So, you have a great new product (or a few) that you really, really want to sell. Likely if you are reading this blog, it’s a handmade product that you have spent loads of time and energy perfecting. A product that you truly believe is worth buying, but to your frustration and dismay, it just isn’t selling. Let’s dig in a just a little and try to figure out why your product isn’t selling.
There could be a number of contributing factors for why your handmade products aren’t selling, but here are my top FIVE reasons that customers may not be buying what your offering, and ways to increase your sales so that selling online doesn’t have to be a daunting process.
1. Your Pricing is Too High…or Too Low
Pricing is an important piece of the sales equation. If you have your products prices WAY TOO HIGH, you may deter customers from following through with a purchase, just as if you have your products priced WAY TOO LOW. Many people feel like if they price their products super low, that it will entice shoppers to make a purchase, but actually it can do the opposite. Shoppers may start to wonder why a product is priced so low and have a fear that there is something “wrong” with the product to illicit such a low price. On the contrary, many sellers, particularly those who make handmade items, see the value in their products, as well as the time it takes to create the product, and will price them extremely high. This tactic may work well if you have an audience that also can see the value of your products, but if you are pricing high and not selling anything, then you probably need to play around with your pricing and find your sweet spot. Do some market research and see what prices products that are similar to yours are selling for. Here is a quick guide to pricing your handmade products that I think you may find very helpful.
2. Your Product is Not as Great as You Think
I know this is a hard pill to swallow, but hear me out. If you are doing all the right things to market your product and you STILL aren’t getting any sales, then it is time to take a good, hard look at the product you are selling. Ask close friends and family that you trust for their honest opinions. Ask if they can give you feedback and some constructive criticism on things that you can do to make to improvements to your product. Consider their feedback and if you see that it is valid, then tweak your product or make some revisions to improve it. You will often see that by implementing a few small changes, you will start to see your sales increase.
3. Your Audience Doesn’t Trust You
It is commonly taught in sales training workshops and seminars that people are much more likely to buy from people that they know, like, and trust. In the days of social media, this is particularly true. If you have a social media presence (and if you don’t, you should), you need to be warming up that audience and getting them to know you, like you, and ultimately trust you. You do this by engaging with your audience. Facebook and Instagram are two of the best ways to engage with your audience. You can use Instagram stories, Facebook Live videos, and regular posting to do this. Reviews are another way to illicit trust with your audience. Encourage customers who make a purchase to leave a review so that others can see it.
4. You Aren’t Targeting The Right Audience
If you sell $150+ designer handmade products, then you probably should not be targeting Dollar Store clientele. Just as if you sell $2 budget friendly products, you likely won’t gain much traction with customers who regularly shop at exclusive, high-end shops. You need to know your audience, what it is that they want, and what they can afford. If you sell high-end goods and only have a budget loving, coupon clipping audience, then you need to find a new, more targeted audience. Having the right audience, and nurturing that audience will be a major, contributing factor in how much you sell.
5. Your Images & Website Don’t Look Professional
If you are selling online you absolutely have to have great photos. People who purchase online don’t have the luxury of seeing the product in person, so they are relying on you, the seller, to give them all of the details that they need to feel comfortable enough to purchase a product without seeing it in person. Really great photos will make or break you as a seller. They are imperative to creating a good buying experience for the customer. You don’t have to hire a professional to take all of the photos of your product, but you do need to have clear photos (be sure they are not blurry) with a clutter and distraction free background. Nobody wants to see a sink full of dirty dishes in the background of your photo! The same goes for your website, or Etsy shop in general. You do not have to hire a professional to build or maintain your shop, but you do want to convey professionalism when people come to your website.
If any of these 5 reasons people may not be buying what you are selling are preventing you from making sales, then I encourage you to make a few, easy to fix, adjustments.
If you are struggling to get sales and found this helpful, let us know in the comments. We would love to hear you!
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If you loved this article, be sure to check out:
- The 5 Biggest Mistakes Wreath Makers Don’t Know They Are Making
- Top Tools for Wreath Making
- How I Made 800 Sales My First 6 Months on Etsy
- 7 tips to sell successfully on Etsy.
