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View Full Version : How do you deal with "cheap" people??
tvel78
01-20-2007, 05:57 AM
Hi,
Well I went to my appointment yesterday at a florist and she said she liked the candles and asked about the cosignment. I told her she can order candles as low as $9.50 a jar and she said "wow that seems high, I wont be able to add much to make a profit". I told her that they retail for $18.95 and she said that she wouldnt be able to get that much for them.
After that encounter I was pretty bummed. I called a bunch of other florists/gift shops and I had 2 say they were interested (they didnt know the costs).. others just flat out say no because they already get candles from someone and others that asked how much and said no when the heard the amount they are.
I am feeling really bummed right now, because I have a feeling the other places are going to say no as well. Has anyone else had these problems? The places I called were in pretty nice neighborhoods.
Thanks
Tracey
Well I went to my appointment yesterday at a florist and she said she liked the candles and asked about the cosignment. I told her she can order candles as low as $9.50 a jar and she said "wow that seems high, I wont be able to add much to make a profit". I told her that they retail for $18.95 and she said that she wouldnt be able to get that much for them.
After that encounter I was pretty bummed. I called a bunch of other florists/gift shops and I had 2 say they were interested (they didnt know the costs).. others just flat out say no because they already get candles from someone and others that asked how much and said no when the heard the amount they are.
I am feeling really bummed right now, because I have a feeling the other places are going to say no as well. Has anyone else had these problems? The places I called were in pretty nice neighborhoods.
Thanks
Tracey
joli
01-20-2007, 07:15 AM
Hi Tracey,
First of all congratulations on going out there and trying to get your products in a flower shop. You did write that you had 2 people that were interested. I would focus on those who were open to looking at what you had to offer and forget about those who didn't want any information. Put your energy into working with those who are potential customers and don't worry about the small stuff.
I had someone tell me that $3 was too much for a votive and this person is supposedly a candle lover! So don't get discouraged by others who don't see what you have. Move on and push forward!
Best of luck to you,
Yolanda
First of all congratulations on going out there and trying to get your products in a flower shop. You did write that you had 2 people that were interested. I would focus on those who were open to looking at what you had to offer and forget about those who didn't want any information. Put your energy into working with those who are potential customers and don't worry about the small stuff.
I had someone tell me that $3 was too much for a votive and this person is supposedly a candle lover! So don't get discouraged by others who don't see what you have. Move on and push forward!
Best of luck to you,
Yolanda
AllScents
01-20-2007, 08:22 AM
You did great! You had a plan and you pursued it!
Continue contacting the shops you want to get Mia Bellas in and don't think about those you've already spoken with that think our candle is too expensive.
Personally, I've yet to hear "that's too expensive" and I charge $26 Cdn for our jars. Sure people have walked away without buying, but not one has commented the price is too high.
But I am ready for them regardless. I've priced out Yankee and Partylite in my area (and Partyline is HUGE is my area!) and I can honestly say my jarcosts less.
Plus I give a cost-per-hour burn time. At 100 hours, our jars are only costing $0.26 per hour to scent almost their entire home! That's cheaper by the hour than the plug-in scented oils and Glade candles for heaven's sake! You only get about 15-20 hours from Glade and they charge $6 or more. That's over $0.30 per hour to burn garbage in their livingroom!
When dealing with retail outlets, you can remind them you are dealing with a higher quality product, like a spa or high-end gift shop would sell. These are not discount store quality so you will not find them in lower-end stores!
I've seen soy candles in hotel gift shops selling for $30 or higher simply because they have "made in Canada" on them!
We know there is a market for our candles. Once the florists experience them, they'll know too.
Keep going - your are going to be a HIT!
Vicki
Continue contacting the shops you want to get Mia Bellas in and don't think about those you've already spoken with that think our candle is too expensive.
Personally, I've yet to hear "that's too expensive" and I charge $26 Cdn for our jars. Sure people have walked away without buying, but not one has commented the price is too high.
But I am ready for them regardless. I've priced out Yankee and Partylite in my area (and Partyline is HUGE is my area!) and I can honestly say my jarcosts less.
Plus I give a cost-per-hour burn time. At 100 hours, our jars are only costing $0.26 per hour to scent almost their entire home! That's cheaper by the hour than the plug-in scented oils and Glade candles for heaven's sake! You only get about 15-20 hours from Glade and they charge $6 or more. That's over $0.30 per hour to burn garbage in their livingroom!
When dealing with retail outlets, you can remind them you are dealing with a higher quality product, like a spa or high-end gift shop would sell. These are not discount store quality so you will not find them in lower-end stores!
I've seen soy candles in hotel gift shops selling for $30 or higher simply because they have "made in Canada" on them!
We know there is a market for our candles. Once the florists experience them, they'll know too.
Keep going - your are going to be a HIT!
Vicki
Lori Moreno
01-20-2007, 12:41 PM
How do you deal with "cheap" people??
Next...smileys/smiley2.gif
Lorismileys/smiley20.gif
Next...smileys/smiley2.gif
Lorismileys/smiley20.gif
lovethiscandle
01-20-2007, 04:28 PM
I think the thing to do is place enphasis on the unique wax, look, amazing scents, and burning times.They, too canoffer the most unique candles to their customers!
Get excited with them, present in such a way that they feel like they may miss out if they don't offer them.I once learned that you are only supposed to ask questions that they can onlysay yes to.
Just quickly on the fly here are some rough examples: "Aren't these beautiful candles? Don't they smell wonderful? Don't you think they are unique? Yes, your other line is cheaper, and that is great!- Wouldn't it be great to offer your customers a variety?" "What is your favorite thing about them?" - Get them to sell it to themselves.
Vacuum cleaner salespersons are great at doing this line of questioning"Can you see the dirt that your vacuum left behind now?" "Do you want your family to breathe in clean air?"duh,lol! "Do you think your family's health is worth a few extra dollars on a machine that works?" (This is how I buy expensive vacuums I don't need - lol) Simply a series of questions that I say yes to, then it get's in my head, maybe I do need this vacuum cleanersmileys/smiley5.gif!
If you make it difficult to say no, a lot of times they won't say itsmileys/smiley2.gif
Never put downthe line they do carry. Always keep it positive. You can always ask to have them on consignment first and see how they go, but only as a last resort. Let them burn a jar for a few days before the appointment - you can write it off.
Those peope on the phone that said no, send them a votive in a cup and send them a thank you anyway note. Chances are, once they see it, burn it, they may change their minds. If not, then as Lori said, next!
Someone said that you have to get 20 "no's" to get a "yes" So get excited! 19 more to go! Yay!!
Good luck!smileys/smiley1.gif Edited by: lovethiscandle
Get excited with them, present in such a way that they feel like they may miss out if they don't offer them.I once learned that you are only supposed to ask questions that they can onlysay yes to.
Just quickly on the fly here are some rough examples: "Aren't these beautiful candles? Don't they smell wonderful? Don't you think they are unique? Yes, your other line is cheaper, and that is great!- Wouldn't it be great to offer your customers a variety?" "What is your favorite thing about them?" - Get them to sell it to themselves.
Vacuum cleaner salespersons are great at doing this line of questioning"Can you see the dirt that your vacuum left behind now?" "Do you want your family to breathe in clean air?"duh,lol! "Do you think your family's health is worth a few extra dollars on a machine that works?" (This is how I buy expensive vacuums I don't need - lol) Simply a series of questions that I say yes to, then it get's in my head, maybe I do need this vacuum cleanersmileys/smiley5.gif!
If you make it difficult to say no, a lot of times they won't say itsmileys/smiley2.gif
Never put downthe line they do carry. Always keep it positive. You can always ask to have them on consignment first and see how they go, but only as a last resort. Let them burn a jar for a few days before the appointment - you can write it off.
Those peope on the phone that said no, send them a votive in a cup and send them a thank you anyway note. Chances are, once they see it, burn it, they may change their minds. If not, then as Lori said, next!
Someone said that you have to get 20 "no's" to get a "yes" So get excited! 19 more to go! Yay!!
Good luck!smileys/smiley1.gif Edited by: lovethiscandle
