Nine extra ways to sell easily and gain more profit.
1. Selling to old customers and their friends: if satisfied,
experience shows that past customers are more likely to buy
again more than anyone else, so never forget them. If a
customer has purchased a TV, they are very likely to want a
Video or other home appliance. Having purchased from a
classified advert before, and being satisfied, are likely to
purchase again, especially if they can enjoy a discount.
You may wish to contact your past customers say every 2-3
months telling them about your latest offers, contacting them
either by post or telephone, details of which you will have on
them from your invoices. Another good way is to issue a
small certificate, printed or photocopied, giving them a
Privilaged Customer Discount of say 10%
Always ask your past customers to recommend you to their
friends - it costs nothing to ask them, but better still give
them a supply of discount vouchers to use either for
themselvs or to give out to their friends. Do this when they
purchase from you. The Discount offered can be made up for
by achieving extra sales that otherwise would not have come
your way.
2. Window cards and posters: inexpensive way to advertise -
a postcard or small poster in shop windows such as
newsagents and corner shops. Potential customers may
forget your details, so to be effective, ensure your card or
poster is visible in say 20 or 30 places in an area.
3.Leaflets: The main thing to remember with leaflet drops is
that they are much more effective the larger the drop
because the printing cost drops in comparison to the greater
number ordered.
Do make sure you have enough stock to service increased
demand. Remember, with a leaflet drop, a 3% response over
a few weeks would be considered good, therefore 5,000
leaflets would give 150 maximum response, whilst 20,000
would give around 600 maximum response.
Look for the best printing prices, but remember, is a tatty or
badly copied leaflet likely to persuade you to part with
perhapes $200+? Be careful to maintain a printing standard
that reflects well on your company.
To distribute the leaflets you can either do it yourself if you
like plenty of exercise (and we mean plenty), or have
othersdo it for you, sharing the 'drop' with several other
leaflets. Better to pay someone else and concentrate on the
selling.
4. Direct Mail: ideal for selling to old customers and to
business customers. The mailing shot should be direct but
interesting and should make the reader want to respond i.e.
special prices or discounts.
For your mailing list use records of your past customers i.e.
always ask for a name and address when making out a
customer invoice. Use Yellow Pages to draw up a list of
business customers; small business and self employed are
your best bet because larger companies tend to lease their
goods.
5. Car boot sales: select a local car boot sale and go along a
week before to check out the situation. Prices tend to be very
low so sell only second hand, at no more than $60, as this will
attract impulse buyers, but if above this price, it becomes
more difficult to strike a deal. Remember there will no
electrical supply to demonstrate goods.
6. Garage sales: If you live in a large town or city and have a
garage, place your stock in the garage, price it and invite
people in. Publicise the event by using classified adverts in
your local press. You will not be able to hold these one day
sales on a regular basis due to planning laws, but there is
nothing to stop you with occasional sales.
Do remember that the disadvantage of garage sales is that
low prices are expected, therefore sell used goods rather
than new.
7. One day sales: Once you have accumulated enough stock,
think about renting a room in the town hall or banqueting suite
of a hotel. Set up your goods and invite the public in. The
advantage is that in this situation you can plug in and
demonstrate your goods. Offering a delivery service,
perhapes for a few dollars may well help sales.
Once again use classified adverts in the local press to inform
the public, while at the same time depending on the position
of the venue you should get plenty of passing trade. Although
you can make a good profit from these sales, holding them
on a regular basis, every month or quarter, helps the public
get to know about you and where to come when they want to
buy.
8. Auctions: Although prices are not as high as retail prices,
with care, there is still a profit to be made: buy your stock
one day and sell the next multiplying your cash very quickly.
Goods bought at keen trade prices are frequently cheaper
than what can be achieved at a Household Effects auction.
Do take into account auctioneers entry fees for items to be
sold, plus any sellers commission.
Ask a local firm of auctioneers about organising an auction
for you once you have enough stock. The profits are relatively
low but give a quick turn - round of profits.
Developing a network of agents: self employed people in
your area or region who will sell your goods for you on a
commission basis. Provide them with a supply of basic stock,
for which you will hold a deposit from them based on the
trade value.
The commission should be no more than 50% of the actual
profit (not of the selling price). They will be responsible for
the advertising and marketing costs. Ensure to draw up a
basic agreement with them.
Perhapes keeping the local area for yourself, advertise for
agents in other areas you wish to expand into. Interview them
and advise them on how to sell the goods.
Although your profits will be halved, you will achieve far
greater sales which otherwise would have not come your way.
Once set up, your agents will help you achieve these greater
sales into the forseable future.
