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What to do when someone says your products are too expensive.

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Blogs for creatives who are looking to turn their handmade hobby into a productive and successful handmade business.

What to do when someone says your products are too expensive.

Kerri Tutton

 handmade-biz-planner-what-to-do-when-someone-says-your-products-are-too-expensive

It is inevitable that at some point your handmade creations will be criticised and price will be the target. What happens after you receive this feedback is key to your future successes and mastering a confident mindset about your product range.

It will be easy to take this feedback personally.  This will be because it is your business, these are your products and you have made them yourself.  Remind yourself, this is business - it is a material, a product not a dig at you. Try not to take it personally and instead ask questions.

"It's too expensive" they say, so in your mind ask yourself, "what they are comparing my product to"? 

Are they used to purchasing imported, mass produced products from the high street, made from cheaper materials?

This happened to me when I ran my jewellery business.  A friend told me that my prices were too high and that she considered my range expensive.  When I dived deeper into where her feedback was coming from, I realised she was comparing my product to the $5 and $10 earrings she was buying from a national jewellery retailer who imported all their products in from overseas.  

Not only that, they were not in any way shape or form, unique.  There was at least 50 of the same item on the shelfs and I anticipated more in stock.  The materials used were light plastic and acrylic with base metal components, compared to the Swarovski glass pearls and sterling silver I had used to make my product.

Are they comparing your product price with their lacking in financial confidence?

More often or not the use of the word 'expensive' arises when someone doesn't have enough funds to purchase what they really want or they may be prioritising other needs first. They may use the words, 'expensive' when they actually mean: 'I can't afford it at the moment'.   Your customer may have financial commitments that they need to prioritise and they are simply window shopping.  Wouldn't it be silly to get upset thinking your product was too expensive then slashing your prices after this type of customer had unknowingly to you compared your product pricing with their bank balance? 

Some people hold emotions with money and items that are considered a luxury so it is also possible that whilst your shopper can afford your product,  they may not find themselves worthy of purchasing your product. (perhaps they don't think they deserve it).

They are not familiar with your craft

This is your opportunity to share a story on how your products are made.  People love a story and when they realise how much love and effort has gone into making your product a new level of appreciation is created.  

They are not your customer

Customer profiling is super important.  If you haven't defined your ideal customer for your product and business yet, consider doing this sooner rather than later.  

You want to ensure you are getting your product in front of the right people. By analysing your customers behaviours and hangouts, you can get your product in the right environment.

Getting consistent feedback of 'too expensive' may indicate that you may need to consider changing 'where' you are selling your product from. For example: Perhaps you are attempting to sell $75+ items at a market stall where the average market spend is $25?  Would your products be best suited to a boutique / exhibition shop / high end retail outlet?

In summary, try not to lose hope or allow your confidence to be knocked by such a comment. Return to researching your ideal customer and ensure you are in the right place presenting your products to them.

Have you experienced someone labelling your prices as too expensive? How did you deal with the situation?