3 Rules For Sales Success

So you have a new product and your ready to start selling. You find after a few months that consumers still haven’t heard about it and you have no sales.

How does your product break through? Here are some simple ideas to consider as you develop and begin selling your products.

  1. Tell the Story.  What is unique about your product?  Can your target consumer find something similar where she already shops? I have a colleague who sales handmade pieces of art out of scraps of wood from old Midwestern barns.  One afternoon she told me the story of the farm she grew up on in Indiana and the memories she had of climbing, jumping and swinging in that barn.  She has now added those stories to her website, to her marketing materials and to the hangtags on her products.  Those stories create an emotional connection between consumers and her products. These stories can only come from the artists who created the product.
  1. Price is everything.  The biggest challenge I see with new product developers is with their pricing strategy (or lack of a pricing strategy).  Most creators don’t do focus groups, they don’t have a long history in product pricing and they don’t spend hours talking about taking costs out of their products.  Instead, they put everything they have into the product and price it based on what they “think” they should  Sometimes they hit it just right.  Most of the time, they have one idea for the price and consumers have a totally different idea.  Scan the marketplace for similar products and notice the prices.   Ask people you trust what they would pay for your product.  I watched two different artists with very similar products at a shopping expo.  One was energetic with her sale pitch, the merchandising was perfect and she had the item priced $7.00 higher than her competitor.  The other artist had nice merchandising, she was equally energetic and she had priced her product where consumers expectedit to be.  She made double what the other artist did at the same event. I often times hear that the price is set because of the cost to create the item.  If consumers think you are priced too high, take time to think about how to get costs out of your product.  Be sure you are pricing your products to sell!
  1. Get it out there.  You don’t have to wait for your big break with a major retailer.  (You might be waiting a long, long time).  Instead, explore local festivals, shopping expos and art shows.  Start in your own area and then expand to other cities.  Store owners, business owners and influential consumers attend these events and love finding new products.  Take sales materials, business cards with your website listed on it and sample products (if you have them).  Think of these events as a way to not only sell your products, but a way to generate great buzz in the marketplace.

Your product will only be considered a success when you have growing demand from consumers.