Once you've worked out your costs, there is one more factor to consider—perceived value.
Pricing isn't just about adding up numbers. It's also about how customers perceive your work.
If we try to price our handmade pieces in competition with inexpensive, mass-produced products, we're sending the message that they're comparable. They're not.
Handmade work carries value that can't be measured in materials alone. Your customers are paying for your creativity, your experience, your attention to detail, and the years you've spent learning your craft. They're buying something made by a real person with intention and care.
Originality plays a role as well.
Ask yourself, Can someone buy this exact piece somewhere else?
If your work has its own style, your own voice, or a design that people can't find anywhere else, that uniqueness adds value. People are willing to invest in something they can't simply order from a large retailer.
Never feel guilty about placing value on your creativity. Your ideas are one of the most valuable things your business has.
"Your Work Is Too Expensive"
Every artist hears this at some point.
When someone tells you your work is too expensive, it's important to remember that they're speaking from their budget—not from the value of your work.
That doesn't mean your prices are wrong.
Not everyone is your customer, and that's perfectly okay.
One of the biggest mistakes we can make is trying to create products for everyone. When we do that, we often end up creating something that truly connects with no one.
Instead, focus on finding the people who appreciate handmade craftsmanship, understand the value of original design, and are excited to own something unique.
Those are your customers.
I'll share a mistake I made early in my business because I think many artists can relate.
One of my best-selling necklaces was originally priced at $45.
A customer came into my shop, looked at it, and told me it was too expensive.
Naturally, I panicked.
The very next day I lowered the price to $35.
The necklaces sold quickly, but after a while I realized something important—I probably hadn't needed to lower the price at all. So I raised it back to $45.
They continued to sell.
Later I increased the price to $55.
They still sold.
Eventually I raised it again to $65.
And they continued to sell.
The lesson wasn't that higher prices magically create more sales.
The lesson was that I had allowed one person's opinion to influence my entire pricing strategy.
That customer simply wasn't my customer.
The necklace wasn't outside everyone's budget—it was outside hers.
Those are two very different things.
Don't Be Afraid to Raise Your Prices
Pricing shouldn't stay the same forever.
As your skills improve, your work becomes more refined, and your reputation grows, your prices should grow too.
Another good indication that it's time to increase your prices is demand.
If you're constantly selling out, struggling to keep up with orders, or finding yourself overwhelmed with commissions, your market is telling you something.
You're probably underpriced.
Will you lose a few customers?
Maybe.
But you'll also be building a healthier, more sustainable business while creating space to continue growing.
Help Customers Understand the Value of Handmade
Over the years I've had many people ask why my jewelry costs what it does.
I never see those conversations as a criticism.
I see them as an opportunity to educate.
Most people have never watched a piece of handmade jewelry come to life. They don't see the hours of design work, the testing, the failures, the finishing, or the years it took to develop the skills needed to create that piece.
When we share our process, we're helping customers understand what they're really purchasing.
The more they know about your materials, your techniques, and your creative process, the more they appreciate the finished piece.
People don't just fall in love with beautiful jewelry.
They fall in love with the story behind it.
A Simple Pricing Formula to Get You Started
There are many different pricing formulas, and you'll find plenty of them online, but every successful pricing structure starts with the same basic ingredients.
Include:
• Material costs
• Labor
• Packaging, including earring cards
• Business overhead
• A reasonable profit
If you're leaving one of those out, your business is paying the price.
As your experience grows, your hourly rate can grow with it. Think of it as giving yourself a raise. That's how sustainable businesses are built.
Most importantly, don't base your prices on what someone else is charging. Every business has different costs, different goals, and different levels of experience.
Run your own numbers and trust them.
Final Thoughts
Building a successful handmade business isn't about charging the lowest price—it's about charging a fair price.
A price that respects your time.
A price that reflects your skills.
A price that allows your business to grow.
The world doesn't need more artists working themselves into exhaustion for little or no profit. It needs more artists who can build sustainable businesses, continue creating beautiful work, and inspire others to do the same.
If there's one thing I hope you take away from this article, it's this:
Believe in the value of your work.
Your customers aren't just buying polymer clay.
They're investing in your creativity, your craftsmanship, and the years you've dedicated to mastering your art.
And that is something worth pricing with confidence.