Pricing Your Products

In our scramble to find a way to offer the lowest prices on the Internet, we often overlook the basic steps that we should be taking BEFORE we even offer a product for sale.

We also overlook something even more important: you don’t HAVE to have the lowest price in order to make great sales. Following are some things I do before and after determining my bottom line. I sell by having products drop-shipped for my sites, which works VERY well, but these steps should be covered no matter your distribution method.

Should you be selling this item now?

Snowboards don’t sell well in the summertime. You may have a hard time moving a pair of roller blades in January. Don’t waste your time and your site space marketing products out of season. Ask your supplier for a little historical information regarding the best time to sell their products. Believe me, to everything, there IS a season. They have the figures. If they don’t want to share this info with you, find another supplier.

Identify your costs

Profit isn’t just the difference between wholesale and retail. You have other costs to consider. Think about every penny you spend in order to get that product to the customer’s door, and plan accordingly. For example, your merchant account probably costs you about 2.2% plus 30 cents per transaction. On an item you’ll sell for $20, that’s 74 cents. Don’t forget that calculation when pricing the item. Are you warehousing the item? How much is that space costing you per item per month? Did you spend money stocking up on shipping materials? How much per unit? What about advertising? Monthly hosting costs? You may need to project some estimated sales in order to arrive at some of these figures.

This may seem very complicated, but it’s really not. Just take the figures one at a time, and you’ll arrive at a wholesale cost plus an amount that, when added together, becomes your initial ESTIMATE of “cost of goods sold”. Identifying all your costs is critical if you want to price your products properly.

Check out the competition

Search on the item you plan to sell. Check out the competitors’ prices. But DON’T get caught up trying to beat the wrong competitor. You need to stay within your “venue”.

My stores are built in Yahoo Shopping (http://store.yahoo.com). 90% of my traffic comes from there. When I seek out my competitors, I look for other businesses like mine ONLY in Yahoo Shopping. Then I compare.

If I’m thinking about selling a product, and I get 1,500 hits in 400 stores on that item in Yahoo Shopping, forget it. If I get a hundred hits in 20 to 40 stores, I’ll look into it further.

So check out the competition, narrow down your product list, make a note of the five lowest prices you find, and then ask yourself another question:

Is anybody going to buy this thing?

This doesn’t have much to do with pricing, but it should be said.

When considering products, there’s unique, and then there’s too unique. Yak Cheese may sound like something that nobody else has for sale on the ‘Net. There’s a reason for that. If you sell more than 3 boxes a year, I’ll EAT some.

Unique is Rain Barrels made in Maine. It’s Exotic Cheeses imported from Italy. Silk Parisian Lingerie. Things you don’t see every day, but would be proud to give as a gift.

Then there’s “common”. Everybody and their grandmothers are selling Alabaster Figurines on the Internet. Do they sell? Sure, in a limited fashion. Do you want to sell them? Not if you want to make any real money.

In my experience, unique products, like Rain Barrels and Parisian Lingerie, DO sell. So do Coleman Sleeping Bags, and Conair Hair Dryers. BRAND NAMES sell. Look at your potential product, and ask yourself honestly if YOU would buy it on the ‘Net.

Set your price

Take the five lowest prices you collected on a product in your list that has survived the above. Calculate your estimated cost, then subtract that from the lowest price. If you don’t see at LEAST 15% profit, don’t bother.

If you do, there are a couple of ways to proceed. You can undercut the lowest price in your “venue” by a bit, and hope to “kick off” the product and get yourself noticed. Chances are, though, that the following week you’ll find that someone has undercut YOUR price by just a bit. That becomes a losing game.

I generally set up a couple of “loss leaders”. These are desirable items (in my general product line) that I sell dirt cheap just to bring in customers. Then I price the rest of my products at the second or third lowest price in my venue. The customers come in for the loss leaders, and then I can market everything else to them via email. I spend a lot of time making my site look better and easier to navigate, and pay a great deal of attention to my customers.

That makes me more reputable in the eyes of the customer. You’ll find that people don’t mind paying just a little more if they feel comfortable in your store. They don’t like to worry that they’re buying from a “hack” who may not deliver. Nothing says “hack” like a cluttered, confusing storefront.

Follow up

After you’ve sold an item for a month or two, revise that “cost of goods sold”. Measuring past performance is just as important as setting the correct price to begin with. If sales drop, recheck your competition. If that’s not it, drop the product, or shelve it until the “season” comes back around. Don’t get sentimental about your products, and NEVER just let your store sit there in limbo once it starts to make money. This is a dynamic business; stay on top of it!

A last word (or three)

Retail pricing on the Internet is so fraught with permutations that it would be impossible to cover everything here, even if I KNEW everything. The steps above are just the basics of a process that works for me. Hopefully something here will strike a chord and work for you as well. Patience and persistence are the keys to a successful Internet business, so hang in there, and don’t quit the day job for at least a couple of weeks. ;o)

I hope this helps in your future marketing decisions.

Business Casual Outfits – 5 Business Casual Ideas That Work

Are finding business casual outfits causing you to tear your hair out in the morning? Do you stand in your closet, looking for business casual ideas?

Business casual is the merging of two types of attire – business dress and casual clothing. The challenge is that when people try to combine these styles, the clothing choices are almost limitless.

So how can you put together business casual outfits that make you look good? Here are 5 tips for success.

1. Don’t think that anything goes. The biggest mistake in creating a business casual wardrobe is to think that you can just throw on anything you like. That may work for a few days. But you’ll soon find that you are running out of things to wear.

2. Plan your wardrobe. You have to plan your business casual wardrobe in the same way you plan a business formal wardrobe. You have to think about your needs, your body shape and personality, and your work environment. Then you have to shop carefully to put together a wardrobe that won’t cause you grief every morning as you wonder what to wear.

3. Capsule Wardrobe: The best way to do this is to create a capsule wardrobe based on a neutral pallet of navy, grey or black. Put together a few basic such as a jacket and pants or skirt that fit you well. Now you are all set to add color and accessories to suit your work style. This way you always have something to wear, and you’ll know that all the parts of your outfits work well together.

4. Keep a separate wardrobe. Don’t mix your weekend wear with your business casual wear. You’ll end up wearing clothes that you wore to walk your dog or buy groceries on the weekend. Then if you don’t have time to clean and press them, you’ll look less than polished and professional at work.

5. Keep your outfits simple. Pair a crisp shirt or blouse, or a nice sweater, with pants or a skirt that fit you well, in a neutral color. Add some accessories, such as a good watch, classic necklace or earring for women, a good leather briefcase or handbag, and you’re set for the workplace.

Idea Businesses – Getting People to Pay For Your Ideas!

It never ceases to amaze me how much money people will pay for a good idea these days. The question is how you go about being the person who GETS paid for those good ideas. If you have an area of expertise, chances are that somebody needs it!

Think about what it is that you “specialize in”, and who would need those services. If you are great at managing inventory – say you used to manage a restaurant, you could conceivably market yourself as an inventory management consultant, and review sales figures in order to determine how much of a given product to order.

Sometimes, you can work backwards, and look for different branches of consulting-see if any of them apply to areas of knowledge which you possess. If not, feel free to create one. As long as it describes what you do, you’re fine. A word of caution – don’t be too specific, you don’t want people to think that what you offer, isn’t what they want!

You can also redesign your job title. One of my buddies from college was a graphic design artist one day, doing logos, and 2 weeks later he was an advertising consultant, doing complete media and marketing packages – but making over 3 times as much money!

All it takes is a little bit of ingenuity and a stack of business cards. With cards in hand, give them to everyone you know. The words “consultant” and “services” usually stand out.

Think about it – “graphic design artist” or “graphic consultant services.” For some reason, seeing those two words together prepares your potential clients for the added value – and cost to expect from you.

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