Workshop Income

by Paul Levine

If you're like many woodworkers, you probably feel it's a lot easier to make a product than to sell it, especially when

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they're a little special to you, so having them dismissed with a polite "not interested" can be very disappointing.

But one point should be remembered. You'll never have a product that every single gift shop is going to want, no matter how good it is. Nobody likes to be turned down, but it is very much a part of selling. Professional industrial salesmen often make 20 calls before they make a sale. But they have perseverance, and so must you. If your first effort is a flop, don't give up. You may have to call on 5, 10, or more shops to get that magical first order. But keep trying. If you have a worthwhile product, that's made well and priced right, it will eventually sell.

Some woodworking businessmen are very selective in determining the shops they plan to sell to. By carefully choosing, they feel they can get more customers with fewer calls. How do you choose a store? Go inside and look carefully. Do they already have items the same as, or similar to, what you intend to sell them? Many stores do not wish to duplicate their stock. Are their price lines way above or below what your goods would sell for? The store has an image. Customers come in expecting to find certain price goods, and when they don't find what they expect they don't buy.

Are your wares timely? If you produce a seasonal item, like Christmas wreaths, you won't be able to sell them after their season. Remember also that stores need the goods before their peak demand, so don't wait until just before Christmas.

Once you have an interested buyer, DELIVER! Don't make promises you can't keep, and don't disappoint people. If a store owner finds you reliable you won't have to sell anything. With an established relationship they will usually try a new product you come up with.

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