I. How do I sell my jewelry with expensive lampwork Glass Beads?

How Do I sell my Jewelry with expensive lampwork Glass Beads? Your Designs- - -Your Creations- - -Your Business! How to increase your success at selling your Jewelry I am blessed to have an ideal situation in my life and my business. Approaching my middle years I have raised two kids, both adults now, and I have survived two other business ventures with my partner and husband, George; my Ranger, my ogre! I have for almost 30 years been slowly increasing my exposure and marketing of myself as a designer of fine jewelry. In the last 12 years I have furthered developed my uniqueness as a designer and creator of unique embellishments. The combination of finished jewelry, designer beads, lampwork and metalsmithing has proven, for me, to be the perfect mix. George handles all the business and marketing and he is a fantastic at both. He is also very good with all the customers who love him and in some cases tolerate him! Men! Can’t live with them, can’t do without them.

This path we are on has not be easy and has not been without big risk and many challenges. But is has been fun and very rewarding. In order for you to duplicate my success your journey to profitability in selling your jewelry begins with a thoughtful plan, which includes a deliberate approach to marketing and advertising. You just cannot show up on the scene and expect to be an instant success. If you don’t market your product and service to the general public, once you have sold to your family and circle of friends, you will be out of potential customers. Your must market and it will not be cheap! The other issue that always surfaces In the course of doing all the shows and working with many storeowners and designers is the discussion about how to price and what embellishments to use in finished jewelry. Since so many of you are selling (or trying to sell) your jewelry, I wanted to give you the benefit of some of the education I have gain over my many years as a jewelry designer. First off if you are not selling your jewelry, you should be! That you invest in the best and most creative and unique embellishments found at Fire Goddess is proof enough that you have superior taste and a creative eye for good design!

My discussions on the subject of jewelry go something like this:

CUSTOMER: Your beads are beautiful but too expensive! There is no way I could make any money on jewelry made with such expensive beads!
FG: Well, for example, how much are you charging for your bracelets?
CUSTOMER: About $30 each; maybe $35 for a really nice creation.
FG: And there is your 1st problem. I think the hardest part of selling your work is that, for many of us, you are trying to sell something that you could not personally afford.

Let me say it again; it's hard to sell something you could not personally afford to buy. Further, it's hard to place high value on an artistic creation that your inner voice tells you "is not good enough" or "is not as good as someone else's" or "is not worth the price I am asking." And there in lies the second problem. "The price you are asking." As an artist - indeed, as a PERSON - you are worth what you say you are worth. It is truly that simple. You aren't "asking" a certain price, you are "commanding" compensation for value and talent!. It's what you are worth because it's what you say you are worth for what you do that many or most cannot.

Any bracelet I design is priced at a minimum of $90.00 or more and they sell well at that price. (If it's going into a gallery, the customer will pay $125.) If a bracelet includes lampwork beads and quality findings, it need not be priced a dollar less than $80 and will usually sell for higher than that.

If you wish to get the highest possible price for your jewelry designs, here are a few tips to follow:

1) Buy only the best components. Genuine Swarovski crystals, American lampwork, sterling silver or gold-filled findings, only the best Bali silver (if used at all. Remember Bali is degraded silver, mixed with lead & base metal fillers. That’s why the finish is dull and lifeless.) Use quality Czech glass and a unique closure, not the same old and tired toggle.
2) Promote yourself through the use of a catchy company name (or you can use your own name). Identify your art! Microstamp and Rio Grande both have quality jewelry tags. Use superior packaging and tasteful cards. Make buying one of your designs a memorable experience for the buyer.
3) Offer different types of jewelry at different price entry points. You can make wonderful earrings for $30.00, offer a variety of bracelets at different entry points from between $50 to $100.00 and offer some necklaces for $200.00 and up! A customer who initially only wanted the earrings might see the matching bracelet and necklace and what started out as a $30.00 purchase ends up a $400.00 sale. This is a common event that happens to me on almost a weekly basis.
4) DO NOT cut your price on gallery designs. Price your work first and then add the gallery commission. If the gallery or store does not have suitable displays, provide your own. Don't let anyone show your product in less than the perfect display.
5) Educate your market...something that is especially important when using lampwork beads in your designs. Explain how the beads are made and don't forget to credit the bead maker! Give the country of origin on your findings and accent beads. These details add value to your piece and customers want to hear the history or story behind your creations. For example, a card given with your handcrafted necklace might read: "Lampwork beads are handmade of Italian glass by artist Susan Barnes of Georgia, Israeli sterling silver closures, genuine Swarovski crystals and seed beads from Japan." Each of these details adds dollars to the value of your art!
6) Co-market you creations by using already established channels link the Fire Goddess Client Creations Page found on our website. The Fire Goddess website can peak at over 300,000 active visits a month. A visit is someone who has entered the site and move around to more than one page. (Its much more then just a website hit.) We will build a page for you and advertise your creations free of charge. All we ask is that the creations you show on the website include some of the beads and embellishments we make. Use our embellishments and receive free marketing to over 50 thousand potential customers a month.
I occasionally hear from new designers who are convinced that no one in their area will pay $80 or $100.00 for a bracelet. It's possible, but unlikely. People who buy handcrafted jewelry have a unique sense of style and every city or town in the United States has willing customers to pay a good price for a piece of wearable art.

My many contacts with art galleries and Studios have taught me a lot about selling finished jewelry. The most ironic thing I learned is that art buyers often, if not always, base their decision on whether or not they buy a particular piece primarily on the price. If the price is too low, a discriminating buyer will reject the piece. Their thinking is that it must not be worth much if the price is so low. (Or perhaps they are thinking that the price won't suitably impress their friends.)

My point is that setting your price high tells the customer that your piece is of high value. And THIS is what most buyers want to hear. Whatever it says about the 21st Century consumers, many buyers NEED to know they've paid a high price.

Curators and mangers of art galleries and studios have discovered and will reveal that they could increase the volume of sales by increasing the cost of individual items. Curious but true. George and I stand ready to help each and every one of you become successful. The best way I can do that is to continue to create the most unique, original and wearable glass sculpted beads and American-made embellishments available for your creations. If any of you need further counsel on this subject or marketing please call us. We are a toll free call away.

Best Wishes and Great Success,

Susan Barnes &
Her ogre: Ranger
(404) 840-0741
www.FireGoddess.com