Why Does Selling Your Own Products Feel So Hard?
For many creative product makers, selling your own work feels deeply personal—and sometimes painful. The fear of rejection, perfectionism, and imposter syndrome can all creep in when it’s time to pitch to stores or send that first wholesale email.
But what if selling didn’t have to feel sleazy—or so vulnerable?
In this episode of She Sells Differently, host Andee Hart sits down with creative director and licensing agency founder Margo Tantau, who shares her top wholesale tips for product makers and artists—from confident pitching to mindset shifts that move you forward.
Shift This First: Selling is Service, Not Self-Promotion
One of Margo’s most powerful reframes?
“Selling is simply helping people find something that delights or solves a need.”
Whether you’re selling soap, stickers, or ceramics, your job isn’t to beg someone to buy—it’s to show them why your product matters.
When you approach wholesale with that intention, the fear starts to fall away.
Show, Don’t Just Tell: Visual Pitches That Land
If you want to sell your products wholesale, the key is making it easy for buyers to visualize your product
Tip #1: Show the Buyer Exactly Where You Fit
Buyers are busy. If you want them to say yes, Margo provided some great tips to make it easy:
✅ Style your product in a boutique-style mockup photo
✅ Reference other brands they carry (to show alignment)
✅ Include pricing, minimums, and turnaround in your pitch
The more clearly you show them how you belong on their shelves, the easier the “yes.”
Be Brave, Not Perfect
Tip #2: Let Go of Perfectionism (It’s Not Helping You)
Waiting until your brand is “perfect” is one of the biggest mistakes Margo sees.
“You only learn what people want when you put your product out there. Done is better than perfect.”
Send the pitch. Try the market. Walk into the boutique. You don’t need a polished catalog and flawless website to start—you need courage and clarity.
Tip #3: Make It Personal (and Memorable)
Handwritten postcards. Thoughtful mockups. A quick visit to your dream shop.
These small touches go a long way. Most product makers never pitch at all—let alone with this kind of intentionality. That’s why being brave stands out.
Andee’s favorite method?
🧠 “Ten seconds of courage”: Just enough time to walk in, introduce yourself, and ask to leave a sample or line sheet.
Tip #4: Mindset Is Half the Battle
If you’re struggling to sell, Margo offers this quote that changes everything:
“You can bless the buyer by being a gracious seller.”
Selling your handmade work is generous. Your product is meaningful—and when someone wants to buy it, let them.
Tip #5: Use Feedback to Grow, Not Hide
Wholesale offers one of the best feedback loops in business. When people engage with your products, they’ll tell you:
- What’s working
- What’s unclear
- What they’d love to see more of
Every pitch is a learning opportunity. Even a no helps shape a stronger future offer.
Take Action: Learn from these Wholesale Tips for Product Makers and Make Your Next Pitch
If you’ve been waiting for a sign to start wholesaling—this is it. Here’s what to do this week:
✅ Choose one store you’d love to be in
✅ Take one styled product photo
✅ Send one short, clear pitch email or postcard
✅ Celebrate taking imperfect action
Where to find Margo…
- Margo Tantau’s artist licensing agency: tantaustudio.com (coming soon!)
- Margo’s podcast: Windowsill Chats
- Join her membership with this code for your first month free! The Foundry
Links and Resources
If you’re ready to step into wholesale but need a confidence boost, you’re not alone—and you don’t have to figure it out from scratch.
🏦 Create your monthly marketing campaigns in under an hour: Product Marketing Bank
📦 Join the waitlist for my signature She Sells Wholesale course – doors open soon!
Connect with Andee Hart @ She Sells Differently
🎥 Youtube
If you enjoyed this episode:
✅Sign up for weekly reminders so you never miss an update on how to increase your sales and optimize your marketing operations without losing the personal client touch.
You can grab free resources here: https://andeehart.com/resources
✅Subscribe to the She Sells Differently Podcast, where I deliver new episodes every Wednesday.
