Maximizing Profit: Pricing & Selling Handmade Jewelry
Written by  Daisie Team
Published on 8 min read


Creating and selling handmade jewelry is not just about expressing your creativity—it's also about making a profit. Whether you're selling through craft shows or galleries, the secret to maximizing profit lies in the balance between pricing and selling. Let's take a journey through the process of pricing and selling handmade jewelry, ensuring you get the most out of your efforts.

Set a Pricing Strategy

So, you've designed a stunning piece of jewelry, and now you're ready to sell it at your local craft show or gallery. But wait—how much should you charge for it? The first step to maximizing profit is setting a smart pricing strategy. Here's how you can do it:

1. Understand the Market: Research is your friend. Look at how other jewelry designers are pricing their work, especially those selling similar items. You don't want to price yourself out of the market, but you also don't want to undervalue your work. Balance is key.

2. Consider Your Brand: Your pricing says a lot about your brand. Are you selling high-quality, premium jewelry? Your prices should reflect that. On the other hand, if you're selling more casual, everyday pieces, your prices should be more affordable.

3. Don't Forget About Perceived Value: Sometimes, pricing isn't just about covering costs and making a profit. It's about signaling quality and worth. Higher prices can often lead customers to perceive your jewelry as more valuable—so don't be scared to price a little higher.

4. Be Ready to Adjust: Your pricing strategy isn't set in stone. If you find that your jewelry isn't selling, or you're not making as much profit as you'd like, be ready to adjust your prices. Remember, it's all about finding that sweet spot where pricing and selling handmade jewelry through craft shows and galleries meet.

Evaluate Cost of Materials

Now that you've set up a pricing strategy, it's time to consider a significant factor in your pricing—the cost of materials. You might love working with 24-carat gold or rare gemstones, but if using these materials makes your jewelry too expensive for your target market, you might have to rethink your design. Here's what you should keep in mind:

1. Keep Track of Costs: Whether it's a string of pearls or a roll of silver wire, you need to know exactly how much each component of your jewelry costs. This will help you figure out the base price of your products.

2. Think in Bulk: Buying materials in bulk often brings the individual cost down. If you're creating a series of jewelry pieces using the same materials, consider bulk buying to save some money.

3. Be Resourceful: If you're selling handmade jewelry through craft shows and galleries, you can sometimes get away with using less expensive materials. For example, you might use gold-plated metal instead of solid gold. It's all about making your jewelry look great while keeping costs down.

4. Don’t Skimp on Quality: While keeping costs down is important, don't compromise on quality. The last thing you want is a customer returning a broken piece of jewelry. Remember, happy customers are often repeat customers—so make sure your materials are both cost-effective and high quality.

Calculate Labor and Overhead Costs

After you've evaluated the cost of materials, the next step in pricing and selling handmade jewelry is to calculate labor and overhead costs. Let's break this down:

1. Time is Money: Think about how long it takes you to make each piece of jewelry. If a necklace takes you three hours to make, and you want to pay yourself $20 per hour, then your labor cost for that necklace is $60. Remember to account for this in your pricing.

2. Overhead Costs: These are the costs you incur just by running your business. This includes rent if you have a dedicated workspace, utilities, and even the cost of maintaining your tools. It's a bit trickier to factor these into the price of individual pieces, but you can divide your total overhead costs by the number of pieces you make in a month to get a per-piece overhead cost.

3. Don't Forget Packaging: If you're selling handmade jewelry through craft shows and galleries, you'll need to package your products. Whether it's an elegant box or a simple pouch, the cost of packaging materials should also be included in your overhead costs.

4. Consider Your Skills: If you're a skilled jeweler with years of experience, you should be charging more for your labor. Your skills and expertise are valuable, so don't undervalue yourself!

When you add up the cost of materials, labor, and overhead, you have the base cost of your product. But remember, you're not in business to break even—you're in it to make a profit, which we'll discuss in the next section!

Add Profit Margin

Now, let's talk about adding a profit margin. This is an important step in pricing and selling handmade jewelry through craft shows and galleries, as it ensures you're making a profit on every piece you sell. Here's how to go about it:

1. Determine Your Markup: This is the amount you add to the cost of your product to determine its selling price. Many handmade jewelry artists start with a markup of around 100%, meaning they double the cost. However, you can adjust this based on your market and your brand.

2. Understand Your Market: If you're selling in a high-end gallery, you might be able to charge more than if you're selling at a local craft fair. Research what similar products sell for and adjust your prices accordingly.

3. Consider Your Brand: If you've built a strong brand with a loyal following, you can charge a premium for your products. Remember, people aren't just buying a piece of jewelry—they're buying a piece of your brand.

4. Be Flexible: You may need to adjust your prices over time. If you're not selling as much as you'd like, it might be because your prices are too high. On the other hand, if you're selling out quickly, it might be time to raise your prices.

Above all, remember that pricing is an art, not a science. It's about finding the sweet spot where you're making a good profit, but your customers still feel like they're getting a good deal.

Identify Your Target Market

Identifying your target market is a key step in pricing and selling handmade jewelry through craft shows and galleries. Knowing who your customers are, what they want, and how much they're willing to spend can help you price your jewelry correctly and choose the best places to sell it. Here's how to do it:

1. Define Your Ideal Customer: Think about who would be most interested in your jewelry. Are they young or old? Do they prefer classic styles or more modern designs? How much are they likely to spend on a piece of jewelry? The more you know about your ideal customer, the better you can tailor your products and your prices to their needs and wants.

2. Research Your Competition: Look at other jewelry artists who are selling similar products. Who are their customers? What prices are they charging? This can give you valuable insight into your own target market.

3. Use Social Media: Platforms like Instagram and Facebook can be great tools for understanding your market. Look at the people who follow you and interact with your posts. What do they like? How do they respond to different types of jewelry and different price points?

4. Be Open to Feedback: Don't be afraid to ask your customers what they think. They can provide valuable feedback about what they like, what they don't like, and how much they're willing to spend.

Remember: the better you understand your market, the more successful you'll be at pricing and selling your handmade jewelry.

Choose the Right Selling Platforms

Once you've identified your target market and set your pricing strategy, it's time to decide where to sell your handmade jewelry. The right platform can put your pieces in front of the right people—those most likely to admire, purchase, and show off your work.

1. Craft Shows: Craft shows are a great way to get direct feedback from customers. You can see firsthand what draws people in and what pieces are popular. Plus, these shows typically attract an audience that appreciates and values handmade products. Craft shows are perfect if you enjoy the buzz of face-to-face sales and have a knack for creating striking displays.

2. Online Marketplaces: Sites like Etsy and Handmade at Amazon are popular platforms for selling handmade jewelry. These sites have large, built-in audiences and easy shop set-up processes. However, there's a lot of competition, so you'll need to find ways to make your shop and products stand out.

3. Social Media: More and more, social media platforms are becoming viable places for selling products directly. Instagram Shopping and Facebook Marketplace let you sell right from your posts. Plus, you can build an engaged following and showcase your jewelry in action.

4. Local Galleries: If your jewelry has a unique, artistic quality, consider selling through local galleries. Gallery patrons often appreciate the story behind the art, and galleries can offer a prestigious setting for your work.

The key is to choose the platform that aligns best with your target market, your personal selling style, and the nature of your handmade jewelry. The right platform will not only showcase your products but also connect you with the right buyers.

Promote Your Jewelry Effectively

Getting your handmade jewelry in front of the right people involves more than just choosing the right selling platform. It requires effective promotion. Here are some strategies to consider:

1. Leverage Social Media: Social media isn't just a selling platform—it's also a powerful promotional tool. You can create posts that showcase your pieces, tell your brand story, and engage with your followers. Remember to use relevant hashtags to attract potential customers.

2. Use Email Marketing: Building an email list and sending out regular newsletters is a great way to keep your brand at the forefront of customers' minds. You can share updates, new product launches, and special promotions. Plus, email gives you a direct line to your customers.

3. Participate in Craft Shows: Craft shows offer more than just a sales opportunity; they're also a promotional platform. By engaging directly with customers, you can build relationships, create a buzz around your brand, and even generate word-of-mouth referrals.

4. Collaborate with Influencers: Influencers in the fashion and lifestyle spaces can help you reach a wider audience. Look for influencers whose style aligns with your brand and who have followers that match your target market.

The key to effective promotion is consistency. It takes time to build a brand and grow a customer base. Stay patient, keep refining your approach, and remember—the more people who see your jewelry, the more potential sales you can make.

Provide Excellent Customer Service

Word-of-mouth is a powerful marketing tool, especially in the world of handmade jewelry. And you know what sparks great word-of-mouth? Stellar customer service. Here's how you can make your buyers feel valued:

1. Be Responsive: Whether it's an inquiry about pricing, a question about a product, or a request for a custom order, make sure you respond promptly and professionally. This shows that you value your customers and are eager to assist them.

2. Be Transparent: When it comes to pricing and selling handmade jewelry through craft shows and galleries, transparency is key. Make sure your customers understand the cost and value of your products. If they ask, be ready to explain how you determine your prices.

3. Offer a Guarantee: A satisfaction guarantee can give customers the confidence to buy. If they're not happy with their purchase, offer a refund or an exchange. This not only builds trust but also shows that you stand behind the quality of your work.

4. Show Appreciation: A simple thank you note in the package, a small discount on their next purchase, or even a quick follow-up email to ensure they're happy with their purchase can go a long way in making your customers feel special.

Remember, your relationship with a customer doesn't end when they buy your jewelry. By providing excellent customer service, you can turn a one-time buyer into a repeat customer—and maybe even a brand ambassador.

If you want to maximize your profits when pricing and selling handmade jewelry, be sure to check out Olivia Ghalioungui's workshop, "How to Price Yourself as a Creative." This workshop is an invaluable resource for creatives who want to establish a reliable pricing structure for their handmade jewelry business, ensuring you make the most of your hard work and craftsmanship.