Grappling with Goals

The pathway along my soaping journey has been a winding one to say the least-I've had setbacks. Setbacks, that in retrospect have amounted to "me" getting in my own way-by this I mean I've often listened to the voice that is afraid, the voice that says "what if", the voice that is even a little afraid of actually doing well.

Not too awfully long ago, I was expressing some "what if" scenarios to someone I greatly admire for her immensely confident ways, and she simply and wisely replied, "sounds like a lot of what if's." I have to say at the very moment I knew she was right, and now when I catch myself "what iffing" I gently remind myself "sounds like a lot of what ifs."

Now, most people would view "setbacks" as a negative thing. Some people would even equate setbacks to "failure," but recently while reading Reposition Yourself Living Life Without Limits-I had an "ah ha" moment of epic proportions. I knew the following words were true, and that I was/am experiencing this in my own life-right here and now.

"Like an arrow caught in a bow, most people go backward before they shoot forward. What do you do when you see the goal,but you keep losing ground?"

"It is normal to retract before release.If you take a common garden hose and temporarily restrict the flow of water by bending it, the force of water will be all the greater when you straighten it out. In a similar way, those of us who have experienced setbacks in life often release and shoot farther because of the setback and not in spite of it."

"Albert Einstein flunked out of school. Les Brown was evaluated as mentally challenged. Millionaires are born out of bankruptcies. Moses was called to speak but couldn't talk. Sometimes what makes us insecure and vulnerable becomes the fuel we need to be overachievers. The antidote for snakebite is made from the poison, and the thing that made you go backward is the same force that will push you forward."

In a nutshell," Without the retraction, the release doesn't have the same impact."

As I am writing this I have to say I feel a bit anxious about it-some would say "it's not good business to admit your shortcomings" but I believe in being real. I feel certain there are lots and lots of folks who've felt the same sort of trepidation about moving forward, taking risks-putting themselves out there.

The Best Laid Plans

I'm currently reading "The 100 Simple Secrets of Successful People" by David Niven in which each small chapter is a tip or "key to success." Now, by nature I am a list maker; grocery list,daily to do list,goals and dreams list and calender keeper-oh, how I love a brand spanking new calendar.(they are right up there with new school supplies, new crayons, new office supplies-right?) I often make lists in my head-lists of things that need to get done today, who needs to go to the Dr., which kid needs lunch money, birthdays, ss # etc. I've even filed away my phone number and address from 1st grade(just in case I need  it), but oddly enough I don't write them all down-they seldom make it to paper (with the exception of grocery lists.)

Today, I was reading along when tip #12 jumped right out at me- hmmmm, really I should write my goals and plans down. According to tip #12 a chapter entitled, "Write Down the Directions"-

"If you were taking a complicated route out of town, you would write down the directions. But if you were considering the future path or your life, your goals, and what you needed to do to achieve them, you probably wouldn't write any of it down. Think of it-the most significant journey of your life,and your probably won't put a word of the directions on paper.

Writing down your plans, goals, and ideas makes them more real for you. Every step you take to define what you want and what you need to do to get it increases the chances that you will actually pursue these goals and someday achieve them." Really??

"People who regularly keep a journal or some kind of written record pertaining to their aspirations, are 32 percent more likely to feel like they are making progress in their lives."

Wow! those are pretty good odds-I'm off to the office supply store-got to get my hands on a brand new journal...

Business Tip Tuesday-Seven Tips to Make Your Customers Love You

These days when every customer counts, what are some steps you can take to keep your customers in your corner ? Over the next 7 weeks I will post 7 ways to make your customers love you. Tip #5 Never Assume

Never assume. You may think you know what your customers want. A high percentage of new businesses fail because they try to create demand where there isn’t any. Test out your market and start small, build your product around the wants, needs and desires of your target market. A great way to test your market is to introduce your product to friends, while also working shows and markets to see how your product sells. Is there a good amount of repeat business, are you receiving wholesale inquiries? Listen closely to what customers tell you about your products, is there something you need to improve on, are they requesting a larger variety? Not only will you be able to get a better handle on your customers needs by listening to their input,but you will also be able to exceed their expectations creating a win/win situation for both customers and your business.

Business Tip Tuesday -Seven Tips to Make Your Customers Love You

These days when every customer counts, what are some steps you can take to keep your customers in your corner ? Over the next 7 weeks I will post 7 ways to make your customers love you. Tip # 4 Stay In Touch/Relationship Building

Stay In Touch/Relationship Building – While the frequency may vary, every customer should receive an “off line” touch at least once per quarter. Stay in touch with e-mails and newsletters even more often. Over time, as you relate to your customers you will develop a relationship, especially if your “touches” are informational or educational and are designed to reach out to them in a more personal way. You might share a recipe, or information on an upcoming local event – something that will be of interest to your customer that is not a product pushing correspondence. Relationship building is not always about selling your product, but is about relating to the customer in a more personable way.

Business Tip Tuesday - Seven Tips to Make Your Customers Love You

These days when every customer counts, what are some steps you can take to keep your customers in your corner ? Over the next 7 weeks I will post 7 ways to make your customers love you. Tip No. 3

Repeat business or behavior can be bribed. Loyalty has to be earned.
Janet Robinson

You don't earn loyalty in a day. You earn loyalty day- by-day. 
Jeffrey Gitomer

Don’t forget the loyal customers.

While new customers are critical to the growth of a business, you must not forget about the importance of keeping long standing customers. Nothing is worse than for the loyal customer to see products or services they bought at full price discounted to entice new customers. This can be turned around by offering exclusive loyalty programs or specials geared specifically to your best loyal customers. While statistics show loyal customers only make up 20% of a typical customer base their purchases make up 50% of sales. So in terms of growing a business, you can see how important it is to treat your loyal customers like royalty.

Business Tip Tuesday-Seven Tips to Make Your Customers Love You

These days when every customer counts, what are some steps you can take to keep your customers in your corner ? Week Two-Dependability

Act as if what you do makes a difference. It does.
William James

Always do your best. What you plant now, you will harvest later.
Og Mandino 


No.2-Be Dependable

To keep customers happy you need to deliver time after time. If a problem arises notify your customer as soon as possible. Explain how you are going to rectify the situation and then follow through to ensure positive results. This also includes being timely with invoices and correspondence. You might consider creating a system to ensure that each task is performed in a correct manner consistently.

Business Tip Tuesday - Seven Tips to Make Your Customers Love You

These days when every customer counts, what are some steps you can take to keep your customers in your corner ? Over the next 7 weeks I will post 7 ways to make your customers love you.

"Kindness is the language which the deaf can hear and the blind can see."  ~Mark Twain

"It's nice to be important, but it's more important to be nice."  ~Author Unknown

 No. 1- Say " Thank You"

Say "Thank You" - this seems like such an obvious and natural thing to do,but when is the last time you received a "Thank You" note from someone you've done business with? Or any correspondence, other than an invoice? This simple touch can make a huge impact because it speaks volumes about how important your customer is to you.

Business Tip Tuesday - Why Buy Handmade?

I often think that perhaps people are always a little shocked buy the price of handmade items. Take handmade soap for example; who wouldn’t love to buy scads of handmade soap because it’s obviously beautiful to the eye, it’s made of gorgeous (and often more natural) ingredients, it feels fantastic on your skin – and the aromas are more than a vast departure from everyday commercial soap- but then potential customer's are sometimes stopped dead in their tracks by a $6.00 a bar price point they see as exorbitant. I think that perhaps it is more important than ever for artisans to educate and speak out about why handmade is important and even though the price point may be a bit higher than Wal-Mart – handmade is a great place to put your money. It’s just not enough to throw around the “Buy Handmade” motto – we (the artisans) need to have a true grasp as to why it is a good thing from an economical standpoint as well as a quality, and personal connection standpoint so that it is reflected to the customer.

I thought that this week it would be great to come up with a comprehensive list of Reasons to Buy Handmade. I will begin the list and hope that the soapmaking /artisan community will add your contributions freely. This list is intended for you to copy and use on your blogs, marketing materials etc. so let’s see what kind of list we can come up with.  I will start with five Reasons to Buy Handmade…

• You’re supporting a small local business; perhaps allowing a work at home parent to stay home with a child while still contributing to the household income.
• Buying handmade is a direct investment into the artisan’s passion.
• Giving handmade is like sending a handwritten letter rather than an e-mail.
• The customer and artisan build a personal connection that is a rarity in the corporate world.
• Isn’t it nice to know where, by whom and how your prized item was made?
• I think the artists love or passion comes through into what they do as well... so that love and passion come through in using the soap. by Jen of Naturalmente Mediterraneo
• Buying handmade rewards,passion,creativity and endorses the artisan.
• Many of todays' artisans are utilizing recycled materials in their upcycled, repurposed works - upping the level of creativity and reducing waste going to the landfill.
• Supporting handmade helps keep traditional handcrafts alive.
• Buying handmade locally puts money back into the local community.
• In more global terms- buying handmade puts money into the pockets of the artisans' suppliers (often these are small business owners as well.)
• You've already listed all my favorite reasons! Especially the relationships you can build with customers, and the uniqueness of the product.by Amy of Great Cakes Soapworks 
• I have a few reasons I like to buy handmade. I like to know the name, sometimes even the face, of the person who made the item. I like to know the ingredients or the materials that were used to make the item. I also like the sense that I am buying something unique, something that can not necessarily be bought at the department or big box store. Buying handmade makes for a unique shopping experience overall. by Tara of  On a Branch
•  I think we should support local artisans just as I think we should support local farmers. I value knowing where my food comes from. Most of us have become accustomed to going to the grocery store or big box store for the convenience of one-stop shopping. I appreciate convenience and a good bargain, but more than that, I appreciate value. I like knowing as much as I possibly can that what I’m eating and using is good quality, grown, harvested, crafted, and created with care. The other benefit is getting to know my neighbors. Buying local helps us to build and make connections in our community.by Leslie of Joyful Soaps
•  the most important reasons,like¨-I love Natural and Simplicity, a lot !-I adore to FELL anything ,send me some feelings to ´´talk to me´´,to tell me:pick me,pick me...-And last, I like Originality, a lot ! I hate everything that is in series and repetitive!I am an imaginative person who finds inspiration in Nature(almost) and very few (unfortunately)handmade things truly original which deserve to be bought.Being Vegetarian , i eat only Natural and Handmade products(only) ,being an Artesan Soap I use only Handmade products(mine),so I can say I am a´´consumer´´only by Handmade products!Is not easy but I can handle because for me is My Lifestyle!I believe in him and I feel so good in there!by Claudia of Allegria Meditteraneo 
• All handmade items, whether they are clothes, soaps or food stuff are made by someone who has passion for their craft/skill.                                                                                                            Many of these skills have been lost due to industrialisation and other factors and it really is a shame that we are so reliable on machines.. for almost 90% of our daily task. machines are taking over everything...i love handwritten letters...i dont get them anymore, all of these little handmade items and gestures are personal!! by Bobbins and Balms -   
• I'd just like to say that buying handmade makes me feel good knowing that I am buying something of quality and almost always made with love. It feels more like a gift than an everyday purchase. by Bianca of  Soap is Beautiful

Business Tip Tuesday - To Market, To Market..,

The following is a comprehensive list of supplies, inventory tips, marketing tips and all around great advice for how to get through a day at the market.

 Supplies

Make sure that you have all your office supplies very handy ... nothing like taking an order and can't find a pen or an invoice book or a calculator, to make you look less than professional.

If you're using a calculator or a cash register ... keep the tapes full and a back up very handy. (I always had an office box filled with anything that I would need. Papers, Rulers, Pens, extra Tapes, Invoice Books, etc.).

Have your information sources handy. If you use specific reference material ... have it either on the table or on you. Don't go "fumbling" around for it.

Leaflets: yes, a brochure or leaflet is a good idea ... that way they have your name and address when they get home. Just remember that you are trying to make sales, not give away brochures. LOL Put a brochure in each bag with a sale actually done.

Business cards to give out with each purchase and a few to set out on your table for customers to have access to.

Attire

Dress comfortably ... it's going to be a long day (or couple of days) ... you are not at a fashion show ... no high heels or other clothing that will restrict you or make you uncomfortable by the end of the day. On the other hand ... don't dress down to the point where people see you as unprofessional either. Balance is the key here.

Display

Signs should be less artistic and more clear and visible. Mark the price and the type on every single item ... don't make people look too long to find the information that they want.

Use your "height" as well as your width. Lots of display space goes unused if you don't pay attention to wall space.

Rack 'em and Stack 'em ... have lots on the table (and the wall displays) so that people can see immediately that you are serious.

Keep your displays neat and tidy ... nothing like picking up a product that has dust or dirt on it to put someone off really fast.

Set up your display at home prior to the show, then pack your product so that it comes out in order. Mark each box with which display this product will be going into/onto. This will save you so much set-up time once you're there.

A rack that has shelves; although admittedly you do have to make certain that it can be "anchored" to the ground and yet still be light enough to transport with you.

Just remember that you are paying for 10x10=100 sq. feet on the floor but that gives you 10x10x3=300 sq. feet on the walls too. Of course, only half of that is really usable ... nothing works below waist or table level really, unless it's large boxed items.

Write down your set-up procedure. Set-up and Tear-down is really the most difficult part of the process.

Do a floor lay-out and plan the displays.

Customer Service 

Don't spend all day with one "talkative" customer. Answer their questions and queries ... but don't give them the impression that they can take up your whole day or that you're there to "make friends". You are there to sell product and make customers ... not "buddies".

If you are not certain of the answer ... say "I don't Know" ... don't make something up or say I "think" this is the answer. Get their name and number or email addie and tell them that you will look it up and find out for them. And then follow it up in a timely manner.

Do a couple of practice sales ... ask a neighbour to come by and pretend to be a customer. That way you get an idea what you need by going through the process before you get there. You'll feel less nervous if you've done this a couple of times.

"Tell ... don't Sell" If a customer comes by and seems interested ... take them on "walk about". Walk them through the different types of products and tell them what they are for and why yours are superior. By the end of the walk through ... both of you will be more comfortable buying/selling to each other.

Do not leave your booth unattended. It's just not good sense, when a customer wants your attention, you need to be available.

No items on the table that are not for sale! Gitchy stuff is cute and all, but ... decorations should be on your product. Keep the focus on your product and what you do have to sell. Having a beautiful crystal candle holder that no one can purchase creates a negative experience for the buyer and for you.

Marketing 

Make up some gift baskets / gift sets ... it's easy for people to purchase products that go together if you have them set up and ready for them to purchase quickly and in a pretty format. Add a couple of "extras" like a washcloth or scrubby or ... just to make the gift basket a treat.

As for small amount of stock looking like lots, here are some ideas:

Take the same bar as a 1 pack ... 3 pack ... 6 pack ... with some sand & shells (from your statement) ... packed in a mini gift pack with a face cloth (dollar store). That gives you 5 products from one.

Don't know if you're selling anything besides soap ... but if you are ... A soap & lotion pack ... a soap & moisture pack ... a soap & shampoo & conditioner pack ... a soap & scrub & body butter ... etc. Gift Packs make the most of a limited inventory base because they use up more space and the same product is used in many applications.

Bath Salts are a great space filler as well. And not expensive to add.

Market the same bar for several applications: for example ... exfoliating hand soap ... exfoliating foot soap ... you get the idea. Keep the signage clear and the displays to a minimum ... your product is the star of the show here.

Crates (cheap at the dollar store) are perfect for "mini displays" of gift packs or of special application type product. Fill one with everything to do with foot products and make the signage "Foot Care". Fill one with all gardener product and make the signage "Gardener's Corner" ... "Exfoliating" ... again, you get the idea. Just keep that going to fill a table ... then you have the main table with all your soaps laid out ... looks like you have lots of product now.
To put this into perspective ... look in a jewellery store ... The same necklace will show up in several displays ... as "amber" "silver" "celtic" "necklaces" "new" "beaded items" etc. ... one necklace ... many placements.

The less product you have, the more creative you need to be with display and packaging. Again ... keep the packaging simple (you don't want to spend a pile of money) creativity is key.

Box some soaps individually ... and have the same soaps just shrink wrapped and "open" as well. Same soap looks a lot different in the two different packaging types.

Specials: yes ... definitely do have specials ... just put the price up slightly for individual items and then make a "special" for buying 3 of them. That way you sell more at one time to a customer you already have, it's a good sales technique

Scent & "LOOK" sells them the first time ... they come back if the quality is there as well.

Inventory Tips 

To make your inventory keeping simpler ... type up a sheet with every item (double check the count as they go into the box). Mark the sheet with lines to create a couple of columns. Excel works well for this, if you have it.

Column 1: Product Type
Column 2: On Hand

Then when you are packing up fill in
 

Column 3: New On Hand Amt.

And that gives you
 

Column 4: Sold at Show! (Column 2 minus Column 3)

Date this sheet and then use the Column 3 information for your next show and add any new product you've made as well.

Source; The Dish Forum via "Rainbow"

Business Tip Tuesday – Utilizing Business Cards

Even in this age of technology where much of your business identity is online – there is still a place for the old school business card. Consider this – business cards are one of the most cost effective marketing tools you can have especially for a start up business. A business card is another way of reinforcing your branding, a way for a potential client to remember your name and to always have your contact information at hand. Due to a business card’s small size and portability they are indispensible; always have them in your pocket or purse, have them on your table at the Farmer’s Market, send them along with your outgoing orders to customers, always leave a business card with your potential wholesale customer.

What Information Should Be On A Business Card?

• Your Name and or Business Name
• Your title and or descriptive text if it’s not obvious what you do from your business name
• A way (preferably multiple ways) to contact you; e-mail, phone number, web page…
• Social media addresses if your industry calls for it
• Your company logo