A Beginners Guide to Pricing Your Creations for Sale

Fall is rolling in like a cozy sweater—aka prime time for holiday markets, custom orders, and that “wait, should I start a jewelry business?” feeling. Whether you’re stocking a craft fair booth, opening an online shop, or quoting a custom piece for a client, getting your pricing right matters. It keeps you sustainable, confident, and yes—actually paid for your skill.

Below is an easy, practical guide (with just a pinch of humor) to help you price your handcrafted jewelry so it sells and supports your creative life.

The Big Idea

You’re not just selling beads and wire. You’re selling your design eye, your craftsmanship, your time, and the experience your customer has wearing the piece. Your price should reflect all of that—without apology.

Step 1: Know Your Numbers (COGS + Time + Overhead)

COGS (Cost of Goods Sold)

Everything that physically goes into the piece:

• Materials: beads, gemstones, chain, findings, clasps, stringing material
• Consumables: jump rings, crimps, glue, patina, polishing cloth sections
• Packaging: boxes, cards, tissue, earring backs, display cards

Your Time (Labor)

• Decide an hourly rate that respects your skill and local market. For many makers, $20–$40/hr is a reasonable starting range.
• Track time honestly: design, prototyping, making, finishing.

Overhead (All the “invisible” costs)

• Tools & equipment (amortized), studio rent/utility share, website fees, booth fees, payment processing, apps, branding, photography, shipping supplies not included above, etc.
• You can handle overhead by adding a flat amount per piece (e.g., $2–$5), or by building it into your markup (more on that next).

Step 2: Pick a Pricing Method (and stick to it)

There isn’t just one “correct” formula. Choose one you can apply consistently.

Method A: Cost-Plus

A simple, dependable approach for direct-to-customer sales.

Price = (Materials + Packaging) × Markup  +  Labor  +  Overhead
  

• Markup (on materials/packaging) often ranges 2.0–2.5× for handmade jewelry sold directly.
• Labor: pay yourself your full hourly rate.
• Overhead: add a flat amount per piece or cover it by choosing a higher markup.

Example (Dangle Earrings)
Materials + Packaging: $8.50
Labor: 25 minutes at $24/hr = $10.00
Overhead (flat): $2.00
Markup on materials/packaging: 2.3×

Calculation
(Materials + Packaging) × Markup = $8.50 × 2.3 = $19.55
Add Labor: $19.55 + $10.00 = $29.55
Add Overhead: $29.55 + $2.00 = $31.55
Round for retail psychology: $32 or $34 (depending on your brand vibe)

Method B: Wholesale/Retail (Keystone‑ish)

If you plan to wholesale to boutiques (now or later), build wholesale into your structure.

Wholesale Price ≈ COGS × (2.2–2.5)
Retail Price   ≈ Wholesale × (2.0)
Where COGS = Materials + Packaging + Labor (with overhead covered by multipliers)
  

Same Earrings (Wholesale Model)
COGS: $8.50 (materials/packaging) + $10.00 (labor) = $18.50
Wholesale: $18.50 × 2.3 = $42.55 → round: $43
Retail: $43 × 2.0 = $86

Interactive Cost Worksheet

Use this quick calculator to estimate prices for a single piece. Plug in your real numbers or click Use example to see how it works. Your entries stay on this page—no data is saved.

Materials + Packaging ($) Markup on Materials (×) Labor Hours Hourly Rate ($/hr) Overhead per piece ($) Wholesale Multiplier (×COGS) Retail Multiplier (×Wholesale) Rounding Exact (no rounding) Nearest $1 Charm pricing ($x.95) Charm pricing ($x.99)

Use example Clear Print worksheet

Cost‑Plus Price: $0.00 → $0.00

Wholesale (from COGS): $0.00 → $0.00

Suggested Retail (from Wholesale): $0.00 → $0.00

Tip: If you intend to wholesale later, anchor your retail price to the wholesale model so you won’t have to reprice your line.

Step 3: Sanity‑Check with the Market (Not a Race to the Bottom)

• Look at similar quality, materials, and style—locally and online.
• If you’re wildly below peers, you’re probably underpaying yourself. If you’re far above, level up your perceived value (photos, packaging, brand story) or adjust a notch.

Step 4: Price Presentation (Supports Your Number)

• Photography: clean, well‑lit images increase perceived value.
• Copy: mention materials (e.g., “genuine Czech glass,” “sterling ear wires”), techniques, and what makes it special.
• Packaging: a simple branded card or box goes a long way.

Craft Fairs vs. Online (Fees + Flexibility)

• Craft fairs: booth fees and long days—bake a bit of that into prices or ensure your markup covers it. People buy with their eyes and emotions; mid‑tier price points and bundles do great.
• Online: factor platform fees, shipping materials, and your time for listings and customer messages.

Custom Orders & Rush Jobs

• Custom design fee (nonrefundable, applied to final if they proceed).
• Clear approvals (sketches, materials, timelines).
• Rush fee for tight deadlines (e.g., +15–25%).
• Change orders after approval = extra time, extra cost.

Discounts Without Undercutting Yourself

• Bundles (earrings + necklace set) instead of deep discounts.
• VIP/loyalty for repeat customers.
• Seasonal promotions with intention (not permanent sales).
• For friends/family, decide your policy once (e.g., “family gets 15% off”) and stick to it with love and boundaries.

Psychological Pricing Tips

• Round to your brand vibe: clean $34 or approachable $32—both work; test and see.
• Use good–better–best: a $28 simple earring, a $42 dangle, an $88 statement pair anchors value and helps customers self‑select.

When to Raise Prices

• Materials or fees increased
• You’re selling out regularly
• Your skills, finishes, or brand have improved

Start small (5–10%), announce if appropriate, and keep moving forward.

Quick Reference Checklist

• I calculated Materials + Packaging accurately
• I paid myself for Time at my chosen hourly rate
• I included Overhead (flat or within markup)
• I chose a consistent Method (Cost‑Plus or Wholesale/Retail)
• My photos, copy, and packaging support my price
• I have a plan for customs, rushes, and discounts
• I sanity‑checked against similar makers
• I wrote the price on the tag and didn’t wince 😉

A Note on Taxes & Shipping

Sales tax rules and business licensing vary by location, and shipping costs can sneak up. Do a quick check of your local requirements, and make sure your shipping/packaging math is part of your pricing plan.

Final Thought (and a Fall Hug)

Pricing isn’t about “what people will pay” in the most desperate sense—it’s about matching the value you create with a fair number that keeps you making. With holiday markets approaching, set your formulas now, tag your pieces with confidence, and watch your collection do its cozy‑weather magic.

If you need help estimating materials or finding the perfect seed beads, clasps, chain, or display cards, we’ve got you. Happy making—and happy pricing!