The object of marketing is to sell more of your products. However, there are some things that you can do that will help your sales no matter how you market your products.
Your Products
Simply put, the more you offer, the more you will sell. This is true for any business, wholesale or retail, online or brick and mortar. If you only sell one type of item, you should sell several varieties of it. For example, if you sell soap, sell many different kinds of soap. Sell one for women, one for men, one for hair, etc. Package your soaps in gift baskets, sell tiny packages of your soap for travelers. But even better, try to sell many different kinds of products. If someone likes what you have to offer, they will probably buy several items from you. People like variety. They also like convenience. If they can get all of their shopping done without too much trouble (meaning at your booth, from your catalog, on your website, or however else you sell your products) they will buy from you. I have had customers who liked my products, buy one of each item that I offered in the scent that they liked.
Your Packaging
When it comes to cosmetic products, packaging is key if your will be sold to end users. No matter how wonderful your products are, the first thing that new customers will notice about your products is your packaging. Packaging doesn't have to be expensive, just creative. For instance, if you like labels that have flowers on them, try creating your own floral labels using rubber stamps or stickers (make sure that you can use them without violating any copyright first). If you like cosmetics that are packaged in fancy boxes, try packaging your own cosmetics in boxes and giving them a fancy look by wrapping them in gift wrap.
Your Prices
One thing you can do to sell more of your handmade bath and body care products is to offer your products in several price ranges. Some people will have only $1 to spend. Others will have more. Try to package your products so that you can offer something to everyone. For instance, if you sell bath salts consider packaging them in a sampler size, a regular size and a large size. If you sell lotions, offer them in a purse size (2 oz or 4 oz) and one or more larger sizes for the bathroom.
Get Customers Involved
Invite potential customers to try your products. At every craft show that I have ever been to, the vendors who are getting the customers involved are the ones that make the sales. This doesn't mean that you have to put on a sideshow. If you can offer a sample of lotion, or a whiff of something scented, it can make the difference between someone just looking at your products, and someone making a purchase. If you sell on the internet, offer sample sizes of your products, and try to include samples with your orders whenever you can.
Good Signage
Whenever you have your products for sale at an event like a craft show or farmer’s market, or trade show, draw potential customers to your space with nice, bold, easy to read signs. You should have a sign with your business name on it, and smaller tent signs describing individual products. Signs don't have to be expensive. A simple sign with your business name can be made on 8-1/2 " x 11" paper (with a computer) and inserted in a clear plexiglass sign holder. These are available at office supply stores. Smaller signs describing your products can be made from cardstock or posterboard sheets that are folded in half like note cards. Having signs will encourage people to stop at your product display to read what you have to say.
