5 Ways to Sell Your Embroidery Quality (And Charge More)
Being skilled at commercial embroidery isn’t enough to grow a profitable business. To win more orders and justify premium pricing, you need to clearly show customers why your quality is better.
Being a talented embroiderer is one thing, but for success, you have to be a wise salesperson. You must produce work that is easy to move, with a quality that practically sells itself.
No matter how experienced you are, what genuinely sells your embroidery is the finish. Here are five practical tips to highlight the small details that make your commercial embroidery easier to sell—and harder for competitors to match.
1. Small Lettering: It’s All in the Details
“Closest-point lettering” is a digitizing technique used to increase efficiency. It connects letters that are less than ½” at the closest point to avoid trimming. While efficient, it often looks messy.
The Pro Difference: Once lettering approaches ½”, trimming the thread between each letter makes the text noticeably easier to read.
How to Sell It: Demonstrate the difference to clients by showing two nearly identical samples—one with trimmed letters and the other with closest-point connectors. Remind your customer that you do not cut corners on legibility. How can anyone argue with a black-and-white proof?
2. Toppings: Don't Let the Towel Win
Closest-point lettering is a challenge for small details, but large embroidery (like towel monograms) poses a different threat: Texture.
There is no reason an embroidered logo shouldn't last as long as the towel itself. Little pieces of the towel’s pile (loops) should never poke through the embroidery thread.
The Solution: Use water-soluble toppings like Solvy. For thick terry cloth, consider Ultra Solvy Stabilizer or even 3D Foam to lift the stitches up. This keeps the design sitting proudly on top of the fabric rather than sinking into it.
3. Stitch Density: The "Premium" Look
When creating samples for a client, don't just show them the standard. Show them the Premium Option.
Add density to the top layer of stitches on your sample so it displays more height, loft, and color saturation than a standard "economy" print. This creates a stark contrast.
The Sales Pitch: The difference between the two samples will help your customer understand the extra time, energy, and thread you put into your work. It validates that you are committed to the highest quality, making the sale easier.
4. Sweat the Small Stuff (The Finishing)
Want to win a client for life? Show them the inside of the shirt.
Submit samples of a competitor's final product alongside yours. Point out the messy backing, the rough edges, or the bits of topping left between letters on their work.
Your Advantage: Let the client know that you fuss over the details. Remind them that Polymesh stabilizers (which are soft against the skin) and proper finishing are standard in your shop. A shirt that feels good to wear is a shirt they will order again.
5. Do Not Sell... Teach!
Explaining your techniques makes you the commercial embroidery specialist rather than just a salesperson.
When you educate the client on why you use specific toppings, why you trim small letters, and why you use soft stabilizers, you build trust. You become the expert. At that point, you don't have to "sell"—you just have to write the order.
📝 Frequently Asked Questions
Why does quality matter when selling commercial embroidery?
Quality matters because customers can immediately see clean lettering, proper stitch density, and smooth backing. High-quality work lasts longer, looks professional, and justifies premium pricing.
How can embroidery samples help close more sales?
Samples provide physical proof. Side-by-side comparisons allow customers to see the difference in stitch clarity and density, making the "upsell" to premium quality obvious.
What details do customers notice most?
Customers notice readable lettering (no connecting threads), consistent stitch coverage (no fabric showing through), and how the embroidery feels against their skin.
Ready to upgrade your quality? Colman and Company is the premier supplier of everything you need, from the best equipment to the right needles. Visit ColmanAndCompany.com today or call 800-891-1094.
