Edit, Edit, Edit....Make it Work!

If you watch Project Runway on TV, you will know these words well!

Project Runway is a show of fashion designer contestants that participate in design challenges in hopes of becoming the big winner. Tim Gunn, the designer-contestant-overseer, reviews all work in progress and frequently says "Edit, edit, edit...." and always ends with "Make it work!"

And so it is that this is good advice for everything we do. As online sellers especially, we need to "Edit, Edit, Edit....Make it Work!" in all areas of our business.

I took this thought to heart the other day and made a plan to edit my shops and inventory. It is time! On iCraft.ca/GalleriaLinda where I sell my handcrafted contemporary beaded jewelry, I have some jewelry designs that have not sold and are a year old or more that really do not represent my evolving design point-of-view (another Project Runway buzz word).

Pictured above is my evolving design perspective today and in the days to come, I will be selecting older items to either deconstruct and reuse materials, donate, giveaway, or place on another venue as clearance.

We must keep our shops fresh and current to where we are today and this is a journey, not a destination. I see that every six months an inventory audit is needed and GalleriaLinda's handcrafted jewelry, vintage jewelry, and bead shops will be doing that!

It's 10 p.m. - Do You Know Where Your Shipping Package Is?

As online sellers, we have a love/hate relationship with our shipping process. On the one hand, we want our packages to happily wing their way in ecstasy to our wonderful customers.

On the other hand, we know that our package has to march through a threatening forest of dangers in order to reach the customer.

Due to volume, over-worked employees, and rush, shipping through the US shipping systems during the holiday selling season can be brutal to packages and frustrating to sellers and buyers,

I had an incident with a package that really enlightened me on this whole process. I had purchased some jewelry supplies from a handmade independent seller and never received the package. The two of us brainstormed but it was not insured (I, as the buyer, did not opt for insurance), and it was sent as first class. Therefore, there was no way to track.

The seller graciously sent the items again. I did receive a package this time that was mangled, torn, taped, dirty, and had a very odd item in it - not my supplies! I took the package to the post office and talked to the general manager. We deducted that the package - a bubble wrap envelope - got caught in the sorting machine and ripped open. The next thing he told me astounded me.

Sometimes the sorting machines will easily snag on corners, pieces of tape hanging off, or anything not securely sealed. When this happens, a bunch of envelopes and packages jam the sorting machine and rip and spill all the contents on the floor! It is up to the postal employees to gather up all the contents and ripped envelopes to try to match them up. If there are no clues - they just start piecing together anything.

Obviously, they did not match up my package's contents very well. Someone else received my supplies, while the person waiting for the content of my package would never see it. That is sad but avoidable.

Here are some tips to minimize threats to your shipping packages:

• Because of the story above, I now put all my items into one large zip lock baggie before putting into my shipping packaging. That means that my sold items in my shop packaging, business cards, invoice, thank you note - are all in one contained bag. So, if it spills on the post office floor, at least the invoice is there with the ship to address and all the contents should be together. If you sell larger items, you can still figure out how to do this.

• It is good policy to have the "ship to" and "ship from" addresses inside the shipping package. I insert an invoice as my shipping document that has both of these. If the shipping label gets ripped off the package or the package is ripped open - this is your second defense in getting it back on track.

• Don't use inkjet printers to print out your labels. When they get wet, they run and sometimes can be illegible.

• Do waterproof the inside contents, either with secured and taped bubble wrap, baggies, or some sort of plastic. Picture you package waiting in a bin outside for the truck to back up and a downpour starts - and yours is on top!

• Tape, tape, tape - even US priority boxes. There are incidences where thieves will extract contents from the corners of even a priority box. They are looking for an easy and quick mark, so don't give them one. Lock down tight your outer package.
  

• I suggest that you make your shipping package generic so not to draw interest to unsavory people who may be tempted to steal. Some sellers pride themselves with branding their outer packages with logos, shop name, and other branding. Even Etsy has a video on their recommendation to personalize your outer wrapping. I strongly disagree with this. The place for personalization is on your product packaging inside your shipping package.

• Therefore, I suggest that you don't use your shop name or product identity on the outside of your shipping box. If you notice, big companies are now sending their products in packages that have very generic return addresses and names. It is my recommendation just to use your return address without a name or use your personal name instead of your shop name. And, never use the word "jewelry" anywhere! This just temps those who may step over the line and steal.

• Be sure that your shipping package does not rattle. Use bubble wrap or tissue paper and packing papers to keep the contents from rattling. Rattles might invite postal employees to inspect, which is OK but can delay your package and ruin your outer wrapping. If you are shipping something that rattles no matter what you do….like baby rattles….write on the outside "Rattle OK."

• Be aware that your package may face extremes of temperatures - sizzling heat sitting in trucks or below freezing temperatures. If you have a sensitive product, such as soap, candles, or cosmetics, research how you might best package your product for shipping. Call shipping vendors for advice.

• Is it OK to use recycled packing materials? I think so and I do it. Be sure your outer packaging is clean with untorn edges. Any packing materials, such as bubble wrap, foam, and packing papers should be very clean and only very gently used. This is your choice, however, as some sellers insist on only the best new materials. That is OK too.

• No, no, no smoking or tobacco odors hovering around your materials. This type of material will absorb odors! That is a turnoff. And that goes for pet hair too.

• Newspaper as packing material is not the best. Inks from newsprint can get on hands that unpack it (yuck!) or on the contents.

• No need to frustrate the customer by packing tiny loose items in a lot of fill material where the customer has to pick through packing and then not know if they got it all. This fill gets all over everything too. Paper shreds, peanuts, and other fill material can be used appropriately for larger items or tiny items put into one container inside.

• Be sure your outer package fits your inner package. It is weird to receive a huge box with a teeny package inside. It can make a customer think they are paying too much for shipping. Likewise, if your outer package is so snug to your inner package, it may not protect the contents, or worse, may spit open.

• Wrap breakable items well. Visualize boxes being dropped, other heavy boxes being thrown upon yours, and (heaven forbid!) your box falling off the truck! It happens. Plan for it.

• If you send small items in a business envelope to save on postage - just don't - or be sure it is only paper. Any kind of ridge, lump, bump, or ripple (even a staple) from your item inside can jam that cranky ole sorting machine and you know what that does….you may never see the item again. Don’t send neck chains, flat earrings, or even cord in a business envelope. Package purposefully for the item.

• Know the smallest and largest package sizes that your shipping vendor will take. Know requirements, such as addressing (One side? Both sides? Etc..), regulations on using string and taping (you are not to tape over any part of an international label), brown paper wrapping, and everything else.
  

You are the shipping expert in your customer's eyes!

Add your comments with other shipping tips!

Now skeedaddle over to GalleriaLinda's shops
to see new items for the season!
>wink<

Online Sellers, Start Your Engines: Are You Ready?

It is hard to believe that October is knocking at our door this week! Although I plan ahead for the holidays, it always creeps up on me! Are you ready? For artists and crafters who are online sellers, it is especially important to be organized.

Many of us work day jobs and work our online business in the extra hours. Others of us have children and families that need our time, over and above our shops. Therefore, we must be organized. Here is a checklist to help you. See if you are ready for the holiday rush!

First, take a deep breath. Think about what you want to accomplish this holiday, both for business and family. Write all of it down on paper. Then, start crossing off some things. Be realistic with your time. The holidays are the busiest for your shop AND for your family. Don't shortchange both by taking on too much! Here is your list for your business!

For a printable copy of IndieCEO's Holiday Checklist for download - click here.

Product

• Determine the designs you need to start to create or finish before Oct. 30
• Plan to expand your inventory in numbers - 50 to 100 items is a good start, more is better
• Add a "stocking stuffer" product line that is lower priced - create many and promote them heavily for increasing visitor traffic to your shop
• Order all supplies needed for these designs (mailing times and availability may be limited during the holidays for urgent orders later)
• If you exhibit and sell at craft shows this time of year - take that into consideration for product inventory volume for your online shops - don't be caught short with your online inventory
• Schedule on your calendar, "appointments" to create and finish your designs, photography, and listing - help family to understand that these are real business appointments - even if it is 1 hour a day

Shipping

• Order shipping materials - bubble mailers, boxes
• Obtain the Priority shipping boxes from your post office NOW (if you use them) - availability will be limited later
• Obtain a stack custom forms from your post office now - may not be available later
• Check your label paper or sticky paper stock for printing out PayPal shipping labels
• Check your shipping tape stock
• Design and order or print/cut the components for your product's finished presentation - jewelry boxes, organza gift bags, earring cards, ribbons, stickers, etc...

Packaging

• Will you add a free gift or sample in your orders? If so, plan now to make or buy
• Will you be offering holiday wrapping? Figure that process out - pricing, how to list, etc...

Online Shop

• If you sell on multiple venues, decide strategically where you will post your product lines - you may want some of each type of product on all venues or you may want to keep the venue shops more specialized - just know what you are doing
• Create your shop announcement now while your head is clear and not rushed - keep until you are ready to post
• Tweak your shop's policies. Be sure they are clear, especially return/exchange policies
• Tweak your shop's "About Me" page - update it for fresh content
• Tweak your shipping profiles - at least check them out for accuracy
• Determine a "buy by date" for receipt of items by December 22nd or earlier and add to your shop announcement, policy page, and all your listing
• Retake photos that are gray-ish or not so good - re-stage older product - it will make them look like new listings

Marketing, Advertising, Promotion

• Order business cards, post cards, thank you cards, etc... now (to include in your packages and to hand out)
• Design, print, and cut anything you need, such as earring cards, backing for cello bags, etc…
• Decide on any sale incentives - sales, discounts, incentives (BOGO, etc...), free shipping
• Do you send customers holiday cards? If so, organize now, address envelopes, or if ecards, gather email addresses
• Do you send out holiday newsletters? If so, organize now by writing the content, getting the format design completed, and gather email addresses
• Write up your holiday sale incentives marketing blurbs and decide where and how you will post or distribute (blogs, Ning, shop announcements, twitter, Facebook, ProjectWonderful, advertising, etc...)
• If advertising online, create your graphics especially for the holidays
• Prepare fliers or post cards with these incentives - to drop off around town locally
• If you are on a venue like Etsy, determine your relist budget for November and December - you may want to bump up the number of times during the holidays
• On the venues where you sell - look into in-house holiday promotional opportunities offered - make decisions on budget
• Always have business cards with your online URL with you and hand them out freely during the holidays - these could have your incentive on the back if you wish
• Give business cards to friends to hand out during the holidays

The Most Important of All!

• Put on your Santa hat, grab a cigar, and have a hot toddy and holiday cookies!

Wishing you the very best selling season - ever!

~Linda

Utilize Help and Information From Your Selling Venues

One of the ways online sellers can benefit from marketing and selling success strategies is through the selling venues that they use. You can find a lot of selling, promotional, and marketing tips in the venue's documentation that is very valuable!

The forums on each of the venues becomes a treasure trove of shared experiences about everything for selling online. Use it! Even if you just read, you will gain such valuable information that you can use. Read, read, read.

Today, I want to introduce the Sellers' Boot camp going on right now at iCraft.ca!

Sellers' Boot camp is a new admin-supported program started by Christine of PillowThrowDecor for sellers on iCraft.ca! Check out the iCraft.ca forum for lots of details on the Sellers' Boot camp program.

Christine not only produces the most elegant pillows for your home, but she is also a sales expert that creates energy that motivates!

She is the one that started the awesome "Odd Sock" category to move merchandise. Check out PillowThrowDecor's "Odd Sock" deals - unbelievable!

The Sellers' Boot camp program goes for 28 days with assignments for each day that will help you fill your promotional "bag of tricks" by the end of the month. The idea is to get into the habit of spending up to 30-45 minutes a day doing things that will help sales.

Retired from another career, Christine states that a part of her professional background is in sales training. She states, "As independent business people it is all about accountability. I do much better when I know there is a team of people marching along with me every day and are as committed as I am to doing assigned activities!

If you are considering trying iCraft.ca as your handmade selling venue, now is the time! Remember, if you use a referral number when you pay your one-time registration fee, you receive six months of shop fees free for an unlimited number of items! Shop fees are very reasonable. In case you need one, GalleriaLinda's referral number is: 1c28439c38!

Must go...off to boot camp!!

Know Your Selling Venues: iCraft.ca

Continuing an ongoing series of "Know Your Venues," I wanted to present the online Canadian handmade selling venue iCraft.ca. Over a year old, iCraft is beginning to make a name for itself in the online handmade community. Still new in "online business" years, it has made great strides to service both sellers and buyers in its short time.

From personal experience, I truly love this site for many reasons, one of which is that iCraft accepts only handmade items direct from the artist. No reseller items, reseller supplies, or vintage...just handmade. If you made it with your own two hands, you can sell it on iCraft. This makes for a very focused ambiance as you enter the site and targets a specific audience.

The front page of iCraft is classy. Recently, the very top banner that highlights handmade items was added and has enhanced the professionalism of the sellers. It is a flash presentation of close-up photos of featured items that changes and is designed into their own iCraft identity look.

Recently-listed items become a part of the "flash" parade in the next section. The items stay on the flash presentation for a couple of days as the flash parade pages march on to include every listed item.

Below the flash parade is another flash presentation of iCraft-selected items to be featured. The flash featured presentation changes every few seconds so a lot of great handmade items are included and they are changed out frequently to include as many sellers as possible.

Some of the features I like as a seller on iCraft include:

• One page listing form - this is a great time saver


• Select all photos before upload - another time saver


• Choice of selling in $USD or $CAD


• Clone feature - copy a listing, change a little, and is useful for listing similar items


• Each listing's status has a choice of "Live," "Reserve," or "On Hold"


• The reserve feature is genius. You can place an item on reserve and send a link to your customer - no one else sees it so there is no stressing about someone else purchasing it


• No restrictions on tagging - tag away for those key words that would best suit your item - any number of them


• For vacation mode, you just put all items on hold


• Ability to bump up your item in the searches by editing the listing - this is free


• Ability to "relist" your item so it shows up in the "just listed" flash parade - this is free


• No other fees other than your monthly fee - iCraft has several very reasonable price plans available - if you are a US seller, be sure to convert the CAD to USD - right now it is a little less in $USD but the exchange rate does change from day to day


• If you are not able to purchase a paid plan, you can have full access to the site, a shop, and are able to have 5 live listings for free - you may set up as many as you want in your back office and rotate a selected group of 5 live listing if you wish


• iCraft referral promotion - this is Win/Win for both! Once you pay your registration fee through a referral, YOU receive 6 free months - to benefit, you must use a referral code. GalleriaLinda's referral code is 1c28439c38

Things iCraft is working on that I miss and can't wait to be rolled out include a shop widget and expanded shop stats. Included now are views of shop visits and views of individual item. These features are in the works.

iCraft has impressed me with their methodical planning and roll out. Features rolled out work the first time and this goes a long way with me.

As a marketing professional, I understand that it is easier to get to your target audience if you know who it is and where to find them. To market to only those who love handmade makes marketing much easier! I see ways they promote the site. Using Twitter, each listing is automatically tweeted. How great is that? They are also on IndiePublic, Facebook, Kaboodle, TeamSugar, and Flickr. You can read some of iCraft's featured articles online here.

iCraft is recommended from my positive experience as a seller on the site. It is worth a look if you are interested in a selling venue for handmade.

Pricing Your Products for Online Selling

Let's face it folks, a lot of you are "in business" because of the love of your craft, art, or design. In order to obtain exposure for your creative pieces, you have decided to sell things online, and boom...you are in business.

Along with the joy of creating are things that you have to do for the business end of the deal. We all struggle with the business aspect of things that must be done if we are to continue to create and sell. Pricing is one of those confusing topics. I see pricing in selling venues for like items that go from the ridiculous to the sublime. It can be confusing to a buyer to see like items with such a wide range of pricing and it shows that someone is not being realistic.

One of the first things I did for my GalleriaLinda Artist-designed Jewelry shops when I started selling online was to research pricing formulas for retail. I came up with several different ones. After studying them all, I decided to use one that best suited my business.

One pricing guide, Pricing Your Handmade Jewelry, impressed me the most with the details of pricing and is a resource guide from The Beading Emporium by Ebay powerseller cloudninecat. The guide uses jewelry as examples but you can easily translate the process to any product you may sell.

From a strategic standpoint, did you know that your pricing becomes a part of your branding? Are you known for inexpensive items, expensive items or moderately priced items? This is a part of "who you are and what you do," and how you position your products, your business, and yourself as an artist.

As you read resources and mull over where you fit, here are a few things to think about relative to your pricing:

• Know the actual cost of materials in a piece
• Know your annual operational costs (utilities, equipment, rent, etc..., so you can assign a percentage to each item)
• Assign a labor cost for your work (some start out at $8-$10/hr and work up as they become more known and proficient)
• Select a pricing formula that best suits your business in the moment - your pricing needs may change as time goes on - be flexible and fluid (be conservative if you are new to the craft)
• Keep in mind wholesale pricing for inquiries (don't price your goods so low that you cannot give any discount for wholesale. You may not want to wholesale at this time, but you never know if you will want to in the future - now is the time to be proactive and prepare)
• Research your product's competitors - it is very important to understand the market in which you are entering and what your competitors are charging for like items
• Research what has sold online that are similar items to yours - research frequency of sales and the prices, if available
• Understand your selling venue audience - some target those who spend a lower amount, others target a more affluent audience*
• Above all, once you work through this entire process and come up with a retail price, be realistic with what the market will bear (you may have to back down your retail pricing on an item if it is "priced out of the market," and this goes back to the importance of buying raw materials at the lowest cost)

*A note about your choice of selling venues: each venue targets a different type of buyer or audience. It is important for you to know what that is in terms of affluence, average price of sales, and the aesthetics appreciated from the buyer. See Indie CEO's post on selecting the right selling venue as a good resource to help you research these things.

ThePrettyPeacock has posted a good pricing article on her blog that is worth reading! Checking the blog roll of resources here on Indie CEO on the left side will unearth several articles on pricing.

Let me know through your comments if you would like to see more links on pricing handmade goods - I will research for you!

Blogging is an Art - Will it Help sales?

In the next few posts, I continue to work through some of the basics of blogging for you in this "Blogging is an Art" series, utilizing my background in marketing communications, as well as my experiences with blogging for GalleriaLinda.

• Should I start a blog?


• Will a blog help sales?


• What should I write about on my blog?


• Who will read it and do I need to promote it?


• Where do I go to create a blog?

Q. I am an Indie CEO. If I start a blog, will it help sales?

The answer is....maybe....it could...if you play your cards right.

My experience considers blogs to be a "soft marketing" strategy and there are many online sellers that have gleaned some sales from featuring their work on their blogs. These sellers are also successful in bringing in reader traffic that is their target customer.

What is "soft marketing?" Soft marketing is really relationship marketing, where you build a relationship over time between you and the reader. This builds trust, familiarity, friendship, and warm fuzzies. Who wouldn't want to buy from a trusted, familiar friend?

Here is a great 30-min audio on soft marketing from Blog Talk Radio.

Soft marketing includes those things that you do for your business that are not blatant promotional selling efforts. Blogs and Flickr photos are examples of soft marketing opportunities. Sales can be had through these methods and are the result of successful "schmoozing!" It takes time and patience but can be very rewarding, not only as a customer builder but as a friendship builder.

Some ways you can utilize your blog content to enhance soft marketing for your products are:

• Be friendly and professional


• Some personal content could be good but be careful to come across as a true professional that runs a viable online business


• Open the doors to your life as a business owner, artist, designer, creative - give a glimpse into these worlds


• Build your brand by optimizing your content for SEO (using appropriate links)


• Showcase your products and creations, giving history, information, and perspective beyond what is found in your shops


• Know where and how to promote your blog to your target audience


• Encourage comments to start a "conversation" with potential customers

You can also create your blog to be your own selling site!

This is good, especially if you do not have your own web site and do not care to list on selling venues or it can be an extension of your selling strategies. There are several ways to do this that include:

• PayPal "buy now" buttons - individual buttons from PayPal that you place by your item photo


• flogd.com - selling format that can be placed on blogs, Facebook, MySpace and other areas

Don't expect the money to come rolling in, however, you can make good strides in increasing views of your work, becoming better known, branding your business, and making friendship sales from your blog.

One last reminder is that you must bring in the right people to see your blog in order for the relationship marketing to work well for you. That is another blog series to come about finding your target customer, so check back very soon!

The "Blogging is an Art" series continues in the days to come.