Tag: Selling Techniques

Why cross selling is so important – and how so many eBay sellers are getting it wrong.

According to Marketing Metrics, the probability of selling to an existing customer is 60 – 70%. The probability of selling to a new prospect is 5-20%. When a customer is making a purchase, they are already in the mind set to buy.  It is the best time to sell them other products. Increasing average sale this way is what successful online entrepreneurs often refer to as “making all the profits on the back-end.” In 2006, Amazon reported that cross-selling and upselling contributed as much as 35% of their revenue. Both techniques are important to customer experience and maximising sales. The difference between cross selling and up selling      Which is right for your business? There is no reason not… Read more »

How presentation affects value perception – and how to use it to increase your sales.

Burger with meat and French fries in serving basket on dark background

Don’t judge a book by its cover. The perfect example of good advice none of us can take. The burger above looks like it would cost more than the average fast food burger served in a polystyrene box. Being wrapped in brown paper and served on a chopping block, the basket for the fries, the slate table. It is all very artisnal looking. None of these elements affect the taste or quality of the burger itself, but they absolutely affect our perception of its value. “There is no truth. There is only perception.” – Gustave Flaubert. When you eat at a Mcdonald’s you are expecting food that is fast, but without any real care put into it. When you eat… Read more »

What is eBay Best Match?

Best Match is the process by which eBay sort search results, and the higher your listings appear in Best Match the more likely it is that a buyer will make a purchase from you. It’s important to realise that auctions and fixed price listings are sorted differently. In general auctions are still sorted by time ending soonest, but are then combined with fixed price listings to produce the final sort order (often alternately auction, fixed price, auction, fixed price, but if there are more of one type of listing than the other the frequency may vary). eBay’s initial sort order for fixed price items is according to “Best Value” or “Popularity”. eBay consider the measure of Best Value to be… Read more »