Sellers come to me daily asking, “Kathy, how do I get more sales?”
We will talk about optimizing their eBay product listings. We will also discuss the many ways sellers can promote their items both on eBay and on social media.
Before we start the essential work of product sourcing and listing , I tell sellers this foundational secret to sales success must be in place. You’re thinking, “What is this crucial secret for sales success?”
I will tell you. It is to think like a buyer.
Sellers will sometimes look at me, not understanding what I mean. So I repeat , ” You must think like a buyer”. This is foundational for sales success anywhere. I will tell you why. Successful product sourcing is about your buyer. Every part of your listing is about your buyer. Successful promotions are about your buyer. Productive social media is about your ideal buyer. In short, it’s all about the buyer.
Even before your list your products, when you are choosing what to sell, you must think like buyer.
What do buyers want to purchase that you can source? Using top notch research tools like Terapeakcan help you find what are the hot products to list and sell right now on eBay. When you research what to sell, you want to think like a buyer.
Once you discover a niche or line of products you want to sell, the next step is to source these hot products.
You can source products in thrift stores, consignment shops, auction houses and the sale racks at retail stores and wholesalers. A reputable wholesale liquidation seller like BULQcan be a great source for desirable merchandise. BULQ offers sellers wholesale prices on inventory by the pallet and case.
You have your inventory. Now you’re ready to list. Think about this.
What is your listing title about?
A good listing title is about helping your buyer find your product in search. Successful sellers know that selecting good title keywords includes researching and putting into place the words that buyers use when shopping for that item. Think like a buyer. Look at the item you are listing. What words or phrase would you use if you were shopping for that item? Be sure and include them in the title and or item description. My YouTube video will show you how to use eBay search to select keywords buyers use when shopping.
The photographs you take and upload to your listing are all about the buyer.
Listing photographs need to clearly showcase your item. This allows shoppers to clearly assess your product. Look at your product. What angles and views will help the buyer select your item? Is there a flaw or distinctive mark you want to show them. Your shopper cannot hold your item. Your pictures do that. Think like a buyer.
Next, you will need to fill in the item specifics. Accurate and complete information here gives the eBay and internet search engines structured data they need to display your items to the right buyer.
Now you’re onto the item description. Clearly detail your item in a few sentences. Include information on the brand, UPC, manufacturer’s number or part, color, condition and use for your product. Include size and measurements. Be simple, be clear, and be complete. Think like a buyer.
If you were shopping for this product, what information would you need in making the purchase. Include all of that in your description.
Fill in your payment information and list!
Once listed, take the time to push your products out in social media. Posting effectively on a Facebook Business page can help your products get found by search engines and shoppers. It’s all about the buyer! The Ultimate Guide To A Facebook Business Page For Sellers Mini Coursewill equip you to optimize your Facebook Business page to welcome buyers. I’ll show you how to think like a buyer on Facebook. Get instant access to Facebook sales power HERE.
Keeping your eye clearly on your buyer, keeps your online business successful. Forget your buyer and you will see your business lose it’s purpose and profitability.
Sellers come to me daily and ask , “Kathy how can I sell my products faster?”
A huge part of writing a listing that will sell on eBay is chosing the best selling format!
On Amazon, Etsy and other sites there is only 1 selling format used and that is fixed price. eBay offers it sellers a variety of selling options.
eBay sellers can chose to sell items in auctions or at a fixed price which is a Buy It Now. When using fixed price, sellers have the added option of offering buyers a listing on a Best Offer basis. Using Best Offer sellers get to engage with their buyers. Online merchants spends hundreds of millions of dollars on social media to get engagement or interaction with shoppers. This sought after engagement can lead to sales. Using eBay’s Bulk Edit Tool Best Offer can be added to listings for many sellers in less than 5 minutes. You do NOT need an eBay store to use Best Offer.
eBay offers this potential to interaction with shoppers for FREE.
Sellers will say to me, “Kathy I use Best Offer, but all I get is low ball offers.” First, we all have different businesses. You might be in a situation where Best Offer does not work for you. It’s good to try Best Offer. You will need to tweak it a bit to find the mix that works for you. While writing this, I had 2 Best Offers come in, and when countered 1 ended in a sale!
This is what I do to increase my sales on eBay with Best Offer.
When I list, I price the item 20-30% higher than I’m willing to accept. This gives me wiggle room. Next, I set auto accept on my Best Offer listing. This saves me time and gets me sales. With auto accept established, if a buyer makes an offer on an item that is an amount I indicated I’d accept, eBay takes the Best Offer for me! The sale is executed immediately. I do not set up the Best Offer auto decline feature. If you use auto decline that means a potential buyer gets a decline notice immediately if they make an offer lower than what you’ve indicated you’ll consider. For most buyers that will send them looking to buy with someone else. A potential sale for you just got away.
When I get a low offer I professionally and politely counter with a price I am willing to take.
I let the buyer know if the offer I send them includes free US shipping. 2/3 of my buyers will counter with a higher price. Many result in sales. There are others that will not raise their offer and they move on to shop elsewhere. By countering and messaging with the buyer, I have increased my contact with my potential customer and have greatly increased my opportunity to get a sale. Many folks like to save a few dollars. Best Offer lets shoppers save with you, and you get a sale. Auto decline loses you sales.
Sometimes when I counter a low offer I lose the sale. I will think a day or 2 later, that I should have accepted the buyers offer and by not doing so I lost money.
This is my Ninja Best Offer Tip.
I will search my eBay messages and find the message with the Best Offer. I will note the seller’s eBay ID. I then contact the buyer through eBay using eBay advanced search to find the buyer. I will politely message them saying “Hi, if your still interested in item #, just make a Best Offer of X $ and I’m glad to accept.” At least 1/2 of my lost sales will turn in a sale!
A final bonus of selling using eBay’s Best Offer is that many, many buyers won’t send an offer, they’ll just buy at your full asking price!
Price your items with wiggle room. if you need to raise your prices to use Best Offer , you can do that with eBay’s Bulk Edit Tool. Don’t use the auto decline feature, losing the opportunity to haggle with shoppers. Do set Auto Accept to free up your time and gain sales.
Best Offer sets you and eBay apart from many other selling platforms. Enjoy engaging with customers and getting more sales! After all, all sellers love the sound of Cha Ching!
Do you ever struggle wondering, “Where are my eBay sales?” This can happen to any online seller, not just eBay sellers. You may wonder where are my Etsy, Amazon or my website sales?
You pop into Facebook seller groups and it seems everyone but you is scoring sales. So what is a seller to do?
First thing to do is breathe.
There is an ebb and flow to eCommerce and retail sales.
Ever walk into a retail store and no one is shopping but you? Then 10 minutes later there are 20 shoppers surrounding you! You just witnessed the ebb and flow to retail sales.
If it’s not a temporary lull but a downward spiral of days with no sales, then it’s time to take action.
The next step is research is make sure that you are selling products that people want.
Sellers will come to and say ” Kathy I don’t have any sales.” I will look at their listings and check sales for the brands and types of items they are selling. I will discover that a large portion of their listings are items that show no sales on eBay for weeks. If shoppers are not looking to buy what you have, it’s not about doing or not doing social media, it’s about listing products that are in demand.
I will ask the seller why XX product is listed. I get a variety of answers. The answers range from “I’m cleaning out my closet, to ” it was only one dollar at the thrift store.”
It is far wiser to spend $30 on an item that sells for $100, than to spend $1 several times over on inventory that doesn’t sell.
Research is key. When you’re shopping check solds on your smart phone with eBay‘s advanced search or a professional research tool like Terapeak.
Let’s say your item IS in demand BUT you have a lot of competition. To do well in eBay search you’ll want to gain and maintain Top Rated Seller status on eBay. A good handling time of 1 day or less will help your listings, as will a 30 day or better return policy. Ship your inventory internationally through eBay‘s Global Shipping Program, or ship internationally yourself. Add to this check list, an optimized listing title, 4 or more pictures, filled in item specifics and a clear and concise description. My hit guide, Secret To eBay Search For Sellers will walk you line by through your eBay listing to make sure you’re optimized for every nuance of eBay search.
Now here comes the icing on the cake. If you have more than 1 of the item that you’re selling, use eBay’s paid Promoted Listing program available only to eBay store owners. Not only does it help to get your item sold, it will increase traffic to your listings. Learn more about Promoted Listings in my blog post The Secret To Boosting Sales On eBay.
So, when sales are slow after taking a deep breath, successful sellers take action and they R.E.A.P. R is review. Review prices. E is evaluate. Is your listing optimized for search? A is alter. Make necessary changes to to your listings and inventory to be optimized and positioned to sell. P is promote. Use Promoted Listings, eBay collections and social media to stand out and get found in eBay and Google search by potential shoppers.
Almost daily I am approached by sellers asking me ” Kathy how do I start selling online full time?”
My answer is “Have a plan for success”.
There are people that are super successful that seem to grow their business by somehow being in the right place at the right time. They may prosper for a while, but eventually they will face a hard lesson in numbers. If they side step learning and knowing their numbers they will fail. Most sellers businesses will stop growing without a plan, grow haphazardly or die. If you are looking to be a full time seller then look to increase your profits in a professional business like way. Here are 5 proven steps to move your business to the next level.
#1- Do the Math
Let’s say you want to increase your eBay business by $1000.00 gross revenue a month. That may seem like a lot. Do the math. Most months have 30 days. So that would be an increase of roughly $33.33 a day. Can you do that?
That brings us to your next step.
#2- Make A Plan
If your goal is to increase your eBay sales by $33.33 a day how do you do that? Do you need to increase your inventory? Do you increase your sell through rate? Most likely it will be both.
Join Facebook groups and get tips from seasoned online sellers. eBay Basics Nothing But Selling Basics has thousands of eBay sellers helping each other plan and grow their business.
#3 Increase Your Inventory
The rule of thumb on increasing sales is that if you want to grow your sales by 20%, you increase your inventory by 20% etc. If you plan to increase sales by 20%, do you have inventory on hand that is unlisted that you can list to accomplish this? If you don’t, where can you access inventory? Does your inventory come from thrift stores, yard sales, consignment shops, auctions, retail stores, wholesalers, liquidators or drop shippers? You may need to have several sources of inventory to expand your business successfully.
#4 Execution Is Key
Many sellers write plans, dream plans, talk about plans but they don’t DO them. Look at your end goal. Then break down the journey to accomplish your goal into doable steps. You may want an accountability partner or seller buddy to encourage you and check on your progress. If and when you hit bumps along the way, don’t give up. Focus, re group and get back to work!
#5 Celebrate!
You’ve take all the essential steps to reach your goal! Good for you. Plan a celebration and treat yourself royally. Would you like a nice manicure-pedicure, or a special dinner out? It’s important to take the time to soak in your achievement. You’ve worked very hard. Take time and relish your accomplishment. Thank those that helped you on your journey.
Soon enough it’s time to set the next goal and start the process all over again!
Plan and then take that essential first step and then the next. You’re on your way to another success!
Holiday shoppers are rushing into retail stores and jumping online to get the gifts they need right now!
Use my 3 hot Holiday sales tips to attract eager customers your way and score sales NOW!
Are you ready?
#1 Hot Holiday Sales Tip – Offer Free Or Paid Expedited Shipping!
Whether you’re selling on Amazon, Etsy, eBay and/or your own website, don’t miss out on crucial Holiday revenue by neglecting to offer expedited shipping.
Why not offer the upgrade in shipping service free for your higher price items and wow your customers?
For lower price items with a few simple clicks of the mouse you can include a paid shipping service upgrade for shoppers that want their items fast. Many sellers neglect to offer shipping upgrades and lose sales to other vendors. Snag extra Holiday sales by offering your shoppers a choice of shipping services. My video shows you how to quickly add shipping choices on eBay. The process is very similar on Etsy.
#2 Hot Holiday Sales Tip – Check Your Prices!
Focus on the items you have chosen as your top Holiday gift items. Regularly check the price(s) of your item(s).
Check Prices On The Web!
Be sure and also monitor relevant prices on the worldwide web.
There are times when pricing a product $1 less can get you the shoppers you’re looking for. Don’t lose crucial Holiday shoppers because you’re not checking prices across multiple platforms on the web. Shoppers know how to use Google search to locate and buy from the seller offering the best value.
#3 Hot Holiday Sales Tip – Keep Sourcing And Listing Holiday Products!
Keep an eye on brick and mortar retail stores when you’re out and about.
Many Big Box retailers are slashing prices deeper and deeper as Christmas and Hanukkah approach.
Be alert to grab great inventory you can list quickly and score sales now and into 2017!
#4 BONUS Holiday Sales Tip – Maximize Your Facebook Business Page To Gain Shoppers!
Facebook continues to be a top resource for sellers who want to quickly and effectively promote their inventory. Don’t miss sales by not fully optimizing your Facebook Business page.
The Ultimate Guide To A Facebook Business Page For Sellers!
Offering shipping upgrades, monitoring prices all across the web and continuing to source hot inventory will get you the Holiday sales you want NOW sellers!
Some online sellers are rocking it. Some sellers are in panic mode as sales are not as anticipated.
If you’re killing it, good for you! Whatever you’re doing is working. Continue on.
If your sales are slow, now is the time to regroup and quickly.
There are several good weeks of Holiday shopping left. Now is the time to dig in!
Pull the top 5 products you think should be selling. Go online now and check prices. If you sell on eBay , Terapeakis a professional pricing tool that will quickly give you the numbers you need. Often an adjustment of a dollar or can kick start your sales!
Once you’ve checked prices, take the time to closely scrutinize your selected listings.
Scrutinize Your Listings!
Look very carefully at your title, pictures, item specifics and your description. You need to maximize every inch of your eBay listing to get the best search results possible. Good search results can get you more sales. My proven guide The Secret To eBay Search For Sellers walks you through every inch of your eBay listing.
In The Secret To eBay Search you’ll find the ins and out of every part of your eBay listing. The vital information is accurate and up to date with verified data and insights.
eBay search has changed a great deal in the past few years. A practice that was cutting edge even a year ago is not the wisest choice now. I explain what works on eBay NOW and I explain why.
Asses your sales now. If your strategies are working, continue on! If they are not, do a careful assessment of your listings and sales strategies. It’s time to pivot and retarget now to gain Holiday sales momentum.
The Secret To eBay Searchgives you the professional tools you need to optimize your eBay listings NOW for a great Holiday sales season.
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