Wholesale for Handmade Sellers: How to Take Your Business to the Next Level

Embrace the Fear, Believe You’re Good Enough, and Take That Big, Scary Step

As a handmade seller, you’ve probably heard people say that scaling your business means stepping into the wholesale world. But let’s be honest—taking that leap can feel terrifying. Wholesale means dealing with larger orders, higher stakes, and sometimes intimidating clients. The idea of moving beyond your comfort zone of one-on-one sales can feel like you’re stepping into uncharted waters. But here’s the truth: you are good enough, and I’m here to be your biggest cheerleader as you make that leap.

Wholesale is a big step, but it’s one that can transform your business and open doors you never imagined. And just like any big, scary step in life, it’s about mindset. Here’s how to get there—and how I faced my own fears along the way.

Step 1: Know You’re Good Enough

The first mindset shift is simply this: you are good enough. It’s easy to doubt yourself when you’re used to creating handmade products in small batches and dealing with individual customers. But scaling to wholesale doesn’t mean you’re abandoning what makes your products special—it means you’re taking your craftsmanship to a bigger stage.

Real-World Example: I recently worked with a major celebrity client, and let me tell you—it was terrifying at first. I had to Zoom with her to discuss custom products for her team. I was nervous about whether I could live up to her expectations. But I knew my work was good enough, and I took that step anyway. Guess what? Not only did she love my products, but she became a client and a friend. That moment of self-doubt turned into one of the best opportunities of my career.

If you’re waiting for the moment when you feel “ready” to start selling wholesale, let me save you the wait. You might never feel completely ready. You have to trust that you’re good enough now.

Step 2: Reframe Fear as Excitement

When the idea of scaling to wholesale feels overwhelming, it’s often because we’re focused on the fear. What if I can’t meet the demand? What if retailers don’t want my products? What if I’m not good enough? These thoughts can paralyze you.

Instead, try reframing those thoughts. Instead of “I’m terrified,” think of it as, “I’m excited!” Fear and excitement trigger similar responses in our bodies, and by shifting your perspective, you can turn anxiety into anticipation.

Mindset Shift: Imagine landing that first big wholesale client. How will it feel when your products are sitting on store shelves? Picture the success, not the potential for failure. Focus on the excitement of growth, not the fear of it.

Step 3: Take Risks (Calculated Ones)

Wholesale is a risk—no doubt about it. You’re committing to larger orders, tighter deadlines, and more logistical planning. But every great success comes from taking risks. The key is to approach it with a calculated mindset.

Action Step: Start small. You don’t have to dive into wholesale with a massive order from a national chain. Maybe start by pitching your products to a local boutique or small business. Once you’ve successfully fulfilled a few smaller wholesale orders, you’ll gain confidence and experience, making it easier to take on larger accounts.

Real-World Example: When I first started taking wholesale orders, I was terrified of over-promising and under-delivering. But I took small steps. I reached out to local shops, refined my process, and gradually scaled up. Each successful order gave me more confidence. You don’t have to land your dream wholesale client right out of the gate—build your way there.

Step 4: Build Relationships

Wholesale isn’t just about selling products in bulk—it’s about building lasting relationships with retailers. The better your relationships, the more likely they are to continue reordering and recommending you to others. These relationships are built on trust, consistency, and communication.

Mindset Tip: Approach wholesale relationships the same way you do with your individual customers. Treat each retailer like a partner. They’re investing in your products because they believe in you—so keep the communication open and transparent. Wholesale clients want to work with brands they trust, and showing up authentically will help you stand out.

Real-World Example: That celebrity I worked with? We built a relationship based on trust and clear communication. Now, she’s a loyal client, and we’ve collaborated on several projects. Wholesale isn’t just a transaction; it’s about creating meaningful, long-term partnerships.

Step 5: Push Through the “What-Ifs”

It’s easy to get caught up in the “what-ifs.” What if I make a mistake? What if the order is too big? What if I mess up? These thoughts are normal, but they can also hold you back from the next level of success.

The thing is, even if something does go wrong, you’ll handle it. You’ve dealt with issues in your business before, and this will be no different. You learn, you adapt, and you move on. Don’t let fear of failure stop you from growing.

Mindset Shift: Think about your past experiences where you overcame challenges in your business. You’ve already faced difficulties and come out stronger. Remind yourself that you can handle whatever comes your way.

Conclusion: Take the Leap

Wholesale can be a daunting step for handmade sellers, but it’s one that can transform your business. By shifting your mindset, reframing fear, and believing in your abilities, you’ll be ready to take that leap.

Remember, you are good enough. You can do this. And I’m your biggest cheerleader, ready to celebrate every win with you.

Question: What’s one scary step you can take today to move your handmade business closer to wholesale success?