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I Love My Creations Too Darn Much!

by Sharon Harris.
(Minneapolis, Minnesota, USA)

“Moderately successful” is probably the best description of my experience designing and selling handmade jewelry on the Internet for the last five years.

The downturn in the economy has had some impact on me as it has on most jewelry artisans, but I’m still doing okay and ahead of last year.

What I’m about to tell you may not be stopping me, but I think it’s slowing me down.

If I were not so stubbornly insistent on doing it “my way” instead of the tried, true and tested ways I read about in Rena’s newsletter, I would probably be doing a lot better.

I love every single piece of jewelry I make. Consequently, I really want someone to have it, so I under-price it.

Or, I think it’s so wonderful, I over-price it.

I wonder how many of you are like me. When I sell a piece of jewelry, I feel a bit like I’m giving away one of my children.

This leads me to conclude that I’m a little (ok, a lot) emotionally involved with my jewelry making.

For one thing, I tend to ignore retail trends and advice that I should be paying attention to.

That’s because I want to make what I want to make – not what someone else believes I should make, even when it might bring money.

That’s not exactly brilliant business sense.

I’ve truly tried, and to date, I cannot make myself do otherwise.

It’s pretty obvious, I’ll probably continue to experience some financial consequences of this “doing it my way” thing, unless I can get over it, at least a little bit.

On the days when there are no sales at all, I feel like slapping myself and saying, “Wake up, stupid, this is a business.”

Instead, I sit down and make some earrings or a necklace, that maybe only I am going to like.

The good thing is, if “satisfaction” were money, I would be rich.

Sharon Harris

Comments:

Finding Your Fans
by: Rena

Sharon, I just spent quite a while drooling in your RubyLane shop.

I can’t find anything I’d change about your jewelry designs – they’re utterly gorgeous, filled with wonderful artistic contrasts and masterful color schemes – I’d think you’d have people knocking your door down to shop from you!

Please don’t stop making what you like – you have exquisite taste! :o)

I don’t think you need to work on following trends. Your distinctive style is sure to resonate with certain people.

Probably all you need to work on is getting your jewelry seen by the people who would love to buy it, wear it, and give it as gifts.

If you think back and remember all the people who have complimented your work, and have purchased your pieces – can you sort of pinpoint a demographic that describes them?

Male, female, age range, how they found you, where they bought from you, any interests or lifestyle details about them, etc.?

I’m sure your work has (or will have!) raving fans. Once you can start focusing in on these folks and growing your fan base, I think you’ll have all the sales you can keep up with.

As far as pricing your work – it’s hard to say since I don’t know your expenses or time involved.

However, from what I saw in your RubyLane shop, my personal opinion is that your prices are probably at the lower end of what would be a reasonable price range for your pieces.

I think the folks who are (or will become) your fans would be willing to pay more than you’re asking.

I hope this helps!

To Thine Own Self Be True!
by: Rita

I do believe that we are our worst enemy when it comes to our own art. I for one was giving away my jewelry at one point in time. It wasn’t until a friend asked “are you nuts”?

I guess I was nuts because when she intervened and said that a ring should be priced at $189.00 I said, ya right. I surrendered my beliefs and said ok, if you can sell this ring for $189.00 you are going to have to show me, I don’t believe it.

Well as you can probably figure out it sold, yes, in a week. The ridiculous part was that it was in a display I set up at the request of the restaurant manager (not high end at all). So now I can heartfully say that if you take pride in what you do, if your craftsmanship is superb, you are not asking enough for your work.

I recently offered my opinion, after being asked of course, to one of our fellow “Home Based Jeweler’s showcase” listers about her pricing. This gal has really got it when it comes to design; it is my kind of show stopping, drop dead gorgeous jewelry. The quality is extremely good, the workmanship it top-notch and the jewelry is high-end.

I’ll offer you the same opinion. The price often depends on where you are selling the jewelry at. If you are in a gallery it will sell at one price, if you are at a flea market the same piece will not sell for as much; but where ever you are don’t give it away unless it’s a gift.

I believe you should be true to yourself. If you are underpriced you could be sending a message that you don’t think the offering is worth it. I learned that fact the hard way but then in the beginning I didn’t have the confidence about my jewelry that I do now; in addition to the fact that I took the emotions out of my “business”.

So you are right, it is business so get over yourself, LOL!

My best to you,

www.homebasedjewelers.blogspot.com
www.privatestockjewelry.com
www.websiteswork.blogspot.com

Thanks for some great thoughts!
by: Sharon Harris

Thank you Rena, for your wonderful ideas and kind words about my work. It’s given me much to consider and I really appreciate your help. I hadn’t thought a lot about the demographics of my customers, other than I figured many would be boomers. I probably need to get out a couple times a year and sell “in-person” so that I can actually meet them. I might be surprised. Thanks again for the opportunity to get some great advice. I love your newsletter and this site is really great.

Sharon

Great “straight talk”
by: Sharon Harris

Hi Rita,

I loved your “straight talk” about “getting over myself.” I laughed and thought, boy does she have me pegged! Thanks for your very good advice and the benefit of your experience. Your stories were excellent illustrations. I’m going to print out your words and post them on the wall over my work table.

Sharon:)

Concessions?
by: Anonymous

First, please stop kicking yourself for doing things ‘your way’. Nothing is one-size-fits-all. We all have to find our way– and it sounds like that comes naturally to you. Regard that as a strength and be proud of it.

If you worry so much about trends that you end up making jewelry that you didn’t like– would you be satisfied? I don’t think so. Instead I propose that you make small concessions to trends– What I mean is– if chain is in– try finding a way to utilize it your way in a few of your designs. If yellow is in, the same thing– only use it in a few designs and make sure you’re doing it your own unique way.

As for pricing– I think that’s where your business sense must take over. Decide on a pricing method and stick to it– with a 10% possible exception– ie if you really want someone to have it you can calculate your cost with your chosen formula and undercut that by 10%– no more. If it’s something you want to overprice for it’s wondrousness– calculate the price via your chosen formula and overprice it by 10%– no more.

You can also get a little crazy with the pricing of one out ten pieces you make and price them oddly to your hearts content– but only one out of ten– no more than that.

Continue doing things your way, and be proud of that. Make concessions as you see fit, but please stop the guilt! That’s creative energy poured down the drain!

Your Jewelry Is Awesome and Truly Unique
by: Denise Rade

Hi Sharon,
I am also a RubyLane Artisan Jewelry Shop owner and I just wanted to let you know that I have been an admirer of your beautiful jewelry for a few years. Your work is very unique and whenever I see one of your pieces I always know right away that it’s yours. I think you are right to not follow trends and to make jewelry that you yourself love. That’s what an artist does. I think your jewelry is priced very fairly, not at all over priced. You are actually one of the RL shops I look at for inspiration. We are all suffering with the economy, but please hang in there and stay true to your passion!
All the best,
Denise Rade

count your blessings!
by: Anonymous

First, your jewelry IS gorgeous and very reasonably priced. Second, if you are doing moderately well selling jewelry in this tough economy, count your blessings, especially if all your sales are over the Internet and not from person to person contact. There are tons of jewelry makers selling on Etsy, myself included, that have barely had a sale in months.

Like everyone else says, make what you like. That is why you are an artist. And besides, if you like what you make, you’ll be proud to wear it and that is free advertising.

It’s all in the market
by: DC Smith

Hi Sharon! I think your creations are wonderful and have a market niche.
It’s all in the market I think. While higher prices might sell really well in some markets, here in the midwest, it isn’t wise to put your prices at the same point that you possibly could selling on either coast.
You have to know what your market will bear and then adjust. It was suggested to me by a very reputable successful professional jeweler with a chain of stores that in this economy I should develop several “lines”. That way someone who walks into my booth a falls in love with my work can find something that fits within their budget. So I’ve worked on 3: A lower end collection with simpler designs that take less materials and less time, but are still very clean, fashionable and creative. A mid-range collection that is a bit more complicated and elaborate. A high end collection that I really love because I can go all out with my design and material.
So far this approach has been very successful and I usually outsell the other artists at shows.
I don’t sacrifice on quality in any of the 3. I do my best, but just design differently. I start with all I dream for a piece and then figure out how I can make a more simple version. That’s actually been fun. A whole new mental exercise!
Anyway, you can see an example on my website: www.mainstreet-missouri.com. Look for the “Value Priced” collection.
Keep up the good work!!
Denise Smith

Doing what you like
by: Anonymous

There’s nothing wrong with doing what you like instead of following every trend and trying to ONLY do what you think is going to sell.

I balance artistic creativity with “what sells” by doing a mix – I know that low end rings and earrings will sell. So I’ll make a few of them, and then treat myself with a really creative piece or something new I’ve been dying to try.

One caution is to be sure you have enough variety in your work to appeal to a good sized audience. I met a gal at a show once who bemoaned the fact that she’d sold nothing at her last several shows. I looked at her pieces, and other than color and specific stones, they were all exactly the same…same style, same size, same design. If someone didn’t like a Y-style necklace, they would not buy anything from her booth, because that’s all she had to offer!

Common thread
by: phyl

I really enjoyed your letter, Sharon. From your description of yourself; “wanting to do things your way instead of the last trend or fad”. It’s such a common thread, I felt as if I was reading about myself.
Thanks for posting, you/me got a lot of solid advice. I know I’m going to start applying it
Phyl

D.C. Smith response
by: Sharon Harris

Hi Denise,

I’m so excited that you took time to respond to my little dilemma. I visited your shop on line and was extremely impressed with your work. I especially love the face pendants. You are a jewelry diva of the best kind! Thank you so much for the benefit of your many experiences in the business. I like the way you’ve created a less expensive line for customers who may not be able to afford quite as much. That’s a great idea and one I’m thinking about adapting for Gypsy.

Sharon

Concessions – Reply
by: Anonymous

You had so many great ideas about being flexible (yet using sense) in pricing, I can’t wait to try some of them. I definitely need more “method to my madness” when it comes to pricing. Thanks for taking the time to share your experiences and for the excellent advice and encouragement.

Best,
Sharon

Count your blessings – reply
by: Anonymous

You are so right, and thanks for the reminder (furiously counting my blessing ). I’m very fortunate to be ahead of last year with my internet sales. I retired about a year ago and that’s given me much more time to do my favorite things. When I first started cyber selling, it took about two or three months to sell a bracelet and I was very discouraged when the customer returned it. I feel for anyone who goes a long time without a sale. I’ve really benefited from my original post here. Thank you so much for your encouragement and valuable insight.

Best,
Sharon

Be Yourself!
by: JeaneMargherite

First you work is wonderful, and I am very much like you as well. Each of my creations is special, and selling them I’m always giving people the “eyeball” as my friends say … I have to make sure they are going to a good home you know!! : ) The pricing thing now is always a busy situation…I don’t “underprice” my work, but it is as low as I can go. I refuse to sell wholesale, it’s important to me that people be able to afford beautiful wearable art. I don’t want my jewelry sitting in a drawer waiting for a “special occassion” I would like my customers to wear my jewelry every day, all the time, because it makes them feel wonderful!! I don’t want them to have to think twice about purchasing…BUT what I had to do to satisfy myself and all my friends who kept telling me I could double my prices and still sell, is I came up with an equation… materials + time to create + overhead = retail price. Then I look at it, wonder if I would pay that price, and I adjust accordingly, usually it’s too low and I have to up it a bit….trust your instincts, it’s what makes us who we are…but have an equation to begin with so you are not underselling…you need to make money after all, even if we just love it so much!!

Your designs are great!
by: Cathy

Sharon, after looking at your website I must say that your jewelry is not only beautiful, but fairly priced as well. I too am a one-of-a-kind designer, and I’ve been struggling this year to sell much of anything. Don’t take it personally!

Best of luck to you, and keep making jewelry “your way”!