Early the next morning, Old Master Su had the second son and Su Jingci accompany Shen Yunzhi to town. Liu Lihua insisted on going as well.
Buyers liked to haggle. Shen Yunzhi had a strong temper and refused to be slighted, so someone had to keep an eye on things.
There were many small vendors in town. They arrived a little late, and all the good spots were already taken.
They had only two choices: pick a remote corner, or pay a high price for a better location.
In the past two years, harvests had been poor. There were more vendors than customers.
Shen Yunzhi decided to spend extra money on a better stall. Ice jelly required little investment — sell a dozen bowls and they would recover their costs.
She paid an extra ten wen to the wonton-selling auntie to shift over and make space.
The auntie’s wontons were delicious, so her stall was always busy. In comparison, Shen Yunzhi’s looked deserted.
Liu Lihua knew she had spent an extra ten wen for the spot and felt displeased. But seeing there were at least people nearby, she swallowed her dissatisfaction and helped call out to passersby.
An entire shichen passed. Only two people had inquired — not a single sale.
Liu Lihua’s face fell.
It was Shen Yunzhi’s first time doing business. For a moment, she had no idea what to do.
She found a quiet corner, took out the jade pendant, and asked for help.
“Are you there?”
“What happened?”
Hearing Song Yinuo’s voice, she finally relaxed and explained everything.
It was almost noon. After that, there would be fewer and fewer people in town.
“That’s easy,” Song Yinuo said. “Offer a few portions for free tasting. At the same time, hire a few people to act as customers — let them eat while praising how good it is. People are curious by nature. Soon someone will start asking.”
Shen Yunzhi hesitated.
She only had twenty wen left — enough to hire at most ten people.
The stall fee was thirty wen. Brown sugar cost ten. Hiring people would cost at least two wen each. Too few wouldn’t create momentum; too many and if it still didn’t sell, they’d lose everything.
And besides, except for the wonton stall next to them, the whole market seemed quiet.
“You have no way back now. You might as well take the gamble,” Song Yinuo encouraged.
Shen Yunzhi gritted her teeth. She would gamble once more.
Watching the crowd pass by, her palm grew sweaty around the copper coins.
She didn’t know anyone here.
“Madam, are you facing some difficulty?” A woman around fifty spoke to her.
“I’ve set up a stall. The food is good, but no one’s buying. If it’s not sold before noon, it’ll all go to waste.” Too embarrassed to say she wanted hired shills, she instead said, “Auntie, would you like to try some? It’s free.”
“Free?” the woman asked.
After receiving confirmation, she agreed.
Shen Yunzhi was overjoyed and quickly brought her over, serving her a bowl.
The woman took a spoonful.
In the blazing summer heat, the cool sweetness spread through her body instantly.
She worked in a wealthy household and had eaten many fine foods — but this was something she had never tasted before.
The lady of the house had had poor appetite lately. Perhaps a bowl of this would restore it.
“Could you serve me another bowl?”
Seeing the ice jelly approved, Shen Yunzhi eagerly served another.
“May I take the bowl with me? I’ll return it tomorrow.”
“No problem,” Shen Yunzhi agreed readily.
At least they had opened for business.
The woman paid three wen and prepared to leave when Liu Lihua stopped her.
“Auntie, you took two bowls. That’s six wen.”
The woman looked confused and turned to Shen Yunzhi.
Shen Yunzhi quickly explained, “The first bowl was free for you to taste.”
The woman muttered, “Makes it sound like I’m taking advantage of something free.”
Shen Yunzhi nodded apologetically. “It’s my fault for not telling my sister-in-law beforehand. I’m truly sorry. Next time you come, I’ll treat you to another bowl as an apology.”
Only then did the woman leave.
After she left, Liu Lihua was unhappy.
They had set up the stall all day. Forget making back their capital — they hadn’t even earned enough to cover the brown sugar.
Now they were giving it away for free. They hadn’t made much to begin with. If they kept giving it out, what would they even sell?
“Our product is something people have never seen before. They need to taste it. If it’s good, they’ll buy,” Shen Yunzhi explained.
After that woman left, a few more customers trickled in. Shen Yunzhi let them taste it for free and repeatedly assured them it was fine if they chose not to buy. Only then were people willing to try.
By the end of the day, counting both free samples and sales, they had made fifteen bowls in total and earned forty wen.
Shen Yunzhi let out a breath of relief. At least they hadn’t lost money.
On the way home, Liu Lihua’s expression remained sour.
She had said it before — Shen Yunzhi wasn’t cut out for business. At this rate, they’d give away so much they’d lose even their undergarments.
No matter what, she wasn’t coming tomorrow.
But Shen Yunzhi felt encouraged. Not losing money meant the business was viable.
After returning home, Liu Lihua reported everything to the Su elders.
“Eldest Sister-in-law isn’t doing business. She’s doing charity.”
“At least they didn’t lose money,” Old Madam Su mediated. “Business can’t succeed overnight. Her ice jelly tastes good. Slowly but surely, it will make money.”
Liu Lihua was displeased that the elders sided with Shen Yunzhi and went off to cook.
Later, Shen Yunzhi mentioned her idea of hiring people to pose as customers to boost sales.
“Mother, do you think this could work?”
Her reputation wasn’t good. It was hard to find people in the county. In the village, they would need the Su family’s help.
Old Madam Su frowned. “I don’t approve. Business should be honest. Taking shortcuts isn’t right.”
Shen Yunzhi felt that made sense.
That night, lying in bed, she thought about how to sell more the next day.
At midnight, she heard a sound outside the window. She crept over quietly. As soon as she opened it, a head suddenly appeared in front of her, nearly scaring her unconscious.
“Why are you here?” It was her second brother.
“Ever since you came back, there’s been no news. Mother’s been waiting,” he complained. “Did you get the goods?”
“What goods?” Shen Yunzhi feigned ignorance.
“The things the yamen sent afterward. I heard besides grain, there was a lot of cloth too.” His eyes gleamed at the mention of fabric.
With that cloth, he wouldn’t have to worry about marrying.
“Those things aren’t at the Su house.”
“Then where?”
“How would I know? By the time I returned, the officials had already left. The Su family won’t mention it. There’s nothing I can do.”
“Are you useless? If they won’t mention it, can’t you ask?” he snapped.
He was about to get married. Without those goods, what would he do?
Shen Yunzhi only sneered and said nothing.
Her second brother was selfish to the core. When he needed her, his words were sweet. When he didn’t, he wouldn’t even spare her a glance.
In her previous life, he had continued persuading her to funnel goods back to the Shen family until the very end.
“Think of something quickly. Mother’s so anxious about this she can’t even eat.” He played his trump card.
He knew she cared most about their mother. Using her to pressure Shen Yunzhi — he didn’t believe she would refuse.