Selling your soaps or other products can be a bit of fun, and a little nerve racking. To be a good salesperson, you need to believe in the product you are pitching. If you are manufacturing your own soaps, you've probably spent a great deal of time creating recipes, making them, labeling them, and marketing them. So in other words, you should firmly believe in your soaps!

If you are like me, selling something is not my forte. But, when it comes to something that I've researched, and made thousands of times, I know my product and the way it performs, so well that, I can practically give a sales pitch in my sleep!

When you are pitching your soaps and products to a store, set aside some time to get yourself and your soaps in top notch shape. You want to present the best image to give a good first impression. I look for soaps that are uniform with labels that are perfect, and bring one of each kind with me to showcase my work. 

And pretty much everyone knows that the way you dress and present yourself can have a better outcome in the working world, so get an outfit that makes you feel confident. Something that says you are serious, and have something to present that is worth the time you are given by an interested buyer.

It might be a good idea to visit the store and see what kinds of products they are already carrying, and how much they are charging for the items, so you can be better prepared for knowing your competition. If there are already several brands of soaps made of Patchouli, for instance, you won't be disappointed if they choose some other kinds of your soaps to sell and stock on their shelves. The buyer might be looking for new fragrances to introduce, and not be interesting in stocking more of the same item.

It is a good idea to ask to speak to the manager or the buying representative at the store. You can give a brief explanation of the reason for your visit, and politely ask if they would be interested in taking a look at your products. Many times they will have someone readily available to talk with you on the spot. Other times you may need to wait to talk to someone else in the store, or make an appointment. 

While pitching your products, freely answer questions that are directed towards you about your soaps and business, but don't go into too much detail.  You want to be courteous of the time you are given with the person at the store, so give them enough information to be interested in what you have to sell, but not too much where you lose their attention. Be direct, and exude an air of confidence. Remember to smile, and look energized about the possibility of getting your soap into their store. Whether or not the store decides to carry your products, be sure to thank the manager/buyer for his/her time. 

You will want to know the ingredients in your soaps and what they are for, to share in case you are asked about specific details. It is good to have soaps available that the buyer can see, feel, and sniff. If you've brought several scented soaps, you may also want to bring some coffee grounds (fresh, not brewed) to help the buyer regain their sense of smell, since it can be difficult to smell anything after sniffing 3 or 4 items.

When it comes to pricing, be prepared to discuss wholesale pricing, bulk pricing, selling on consignment, and shipping costs if it is relevant. You need to price your soaps at a cost that the store can appropriately mark up, so know what your cost margins are. You don't want to short yourself to the point that you aren't making any money. You deserve to be paid for your time and effort. Don't be afraid to be firm with your prices, but also be willing to negotiate when necessary. Most stores will want to mark up their items at a minimum of 30%.

Your soaps may be good for grocery stores, hair salons, coffee shops, gift shops, health food stores, etc., so always be open to trying different kinds of stores.

Above all, have fun! Having a store agree to sell your soaps can be a wonderful thing. But if they don't, it just means you have plenty in stock to bring to the next store to present, or to the next event to sell. Keep trying and stay positive. You never know what doors will open to your business.