When selling used goods — I’m selling two surfboards in my yard at the moment — you need to get a conversation going with your prospects.
That means giving the prospective buyer a reason why you’re selling the item, some stories about how you got value out of it, and some information about the way the items will be used.
When you’re selling on eBay, these stories and info will show up either in the item description or in emails with prospects. You need to include all the necessary specs, but you also need the nuances. For example, the surfboards I’m selling have some cool stories that go with them. One is a 7-ft mini-gun (insider terminology) that’s seen waves in Mexico, San Francisco, and Newport Beach. It’s seen the inside of countless barrels and still rides like a dream. I’m selling it because I got a new epoxy board that costs about 200 times what I’m selling this one for. The other is an 8-ft 3-inch long board that’s been to all the Beach Boys’ Surfin’ USA breaks, like Zuma, Malibu, Doheny, Redondo Beach, San Onofre, etc.
People seem to like it when I talk about these stories and background. They begin to visualize the surfing dream and associate it with their future ownership of the boards.
My sign on the corner reads — “Rad Surfboards for Sale, [arrow pointing to my house] $50 each.”
I sold both of them to the same guy. He hung around a while to chat, and I think that was part of his attraction to the boards. He wanted to hear about surfing and share some of his stories. That’s the conversation — almost every trasaction needs one.
Start now and begin communicating with prospects. You’ll see sales increase and you might learn something from those you come into contact with. The guy who bought my boards told me that he’s been surfing a secret spot at one of the coves in Laguna Beach. I’m going to check it out. Maybe I’ll spend my newfound $100 on gasoline and breakfast and make a day of it.