handmade glass for our jewelry.  We continuously strive to use 3+ free polish, but we must confess that we recently discovered that SOPI is not cruelty free like we thought.  We were beyond bummed to discover this so we will be changing that once our supplies run out so we can switch over to exclusively using CF polish.  We mistakenly (and naively!) thought that all brands are cruelty free now!  However, we are very proud of the fact that about 90% of the polish we use is from handmade businesses.  All but one of our suppliers are small businesses (Sephora is the exception), all but two of which are here in the USA.  Two handmade polishes we use are international (one from Israel and one from Australia) and we think it's pretty cool that we're able to support our artisan friends abroad, too.

We're always seeking ways to be more earth friendly and improving upon our current systems!