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Tired of collecting business cards at trade shows only to let those valuable leads gather dust? In this episode, Andee reveals the crucial follow-up strategies that can transform casual market encounters into solid purchase orders. If you're attending retail trade shows, gift shows, or any in-person market, this episode is a must-listen.

Andee dives into the often-overlooked bottleneck that most wholesale brands face: the lack of an effective system to convert leads into sales after the event. With firsthand insights from the latest Fair Industry Experts program updates, you'll learn how to leverage new tools and automations designed to streamline your follow-up process. 

You'll discover: how to effectively utilize your market contacts using Fair's innovative features, the importance of timely follow-ups, and tips for engaging with potential buyers to ensure they don't slip through the cracks. Plus, we explore how these strategies can elevate your sales game and maximize the return on your investment in live market appearances.

Ignoring these follow-up techniques could mean losing out on significant revenue. But by implementing the systems Andee shares, you can turn those initial conversations into lasting business relationships—ensuring you make the most of your trade show experience.

Don't miss out on this essential advice that can revolutionize your approach to trade shows and market engagements. Perfect for anyone looking to enhance their sales strategy and maximize lead conversions. Tune in now and transform your market insights into actionable sales!  

Andee is a retail sales expert and coach, known for helping product brands enhance their wholesale strategies and drive sales growth.

Resources & Links 

👉🏼 Apply for the Faire Accelerator

👉🏼  Grab your seat for the Retail Ready Wholesale Challenge.

👉🏼 Join the waitlist for my signature She Sells Wholesale course – doors open soon!

👉🏼 Best SEO Tool to drive organic traffic to your website

👉🏼 My favorite email marketing platform

** Some links in this post are affiliate links, which means I may earn a commission if you buy—at no additional cost to you. I only share what I genuinely use and love.

Connect with Andee Hart @ She Sells Differently

💻Website

🎥 Youtube

📱Instagram

🎯SSD FB Community 

Send us Fan Mail

A boutique owner walks up to your booth, says “I love these, send me your line sheet,” and then goes silent for three weeks. If you’ve been there, you probably decided the silence meant your product wasn’t good enough. In this episode, Andee shows you why “I love this” is a social signal and not a buying signal, and gives you two questions you can ask any store owner, at a market or in your DMs, to find out in under a minute whether she has a real place and a real time for your product. You’ll learn exactly what a real answer sounds like, what a polite answer sounds like, and what to do with each one so you stop pouring full effort and full hope into buyers who were never going to order.

KEY TAKEAWAYS

•          “I love this,” “do you wholesale,” and “send me your line sheet” are things a nice person says when she likes your work. They are also sometimes the opening line of a real buyer. You cannot tell which from the words, because the words are identical.

•          A real buyer has a shelf and a calendar. If she has both, she’s real. If she’s missing one, she’s a maybe. If she’s missing both, she’s a fan, and fans don’t get a line sheet and three weeks of your attention.

•          The shelf question, “Where do you see this in your store?”, does two jobs. It qualifies her, and it gets her picturing your product next to her register before you’ve sold anything.

•          The calendar question, “When are you bringing in new product next?”, turns follow-up into an appointment. When she’s given you the date, checking back is professional, and you’re no longer guessing at timing.

•          Most of the emotional damage in wholesale comes from unqualified hope, not rejection. Two questions let you decide how much of your time and heart to hand over before you hand it over.

Resources & Links 

👉🏼 Apply for the Faire Accelerator

👉🏼  Grab your seat for the Retail Ready Wholesale Challenge.

👉🏼 Join the waitlist for my signature She Sells Wholesale course – doors open soon!

👉🏼 Best SEO Tool to drive organic traffic to your website

👉🏼 My favorite email marketing platform

** Some links in this post are affiliate links, which means I may earn a commission if you buy—at no additional cost to you. I only share what I genuinely use and love.

Connect with Andee Hart @ She Sells Differently

💻Website

🎥 Youtube

📱Instagram

🎯SSD FB Community 

Send us Fan Mail

A buyer loves your line, wants to order, and then asks if you can “do a little better” on price. Most makers cave in the first ten seconds, and every cave teaches that retailer your price sheet is a starting point. In this short episode, Andee gives you three exact things to say instead, in the order to say them, so you can hold your wholesale price, keep the account, and stop handing over margin to make an awkward moment go away. It works in a buyer’s inbox, in your DMs, and at a market table.

KEY TAKEAWAYS

•     Nobody negotiates on something they don’t want. A discount request means the buyer has already decided to carry your product and is now working on the deal, which puts you in a stronger position than you feel.

•     The first move is a question, not a concession. “Tell me more about that” reveals whether the ask is budget, risk, or reflex, and each of those needs a different answer. Many habit asks end right there.

•     Hold your price by connecting it to her outcome, never by explaining your costs. Retail price, keystone margin, sell-through timing, and “everyone pays the same” do more for trust than any discount.

•     When you do concede, trade instead of discounting. Lower first-order minimum, free shipping at a threshold, a tester and display card, or a reorder bonus all cost less than margin and get something back.

•     A retailer who only buys at a discount is a leak, not an account. Holding your price is how you find out which one she is.

Resources & Links 

👉🏼 Apply for the Faire Accelerator

👉🏼  Grab your seat for the Retail Ready Wholesale Challenge.

👉🏼 Join the waitlist for my signature She Sells Wholesale course – doors open soon!

👉🏼 Best SEO Tool to drive organic traffic to your website

👉🏼 My favorite email marketing platform

** Some links in this post are affiliate links, which means I may earn a commission if you buy—at no additional cost to you. I only share what I genuinely use and love.

Connect with Andee Hart @ She Sells Differently

💻Website

🎥 Youtube

📱Instagram

🎯SSD FB Community 

Send us Fan Mail

This one is a first for the feed. Four women, four completely different businesses, one microphone, and the topic most of us circle for years without landing on: what to charge.

Andee is joined by Jan Touchberry, Lindsay Fletcher, and Gabe Cox for an unscripted roundtable on pricing. They get into why the fear runs so deep, what actually happens to your business when you price low to feel safe, how consumers read a low price, and the specific methods each of them uses to set a number and then raise it.

There is a lot of practical strategy in here. There is also a candid conversation about faith, ministry, and money that most business podcasts will not touch, including why several of them believe charging well is not the opposite of serving well.

If you have been sitting on a price change for months, this is the episode that gets you off the fence.

Timestamped Highlights

•      [01:03] The experiment: four business owners, one roundtable, and why they wanted to do it this way

•      [02:29] Why pricing keeps coming up in the mastermind, and why it hits women harder

•      [03:14] Gabe on the first fear: can I actually charge this, and will anyone pay it

•      [03:48] Lindsay adds the second fear, the one underneath: once they pay, I have to deliver

•      [04:10] Andee on why a no feels personal when you built the thing yourself

•      [06:29] Lindsay on the belief that helping and charging cannot coexist, and where burnout comes from

•      [09:10] Gabe on the ministry guilt, and what actually happened when she coached for free

•      [11:28] Andee on Proverbs 31:18 and what "her trading is profitable" is doing in scripture

•      [12:44] Lindsay on what changes in a community when women hold the money

•      [16:17] Andee on pricing psychology: the washing machine test and what a low price signals

•      [18:01] Gabe on starting at the high end instead of the bottom, and why you need three clients, not three thousand

•      [20:46] How to raise your prices: the last-chance window and over-communicating the change

Meet the Four Hosts

•      Jan Touchberry (host) is a brand and website specialist. 

•      Lindsay Fletcher helps women learn to sell and lead sales conversations with confidence. 

•      Andee Hart helps women with product-based businesses get onto retail shelves through wholesale.

•      Gabe Cox is a goal planning and business strategist for faith-fueled entrepreneurs who want to market beyond the social media grind.

Resources & Links 

👉🏼 Apply for the Faire Accelerator

👉🏼  Grab your seat for the Retail Ready Wholesale Challenge.

👉🏼 Join the waitlist for my signature She Sells Wholesale course – doors open soon!

👉🏼 Best SEO Tool to drive organic traffic to your website

👉🏼 My favorite email marketing platform

** Some links in this post are affiliate links, which means I may earn a commission if you buy—at no additional cost to you. I only share what I genuinely use and love.

Connect with Andee Hart @ She Sells Differently

💻Website

🎥 Youtube

📱Instagram

🎯SSD FB Community 

Send us Fan Mail

You’ve got a beautiful product line. You’re selling online, maybe at weekend markets, and you’ve landed your first few wholesale accounts. And yet you’ve hit a ceiling — not because you ran out of ideas, but because you ran out of hours.

In this short but pointed solo episode, Andee walks through why so many product-based business owners stall out right at the moment things start working, the first hire almost everyone makes (and why it’s backwards), and the one hire that actually gives you your business (and your evenings) back.

This is not a “just work harder” episode. This is a calendar problem, and you cannot out-hustle a calendar problem.

Do This Before Your Next Episode

1.        Track your actual working hours for one week — don’t estimate, track.

2.        Sort every task into Only Me / Anyone With a Checklist.

3.        Add up Column 2. That’s your job description.

4.        Write one checklist for your packing and shipping process, with a photo of a finished order.

5.        Post for 5–10 hours a week of help. Local part-timer, student, or VA.

Resources & Links 

👉🏼 Apply for the Faire Accelerator

👉🏼  Grab your seat for the Retail Ready Wholesale Challenge.

👉🏼 Join the waitlist for my signature She Sells Wholesale course – doors open soon!

👉🏼 Best SEO Tool to drive organic traffic to your website

👉🏼 My favorite email marketing platform

** Some links in this post are affiliate links, which means I may earn a commission if you buy—at no additional cost to you. I only share what I genuinely use and love.

Connect with Andee Hart @ She Sells Differently

💻Website

🎥 Youtube

📱Instagram

🎯SSD FB Community 

Send us Fan Mail

If you’ve ever done the late-night math on your product business — added up a strong sales weekend, multiplied it out, and wondered if it could ever replace your paycheck — this episode is your roadmap. Andee breaks down why product income feels so unpredictable and why the answer isn’t to sell more. It’s to change the shape of your revenue so it stops behaving like a lucky streak and starts behaving like a salary. Drawing on her own story of quitting a 17-year sales career in 2023 after she started wholesaling her candle brand, she walks through the exact three moves that turn scattered, one-off sales into steady, recurring income.

Key Takeaways

•    Your income problem is usually a shape problem, not an amount problem — one-off sales start you back at zero every single month.

•    Name your “replacement number” before you do anything else: your monthly take-home pay plus what your job quietly covers (health insurance, retirement, withheld taxes).

•    You almost certainly can’t replace a salary one random stranger at a time — you’ll burn out first. The closest thing to a paycheck in a product business is a repeat account, not a customer.

•    Price retail-ready with math, not fear: your wholesale price should be roughly half your retail price and still leave you profit. If it doesn’t, that’s information you need now — while it’s cheap to fix.

•    Land one account and you learn the script; by the fifth, you’ve built a machine that produces predictable orders whether or not you felt inspired that week.

Resources Mentioned

The Retail Ready Challenge ($25) — walks you through how to find, pitch, and win your first or next wholesale account. 

Resources & Links 

👉🏼 Apply for the Faire Accelerator

👉🏼  Grab your seat for the Retail Ready Wholesale Challenge.

👉🏼 Join the waitlist for my signature She Sells Wholesale course – doors open soon!

👉🏼 Best SEO Tool to drive organic traffic to your website

👉🏼 My favorite email marketing platform

** Some links in this post are affiliate links, which means I may earn a commission if you buy—at no additional cost to you. I only share what I genuinely use and love.

Connect with Andee Hart @ She Sells Differently

💻Website

🎥 Youtube

📱Instagram

🎯SSD FB Community 

Send us Fan Mail

Lauren Rauter has one of the rarest vantage points in the product world: she’s both a retailer and a brand. She opened her boutique, Rock Paper Scissors, in downtown Franklin, Tennessee back in 2003 — and then turned two decades of retail-floor instinct into a thriving wholesale business now spanning three brands. In this episode, she pulls back the curtain on how living on both sides of the sale shapes everything: what she makes, how she prices it, how she shows up on Faire, and how she treats the retailers who carry her. It’s a masterclass in selling from the buyer’s point of view — plus an honest, funny look at imposter syndrome, pivoting through hard seasons, and building a business alongside her family.

KEY TAKEAWAYS

●      Build from the buyer’s side of the table. Before you make a product, ask what a retailer will actually reorder — not just what looks cute in a flat lay. If you’d get stuck with it, so will they.

●      Price for the customer you actually have. The “right” price isn’t the highest or the lowest — it’s the one your specific buyer says yes to. Know your niche and price into it.

●      On Faire, story sells before product does. Buyers decide in seconds based on your look, your lifestyle, and the feeling you evoke. Merchandise your page like a shop window.

●      Loyalty is built one thank-you at a time. Reorders come from retailers who feel genuinely appreciated — treat every order like an honor, because it is.

●      Pivoting is what keeps you alive. Every hard season (recession, COVID, a lost account) pushed Lauren into a new revenue channel. Don’t give up — adjust.

GUEST OFFER FOR SHE SELLS DIFFERENTLY LISTENERS

Use code ANDEE10 on Faire for 10% off orders of $150+ — valid across all three of Lauren’s brands: Rock Paper Scissors, Pip & Co., and Pop Squish Co.

WHERE TO FIND LAUREN

●      Instagram (store + brand): @therockpaperscissors

●      Instagram (wholesale/retailer-facing): @rockpaperscissors.thebrand

●      Website: https://www.rockpaperscissor.com/

Resources & Links 

👉🏼 Apply for the Faire Accelerator

👉🏼  Grab your seat for the Retail Ready Wholesale Challenge.

👉🏼 Join the waitlist for my signature She Sells Wholesale course – doors open soon!

👉🏼 Best SEO Tool to drive organic traffic to your website

👉🏼 My favorite email marketing platform

** Some links in this post are affiliate links, which means I may earn a commission if you buy—at no additional cost to you. I only share what I genuinely use and love.

Connect with Andee Hart @ She Sells Differently

💻Website

🎥 Youtube

📱Instagram

🎯SSD FB Community 

Send us Fan Mail

You can pour years into building a product brand — the name, the packaging, the look customers recognize on sight — and never stop to ask whether any of it is actually yours to keep. In this episode, attorney Amber Gilormo, founder of The Boutique Lawyer, breaks down the legal foundations every product-based business needs before it scales: the one protection she tells every client to set up first, what a real wholesale contract has to cover, and the single most common (and most expensive) mistake she sees product sellers make. It’s a plain-English, zero-jargon conversation about turning “the scary business stuff” into the very thing that lets you sell with confidence.

KEY TAKEAWAYS

•     Form your LLC first. It’s the firewall between you personally and your business’s debts and liabilities — and the peace of mind that lets you actually dig into growth.

•     A contract isn’t distrust; it’s a service to your buyer. Clear wholesale terms (pricing tiers, minimums, net terms, damaged or late shipments, returns and restocks) protect the relationship and help it grow.

•     Selling B2B raises the stakes. Bigger orders mean more money on the table when something goes wrong, so clarity in your wholesale agreement matters more than ever.

•     Clear your brand name before you scale. Search it before someone else’s trademark forces a costly rebrand — and remember, two similar names can coexist if you’re not in the same space (Dove Chocolate vs. Dove Soap).

•     Awareness is 90% of the battle. Use free tools to spot issues early so you can act on your timeline — not someone else’s cease-and-desist.

•     Protection creates boldness. When your legal house is in order, you feel safe enough to take the risks growth requires — and you’re set up for a clean exit if you ever sell.

RESOURCES MENTIONED

•     The Boutique Lawyer — contract template shop, free quarterly legal magazine (fall issue: intellectual property), and legal newsletter

•     Instagram: @theboutiquelawyer  

•     Website: theboutiquelawyer.com

•     trademarkclear.com — free, AI-based trademark search

Resources & Links 

👉🏼 Apply for the Faire Accelerator

👉🏼  Grab your seat for the Retail Ready Wholesale Challenge.

👉🏼 Join the waitlist for my signature She Sells Wholesale course – doors open soon!

👉🏼 Best SEO Tool to drive organic traffic to your website

👉🏼 My favorite email marketing platform

** Some links in this post are affiliate links, which means I may earn a commission if you buy—at no additional cost to you. I only share what I genuinely use and love.

Connect with Andee Hart @ She Sells Differently

💻Website

🎥 Youtube

📱Instagram

🎯SSD FB Community 

Send us Fan Mail

Holly Haynes built a 7-figure business — and eventually retired both herself and her husband — without ever leaning on daily posting or dancing on reels. A former Fortune 500 strategist who started her company in the middle of the 2020 pandemic while working full-time and raising twins, Holly built everything around a simple idea: social media is the sidecar, not the engine. In this episode, she breaks down her “anti-social” approach — the home base, email, SEO, and offline strategy that actually move revenue — and the mindset shift that lets quiet, sustainable marketing outsell the hustle.

KEY TAKEAWAYS

•       Social media is a sidecar, not the engine. Before you post another thing, look at your data and ask where your sales actually came from.

•       Build a “home base” — one piece of consistent long-form content (podcast, blog, YouTube, Substack) on the platform you genuinely enjoy — then repurpose it outward.

•       Email is a sales engine. Holly credits 71% of her revenue to email and trains her list to expect (and reply to) her.

•       SEO now includes AI. Create content that answers buyer questions and objections so search engines — and tools like ChatGPT — recommend you to the right people.

•       Redefine success around the life you want first, then build the business and systems to fund it. Boundaries and rest can grow revenue, not shrink it.

RESOURCES & LINKS MENTIONED

•       The Antisocial Shift — Holly’s free private podcast walking through her framework

Resources & Links 

👉🏼 Apply for the Faire Accelerator

👉🏼  Grab your seat for the Retail Ready Wholesale Challenge.

👉🏼 Join the waitlist for my signature She Sells Wholesale course – doors open soon!

👉🏼 Best SEO Tool to drive organic traffic to your website

👉🏼 My favorite email marketing platform

** Some links in this post are affiliate links, which means I may earn a commission if you buy—at no additional cost to you. I only share what I genuinely use and love.

Connect with Andee Hart @ She Sells Differently

💻Website

🎥 Youtube

📱Instagram

🎯SSD FB Community 

Send us Fan Mail

Andee is recording this one from the road, driving home from a weekend in Nashville with a friend she had not seen in years. What started as a kitchen-table conversation about a career crossroads turned into the clearest explanation she has given of the PEG method: the three foundations she believes every business is built on, and the reason so many good business owners stall out without ever understanding why. If your business has plateaued, if growth feels heavier than it should, or if you have quietly wondered whether you are even in the right lane, this episode gives you language for it. It is short, it is honest, and it will probably make you want to call someone who knows you well.

KEY TAKEAWAYS

•      Passion, experience, and God-given talent are the three foundations that let you build a standard of excellence. Remove one and the whole thing gets wobbly, no matter how good your strategy is.

•      Missing passion does not make you bad at the work. It makes you burn out doing it, because entrepreneurship is a roller coaster and passion is what carries you through the dips.

•      Experience is developable and it is not measured in years. It is measured in whether you have enough of it to hold a standard of excellence.

•      God-given talent is the one you cannot manufacture, and it is the one you are worst at spotting in yourself. The people closest to you have been telling you what it is for years.

•      A plateau is often a foundation problem wearing a strategy costume. Before you buy another course, audit which of the three is actually missing.

•      Capability is not the same as calling. You can be good at something and still be in the wrong lane.

schedule a 1:1 call with Andee here.

Resources & Links 

👉🏼 Apply for the Faire Accelerator

👉🏼  Grab your seat for the Retail Ready Wholesale Challenge.

👉🏼 Join the waitlist for my signature She Sells Wholesale course – doors open soon!

👉🏼 Best SEO Tool to drive organic traffic to your website

👉🏼 My favorite email marketing platform

** Some links in this post are affiliate links, which means I may earn a commission if you buy—at no additional cost to you. I only share what I genuinely use and love.

Connect with Andee Hart @ She Sells Differently

💻Website

🎥 Youtube

📱Instagram

🎯SSD FB Community