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Selling Your Wares
Ideas on How and where to Sell.

ways your can selli your ware to clients

If you have an established product, one that requires your to send bulk material such as Water Purifiers, Books or other solid goods through the mail, than you may want to consider multiple venues for promoting your products.

While selling across the web is the obvious choice for the modern retailer or wholesaler, there are more than One Billion people alive today with out web or net access, many can not even turn on a computer at first site much less surf the web.

For them, selling through news paper classifeds, news letters, book and product catalogs as well as other forms of mail order marketing such as 1 inch ads in ad sheets, many of which have wide readerships.

Here are a few tips for selling Offline.

Start with asking yourself, who is your client base, who is interested in your product. depending on the product the answer may be easy, if you are selling orthopedic stocking worn by old women, than your market is old women aged 60 to 80 and there are catalogs that market to the elderly, such as Selling a product through a catalog is one sure way of getting customers.

An average mailing by a small, one person mail order company is generally about a thousand pieces, and many such operators rarely mail more than a hundred pieces per week. If you know your conversion statistics, you know that the order return on mailings is about 1% to 2% when using a rented list of names, up to 5% or more when mailing to your own customer list.

Using those figures, the response rate would be about 2 orders from a mailing of 100 when using a cold list, and about 5 to 10 orders when mailing to your own customer list for each 100 pieces mailed.

Contrast this to a major catalog mailing house such as Miles Kimball, Hanover House, Lillian Vernon, Johnson-Smith or L.L. Bean, each of whom might consider a mailing of six million pieces a month or every few months. Keep in mind that these are catalog merchandisers - mass mailers, not manufacturers. Not publishers. Mailers!

They BUY what they sell from somebody. It could be from you!

WHAT ARE THEY LOOKING FOR?

Catalog houses are owned and operated by extremely sharp people and they are highly selective in the products they choose for inclusion in their catalogs, so to even be considered, your product must pass some pretty rigid tests:

1. Since some catalog companies specialize in a certain type of merchandise, they will choose only what they think their customers will buy.

2. Virtually all of them will want to test-market a product (possibly only a hundred or so) before making a complete catalog mailing. If the test shows promise, they will purchase a large quantity (1,000 to 5,000 or more) for their roll-out mailings... and continue to purchase such quantities as long as the product continues to sell.

3. Catalog mailers want to deal as close to the original source as possible, such as inventor, the patent owner, copyright holder, manufacturer or publisher. The reason for this is simply that these are people who can offer them the largest discount on quantity purchases. If you are merely one of many dealers who had to purchase the product from a wholesaler who purchased from a distributor, who purchased the product from the manufacturer, you would not be in a position to offer the lowest price to the catalog company.

4. The item in question should be new and unique, not something that's been around for years. Naturally, it should be a good mail order item.

HOW YOU CAN QUALIFY FOR ACCEPTANCE

First and foremost, you must look and act the part of an established, professionally operated business. This means you must have printed stationery with a company name that coincides with the products you are offering, and all correspondence must be typewritten.

If that seems trite and elementary, you would be surprised to see how many companies receive scribbled hand written notes on ruled paper with wording such as "I would like you to include my product in your catalog." Sorry, it just doesn't work like that.

Even if you are not the actual inventor or manufacturer of the product you are selling, you can qualify to have it included in a large mailers' catalog where everyone can profit from it. Imports are very popular catalog sellers, for instance, so if you locate a new item from overseas, you can arrange to become the U.S. distributor. Yes, it means a sizeable investment for stocking inventory, but if you have faith in what you plan to sell, it should be worth investing in.

Before offering it to any catalog mailer, however, it would be in your best interest to test-market the item yourself. You certainly don't want to offer a "loser" to a major catalog mailer. You'll want to be sure this is something that will sell, so everybody is happy with the deal. Perhaps even more importantly, it will bond your relationship with the catalog companies and they will be eager to do business with you the next time you come up with a new product.

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