Attract Customers Who See the Value in Your Craft
If you run a handmade business, you’ve probably encountered price shoppers—those customers who want to know, “Why is this so expensive?” or “Can you lower the price?” It’s tempting to cave in to make a sale, but here’s the truth: price shoppers aren’t your ideal customers. Handmade products are different from mass-produced goods, and the value goes beyond the cost of materials.
Here’s how to handle price shoppers and attract customers who appreciate the unique value your handmade products bring to the table.
1. Communicate Your Value Clearly
Price shoppers often don’t realize the work, skill, and passion that go into handmade products. By clearly communicating what makes your products special, you educate potential customers on why your prices reflect the value of your work.
Example: Share behind-the-scenes posts that show your creative process, the quality of materials you use, or the time it takes to make each item. This isn’t just about selling the product; it’s about sharing your story and inviting your audience to appreciate the craftsmanship.
2. Stand Firm on Your Prices
When you’re asked to lower your price, it’s easy to feel pressured to agree. But lowering prices undervalues your work and trains customers to expect discounts. Stand firm and be confident that your prices reflect the quality, skill, and artistry involved in making each piece.
Tip: Practice a response for when customers ask for a discount, like, “I put a lot of time and care into creating each piece to make sure it meets my standards, so I price it fairly to reflect that quality.”
3. Highlight the Benefits of Buying Handmade
Buying handmade is a personal, unique experience—something mass-produced items can’t provide. Emphasize the personal connection, the care in the details, and the fact that each item is crafted with love.
Example: Use your product descriptions to remind customers that they’re buying a one-of-a-kind piece, made to order or in small batches. Highlight how supporting small businesses helps real artists continue their craft.
4. Shift Your Focus to the Right Customers
Price shoppers often aren’t your best long-term customers. Instead of trying to convert everyone, focus on attracting those who appreciate handmade items and understand the value behind them.
Strategy: Use your marketing channels to build a community of loyal fans who connect with your brand and understand your product’s worth. Engage with customers who leave positive comments, share their own experiences, and support small businesses.
5. Use Testimonials to Show the Worth of Your Products
Nothing proves your product’s value like testimonials from happy customers. When potential customers see that others are satisfied with the quality, beauty, and durability of your work, it reinforces the value of paying for handmade quality.
Tip: Feature customer testimonials on your website and social media. If a customer comments on how much they love your work, ask if you can share their words as a testimonial. It’s a powerful way to communicate your product’s worth without saying a word.
By shifting your focus from price to value, you attract customers who genuinely appreciate the heart and skill that go into handmade products. When you stand confidently behind your prices, share your story, and create a strong brand identity, price shoppers become less of a concern, and the right customers find their way to you.
Ready to attract more customers who see the value in your work?
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