Welcome

Emerging Fashion Designers – this is your place! You have a choice between online workshops and classes, private coaching, our free articles and videos on the blog, or a combination of everything.

Which best describes your situation?

“I have a great idea for a business”
What will help you the most: The New Designer Program, the free fabric report, a Feasibility Consultation

I’m a start-up and I want to get things right”
Programs that will help you the most:  Sell Your Line to Boutiques Bootcamp,Prepare Your Line to Sell, The New Designer Program, or the New Designer Program combines with Private Coaching

“I want to GROW my business”
You’ll want to check out: Sell Your Line to Boutiques Bootcamp, Private Coaching, a VIP day with Jane

We love hearing from you!  e: info@janehamill.com, p. 773.551.2111


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What do I say on Twitter? Tips for fashion design entrepreneurs

“What the %&#@ do I say on Twitter?”

That’s the question I got last week during a VIP Intensive Day. I know how my client feels because I used to feel the exact same way!

I thought Twitter was going to be reading about what people ate for breakfast and other stuff that would make my eyes glaze over.  I have since been proven wrong.

So today you get a video from me (or should I say @fashbrain) to give you a crash course on Twitter. I give you tips to answer the question above (so delicately put) as well as some Twitter “best practices”.

And if you’re wondering if you can actually get business from Twitter, keep reading below the video…


Twitter tips and “best practices”

Want to know more about ways you can use social media to actually make money?

Next week, I’ll give you 3 specific ways I have personally monetized social media. Hint… it’s not just about what’s for breakfast.

I don’t mind using myself as the Case Study Guinea Pig and sharing the real-life results so stay tuned…

What about you? Has Twitter helped your business? Do you have a tip you can share with other designers? Leave a comment below. Pretty please.

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Sell more of your clothing or accessories line by making it all about THEM and not YOU

Pretty much every designer I meet wants to sell more. Have you ever heard an entrepreneur say this?

“I’m all set. I have all the customers I need”

One of the biggest mistakes I see, and I’ve committed this deadly sales sin myself, is when we talk about our product and how great it is and how AWESOME it will be for you – if you weren’t too dense to understand it.

You see, “my product is made of 100% organic cotton, and I drape each section myself with my revolutionary 3D process, and it takes me 3 hours per piece, and you can’t find this type of thing anywhere else”… What’s missing in this scenario is why the customer would want to buy it. Because I can pretty much guarantee that a mild interest in your design process is NOT going to be enough to get a customer to pull out her gold card.

So here’s a video clip to help you understand why you must put yourself in HER shoes – the customer. When you make it about them and not about you things get a whole lot easier. The sales process is easier, you don’t feel like you’re begging for the sale, and the customer actually has a chance to get eager to buy.

I’ll be covering the full topic of “How to Sell Your Product Without Being Sales-y” during a free online workshop next week. Get the details here. Meanwhile, watch the video and let me know what you think by leaving a comment below.

Want to sign up for the FREE Sales Webinar? GO HERE NOW

Leave a comment below and show me you’re alive!

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What fashion designers need to know about the “Buy American” Trend

I was at Starbucks this morning and lo and behold, it hit me like a ton of bricks. The Buy American trend has really hit the mainstream. What used to seem like a bunch of rednecks screaming to Save Our Jobs! has morphed into an honest-to-goodness all encompassing movement.

Case in point. The pictures from this morning:

Move over Lance Armstrong, you can now purchase a bracelet that says, “Let’s Create Jobs For USA”. I’m not about to get into a political debate about this issue. Lord knows there are people better suited for that. But the evidence that more and more people have shifted their mindset to American Jobs is overwhelming.

I recently showed a video to my Retail Management students (I’m an adjunct faculty member at Columbia College) that really nailed home the concept of how outsourcing manufacturing affects the US economy and the US worker. It’s a New York Times video called The iPhone Economy and you can watch it here. Fascinating.

Fox News ran a story in November called Why ‘Buy American” is Dumb Idea. Also Fascinating – in a different way. Do they really believe that or are they just being contrarian?

A USA Today (no pun intended) story talks about the trend and reports how Diane Sawyer, ABC’s Good Morning America’s anchor, began a “Made in America” pledge this year. She states that if every American spent an extra $3.33 on U.S.-made goods, it would create almost 10,000 new jobs in the country. She also urged viewers to join her in this pledge and to check out what they had at home to see how much of it was made in the USA.

Why should you care?

Emerging fashion designers want to know about this shift in consumer mindset because most of you DO produce on the USA. And now that consumers are really starting to give a crap where their goods are being made, you can capitalize in it. If even the tree-hugger Starbucks crowd cares about American jobs, you need to shout it to the tree tops that your line is made in the good ol’ U S of A.

It’s become a real benefit for you. You have something the Gap can’t give them so make it clear that it’s one more good reason to buy YOURS instead of THEIRS.

What you can also do, if you’re really an A student, is send retailers this article and explain to them the deep shift in consumer consciousness and how you believe the trend is only beginning. Give them 3rd party data to show that they better be thinking about stocking up on more goods that are American made, stat.

And looky here, your line just happens to be a great option.

What do you think? How will this trend affect you and your business? Please leave me a comment below and let me know.

So I’ll end this post with a song. Click the flag and sing along.

 

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What Fashion Designers can learn from Madonna’s Super Bowl performance

I was talking with a friend yesterday about Madonna and her performance during the Super Bowl…

The conversation went something like this…

Hey, did you see Madonna on Sunday?
Yeah, I saw it and I love Madonna…but she seemed really nervous and stiff.
Totally. Seemed like her shoes were too high or something. She looked uncomfortable and it was uncomfortable to watch.
Exactly. She was scared and you could tell – it made me uneasy.
All she had to do was change her shoes. It’s like I was rooting for her to NOT screw up but I couldn’t relax and enjoy the show. Why’d she have to wear those boots anyway?
I don’t know…she’s Madonna. And it wasn’t like they made the outfit either.
She sure is in great shape. And she loosened up at the end.
Ummm hmmm “cuz she didn’t have to move around!

Now I get that there’s a LOT Madonna couldn’t control about Sunday. The fast set-up, the lighting, the sound quality, the crowd reaction…

But she CAN control her lack of confidence in some areas.  She was afraid of falling down and my Monday quarterback friend and I decided it’s because of her boots. It was her choice to wear them, obviously. The problem is this…

When you’re watching someone perform who is clearly uncomfortable it make YOU uncomfortable too.

And when you cannot trust that things will work out OK for the performer, you lose a little confidence in that person. And you don’t really enjoy the experience, either.

The same exact thing is true when you sell your line. If you’re uncertain, tentative, overly nervous, it wrecks you chances of connecting with a buyer. And if the buyer doesn’t start to feel some level of trust with you, they simply won’t buy. Sometimes they’re just uncomfortable and they don’t even really know why.

When I had my store, I can remember being pitched by designers that just didn’t seem ready to truly engage me in the sales process. It can be a little painful to watch this happen and you feel BAD for that person which distracts you from the main objective – looking at the product.

This is why you need to practice. And understand how the sales “system” works – step by step. It’s also why you want to build your confidence so the buyer feels safe ordering from you. It’s so important to project confidence and trustworthiness (assuming that’s a real word).

If you’re not sure how to do this, I recommend the “How to Sell Your Line to Boutiques” Bootcamp. It will help you control the factors you CAN control – the boots, as it were. Your level of confidence and certainty can make all the difference in getting buyers to actually commit to an order. Click here for more details.

What do you think? Do you agree about watching something uncomfortable? Let me know your feedback HERE, on facebook, or leave a comment below and we can continue the discussion.

So back to Madonna… She really did look good, right?

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3 Ways to Increase Sales of Your Fashion Product

The first way is the get new customers.

Pop Quiz:  What are the other 2 main ways to grow your business? Check out the video where Jane answers a question from a designer.

What do you think? Do you have tips to share about ways to increase the size of an order? Increase frequency of orders? Please share them here, on facebook, or leave a comment below. And thanks! Jane

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The Secret to Failure

Rather than giving you advice and strategies to succeed in business, today’s all about things we entrepreneurs do to sabotage our success. Let me just get honest about things I’ve done and things I see every week with the designers I work with in my private coaching practice.

11 surefire ways to make your business go under.

  1. Don’t pick a tight niche in the beginning.
  2. Have only a vague idea about who your customer really is but think you’re really clear on it.
  3. Not believing , at your core, that you will succeed.
  4. Don’t take days out of the year to plan for your business. DAYS, not hours.
  5. Blame other things and other people when things don’t go your way.
  6. Continue to get free advice rather than invest in yourself and your business.
  7. Don’t spend 6 hours a week on marketing yourself and your business.
  8. Don’t listen to the market about what they really want to buy from you and instead just produce what you want.
  9. Don’t follow up with potential buyers because you don’t want to ”bug them”.
  10. Think about ideas and think about making a plan and then plan to make a solid plan rather than just starting something and taking action.
  11. Treat your business like a hobby instead of a business.

Which of the above points do you think you could work on now? Today. Start with one positive change you could make to avoid these self-sabotaging mistakes. I’ve made most of them and continue to struggle with some of these “failure” activities, believe me. Don’t beat yourself up – just get moving in the direction of growth and success. And if you need help knowing where to start and staying accountable, let me know!

So what do you think? Do you agree with this article? What point above stands out to you? Leave a comment below or HERE, on Facebook and show me you’re alive and kickin’.

Want to use this article in your e-zine or or website?

Sure! Please include this complete blurb with it:

“Jane Hamill teaches apparel and accessories designers how to start and grow a profitable business – even if they flunked math and hate selling. Get her FREE report “How to Find Fabrics in Small Quantities and NOT Get Ripped Off in the Process” at www.fashionbrainacademy.com.”

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7 ways to improve your costing and pricing for a fashion product

  1. Calculate your costs as of TODAY, not 3 years from now where you think you’re going to be.
  2. If you start your business selling direct to consumer, keep in mind how you’ll determine your retail prices. You may want the option to wholesale your line later so allow room for that.
  3. Use a good cost sheet that will give you a view of wholesale, retail, and gross margin.
  4. Research your competition to see what price the market will bear for your niche. If your prices are higher, make sure it’s clear to the consumer why.
  5. If your product’s perceived value is higher than it costs out, raise the price.
  6. Packaging is part of your cost sheet - hangers, poly bag, tissue paper, jewelry cards, boxes etc.).
  7. Product development is NOT part of your cost sheet

If you’re confused about some of this, I recommend you check out a new Online Workshop on Costing by Boaz David. It’s very reasonable and he explains things in a simple, concise manner. I highly recommend it. More info can be found at http://humanb.com/?page_id=239

 


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How Kristen did it: Approaching a retailer with your jewelry line

Have you heard of Kristen Amato?

Kristen is a Chicago jewelry designer who has definitely “made it”, and by that I mean:

Before Kristen became the superstar she is today, she was like everyone else starting out – confused, a little overwhelmed, hopeful, excited…

She started out selling to just four stores. And my shop was one of them.

Here’s what she did to get me to buy her line. She wrapped up a pair of her earrings like a present, beautifully packaged. She mailed it to my Lincoln Park store. Along with the gift – and it really looked and felt like a gift – she included a hand-written card. Neither Kristen or I can remember the exact words, but the note went something like this:

“Dear Jane,
Please enjoy these earrings as a gift and I hope you like them! If you have a chance to wear them and you find yourself getting compliments. please give me a call. I’d love a chance to stop by and show you my full line.
Sincerely,
Kristen Amato
K.Amato

What happened next… My shop manager got the box and called me to the front of the shop, telling me I had received a present. I was in the back room but I came right out because who doesn’t love presents? I opened the package and thought, wow. These are really cute earrings and clearly this Kristen woman knows what my shop is like and wants to sell to ME. What she sent was so far from a sales form letter (the kind that make a buyer’s eyes glaze over) that it intrigued me enough to pick up the phone and call her.

We set up an appointment and the rest is history. 10 years later Kristen Amato is killing it with her line. And all because she did something DIFFERENT in the sales process. She didn’t look around at what other designers were doing and copy it. She took a risk – the risk of being herself and personalizing what she did. And it worked. Check outKristen Amato’s website and tell me you’re not tempted to buy something!

So my question to you is this… What are you currently doing to sell and market your line? How much time are you spending a week on sales and marketing? Could you do something different when you approach the selling process? Take a risk, perhaps?

Are you falling victim to “I have my website up and I sent them an email” syndrome?

If you’re struggling with how to get your product into stores, I recommend the How to Sell Your Line to Boutiques bootcamp Online Program. It walks you through the step by step process of approaching a retailer, what to send, what to say, and how to get over your fear of selling.

Remember, I deigned my line for over 14 years and I know how hard can be to sell your own stuff! I also owned a boutique for 14 years so I know what it’s like to be on the other side of the counter too. You can find more info on the Sales Bootcamp at http://www.fashionbrainacademy.com/bootcamp/

 

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10 Marketing Truths for Fashion Design Entrepreneurs

My friend and marketing expert, Ellen Malloy, from the Restaurant Intelligence Agency, recently sent an email to her list about Truths for Chefs. I took one look at it and my jaw dropped! Becasue I completely agree with Ellen I couldn’t have said it any better myself. Thanks, Ellen, for allowing me to share a partial list of your infinite marketing guru wisdom with my Fashion Brain readers.

  1. You need to take action on what you learn; just learning something isn’t enough.
  2. If you can’t articulate your concept in one compelling sentence, you haven’t worked hard enough to get to the grain of truth. Keep working.
  3. It doesn’t matter how good your ideas are, it only matters how good your execution is.
  4. If you are resistant to change, you probably could use a little.
  5. Getting what you want in the long run often takes giving up what you want right now.
  6. Willingness to do something is more important than knowledge, experience or ability.
  7. Right now, there’s a lot about marketing you don’t know. And if you are really trying to learn, that list will always be long.
  8. Marketing success begins when you step outside your comfort zone.
  9. If you spend all your time worrying about the press you aren’t getting, you’ll be using up your imagination that should be devoted to making the kind of food (product) that will get it.
  10. Most of the marketing mistakes you worry about will never happen. Most of the marketing mistakes that do happen you’ll never have thought to worry about.

Pic o' Ellen MalloyEllen Malloy is the founder of the Restaurant Intelligence Agency which connects restaurants to media as well as diners. If you’re a foodie, you can get the latest on restaurant news. If you’re a chef (or you know a chef) you can get your message out to the media as well as the consumer in one simple place.


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