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Hi there.
Speaker:It's Sue.
Speaker:And thanks for joining me for tips and talk day.
Speaker:These are bite-sized topics that I pull from community questions and
Speaker:things that I'm observing in the world of handmade small business.
Speaker:If you'd like to submit a topic,
Speaker:DME over on Instagram at gift biz unwrapped,
Speaker:before we get into the show today,
Speaker:I want to make sure that you know about the newest
Speaker:thing happening over here.
Speaker:It's called the gift biz bash a zoom party that turns
Speaker:into a podcast episode.
Speaker:Several weeks later,
Speaker:the party consists of a short training with Q and a,
Speaker:from yours truly.
Speaker:And then an opportunity for you to give a shout out
Speaker:about your business.
Speaker:You can tell us about a promotion you currently have going
Speaker:on or share a collaboration that you're considering so that you
Speaker:can find a perfect partner for the event.
Speaker:A little bit of learning and visibility for your business.
Speaker:What could be better?
Speaker:There is a catch though spots are limited to keep the
Speaker:party to about 45 minutes or so.
Speaker:That means you should grab your spot right away.
Speaker:It's totally free to make sure you're included.
Speaker:Why not do that right now?
Speaker:Pause this episode,
Speaker:go to gift biz,
Speaker:unwrapped.com forward slash bash to sign up and then come back
Speaker:and listen to the show.
Speaker:I'll see you at the bash.
Speaker:No feels terrible.
Speaker:Let's face it.
Speaker:It's a rejection.
Speaker:And who likes to be rejected?
Speaker:Most likely your reaction to the word no is to shut
Speaker:down. You feel defeated with whatever possibilities,
Speaker:the no shut out and to protect yourself.
Speaker:You give up on the person who made you feel bad
Speaker:and you move on to other people or activities to escape
Speaker:in a way.
Speaker:So you can recover soothe the wound.
Speaker:If you will.
Speaker:Unfortunately, life is full of nos,
Speaker:some being more harsh than others.
Speaker:And if you think about it,
Speaker:you'll see that you give out your fair share of nos
Speaker:as well.
Speaker:They can range from just looking as you respond to a
Speaker:questioning boutique owner to no,
Speaker:thank you.
Speaker:Please take me off your list to an annoying telemarketer.
Speaker:You might say to your friend,
Speaker:I'd rather not go for Italian tonight.
Speaker:Let's do Mexican instead.
Speaker:But when a no comes your way in a sales situation
Speaker:where you're hopeful that someone is going to buy a product
Speaker:that you've made,
Speaker:it feels very personal.
Speaker:What if I told you,
Speaker:there's a way to use this know to your advantage today.
Speaker:I want to talk through how to settle down your emotions.
Speaker:So responses to selling your products don't feel like such a
Speaker:roller coaster.
Speaker:And then what to do in these situations that actually could
Speaker:turn a permanent no into a future.
Speaker:Yes. The first thing I want you to do when someone
Speaker:says no to buying your product is to resist the urge,
Speaker:to fight it.
Speaker:Answering questions,
Speaker:dealing with objections or presenting new ideas for use of your
Speaker:product is one thing.
Speaker:But trying to explain why a person is wrong for not
Speaker:wanting to buy right now is another reacting in this manner,
Speaker:enforces the definition of sleazy selling aggressively,
Speaker:trying to get the sale at any cost we'll guarantee.
Speaker:You never will.
Speaker:That person won't ever come back to your booth or website.
Speaker:If you've minimized their right to decide for themselves,
Speaker:it's also a sign that you weren't listening to them or
Speaker:respect their final decision here is what to do.
Speaker:Instead. When a prospective buyer says no confirm that you recognize
Speaker:what they've said,
Speaker:that they aren't buying today in doing this,
Speaker:you've created neutral territory.
Speaker:Now you're two people talking together versus being in a buyer
Speaker:seller relationship.
Speaker:Doing so may allow you to have further conversation that could
Speaker:pave the way for a future sale.
Speaker:Ask their opinion about flavors or sense for your upcoming line.
Speaker:Get their ideas on the sizes that you offer,
Speaker:or whether they think you should fill in the blank here
Speaker:for whatever applies to your business.
Speaker:Getting them to talk could provide great insight for you around
Speaker:your product and could generate ideas for the future.
Speaker:You may also hear new descriptive words that you could use
Speaker:in social content or on your website.
Speaker:These types of conversations can provide such great information.
Speaker:Also when faced with a no find a way to stay
Speaker:in touch with this person.
Speaker:One of the biggest mistakes craft show exhibitors make is to
Speaker:lose out on this opportunity.
Speaker:If you don't take this step,
Speaker:that person is lost to you forever.
Speaker:The easiest way to do this is to get their email,
Speaker:do a raffle at your booth to win free product or
Speaker:ask if it's okay to put them on your special notification
Speaker:list. This will give them first access to new products and
Speaker:promotions. Avoid asking them to be on your email list because
Speaker:this rarely works.
Speaker:Most people know what's coming next,
Speaker:sales emails,
Speaker:calling your list.
Speaker:Anything other than an email list is best.
Speaker:Something that makes people feel special and that they're getting something
Speaker:extra by being part of your prioritized group.
Speaker:Some business owners go as far as to name the list,
Speaker:something special that aligns with their business,
Speaker:making it really feel like a special,
Speaker:important, and customized group.
Speaker:No matter how you do this,
Speaker:collecting emails is a second best to getting the sale.
Speaker:Oh, and of course,
Speaker:you're also getting your customer's email when they make a purchase,
Speaker:too, right?
Speaker:This also often gets lost at craft shows.
Speaker:When you have these emails,
Speaker:you can stay in touch with them for the future.
Speaker:This is how you grow your business.
Speaker:Repeat sales,
Speaker:which leads to my final point about what to do when
Speaker:you hear no remind yourself that your potential customers are just
Speaker:like you.
Speaker:They may or may not be in the market for what
Speaker:you're selling at that exact minute.
Speaker:But when it's time to buy a gift for a friend
Speaker:or they run out of their current candle supply,
Speaker:then maybe the right time for them to buy.
Speaker:That's why ongoing communication is so important.
Speaker:You'll be in their path when the time is right.
Speaker:People who have purchased from you before can easily purchase again.
Speaker:And those who didn't buy yet,
Speaker:but recall the friendly interaction they experienced with you will become
Speaker:ready. At some point,
Speaker:when you get the system in place,
Speaker:you'll have a continual flow of people at all levels of
Speaker:the buying cycle.
Speaker:Some are just now beginning to get to know you and
Speaker:your business.
Speaker:Some have made their first purchase with you and are ready
Speaker:to buy again.
Speaker:And some who are loyal fans and continue to buy and
Speaker:spread the word about your business.
Speaker:Each show that you go to build upon the other,
Speaker:as it applies to your list and growth of potential customers.
Speaker:But this only happens when you know what to do after
Speaker:you hear the word.
Speaker:No, here are the four steps.
Speaker:Again. Number one,
Speaker:don't fight it.
Speaker:Accept the no to acknowledge their decision.
Speaker:And if possible,
Speaker:continue the conversation to start a relationship and also get some
Speaker:learning for your business.
Speaker:Number three,
Speaker:invite them to enter a giveaway or join your priority list
Speaker:and explain the added benefits that they get by doing so,
Speaker:and finally recognize that no may mean not now,
Speaker:but it doesn't mean the same for the future.
Speaker:No is a word that doesn't need to be negative.
Speaker:Play off this word in the way I just described to
Speaker:bump up your sales over time.
Speaker:Nos can and will turn into yeses.
Speaker:That's a wrap.
Speaker:I'm a get to the point kind of girl.
Speaker:And this is what you can expect from these quick midweek
Speaker:sessions. Now it's your turn go out and fulfill that dream
Speaker:of yours.
Speaker:Share your handmade products with us.
