Step 8:
One of the most interesting things I ever did as a seller on eBay was to try my own personalized brand of “upselling.” Once, someone bought a pair of shoes that didn’t fit. He asked to return them, and I quickly consented.
I looked in my inventory and found another, different pair of shoes that I thought he might like and that were in the size he wanted—and that were more expensive than the ones he was returning. Rather than having to return his money, I suggested a trade; I sent photos of the shoes I had available. I felt odd doing this because I was selling on my own rather than through eBay: For the first time I was doing direct person-to-person sales. When he accepted, I felt terrific. I was a real salesperson.
eBay millionaires do this sort of thing all the time. They cross-sell (they promote other product they have for sale even as someone is viewing another item for sale). They upsell—after a purchase is made, they say, “Would you like something more?” and offer similar, complementary items for sale.
Remember that you’re not just an eBay seller, you’re a real salesperson. You can approach your customers directly, after they make purchases from you, through a special mailing that you send out to announce new products or special sales. Cultivate your customers and induce them to return to you so they can purchase more. Loyal customers are the best resources you have as an e-commerce merchant.
One of the most interesting things I ever did as a seller on eBay was to try my own personalized brand of “upselling.” Once, someone bought a pair of shoes that didn’t fit. He asked to return them, and I quickly consented.
I looked in my inventory and found another, different pair of shoes that I thought he might like and that were in the size he wanted—and that were more expensive than the ones he was returning. Rather than having to return his money, I suggested a trade; I sent photos of the shoes I had available. I felt odd doing this because I was selling on my own rather than through eBay: For the first time I was doing direct person-to-person sales. When he accepted, I felt terrific. I was a real salesperson.
eBay millionaires do this sort of thing all the time. They cross-sell (they promote other product they have for sale even as someone is viewing another item for sale). They upsell—after a purchase is made, they say, “Would you like something more?” and offer similar, complementary items for sale.
Remember that you’re not just an eBay seller, you’re a real salesperson. You can approach your customers directly, after they make purchases from you, through a special mailing that you send out to announce new products or special sales. Cultivate your customers and induce them to return to you so they can purchase more. Loyal customers are the best resources you have as an e-commerce merchant.
