How to sell stuff online is both an art and a science. To be successful, you’ll need to pay attention to both. Crafting good product descriptions, taking nice pictures and being friendly is important. But what about the psychology of buying? What about the other factors that help a buyer decide to shop with you or not?
How to sell stuff online – the psychology of buying
Sellers easily forget a critical part of the online buying experience: making a purchase online is risky! That’s right. Someone paying a stranger for the promise of a reward is risky business. Taking that for granted is a mistake and it’s on YOU, the seller, to understand that your buyer needs to trust you implicitly.
There are lots of ways to build trust: get great reviews, high up-votes and thumbs-ups, testimonials, etc. But what about the actual place that you list your products? Does that factor in to someone’s buying decision?
The simple answer is YES, it DOES matter. Especially if you take selling seriously.
Think about it from the buyers perspective: if they find your product in a marketplace next to thousands of other products that have nothing to do with what you’re selling, will they have enough context to make a decision to purchase YOUR product?
Some might. Most won’t.
Here’s an example. You are selling a beautiful piece of fine art, let’s say a painting. You’re asking $1000. Your painting is listed next to a coffee mug that is selling for $5. You’re painting, as beautiful and rare as it is, loses context because it’s listed next to irrelevant, cheaper products. To the buyer, you’re $1000 price tag doesn’t make sense anymore. They pass you by and keep browsing.
This is similar to the Netflix paradox, where you have unlimited options but you still can’t find anything to watch.
Now let’s flip that around…
You list your painting next to other pieces of expensive fine art that you’re selling in YOUR OWN private marketplace. Now, everything that you’re selling KEEPS it’s context. Prices make sense because they’re grouped with other products that are priced similarly. Even if prices fluctuate, the fact that it’s YOUR stuff selling in YOUR OWN private marketplace helps shoppers treat your sale more like a cohesive storefront rather than a bazaar.
Selling in a private marketplace by itself builds more trust in the mind of shoppers.
Couple this with all of the other factors that we mentioned before – good ratings, positive feedback, etc. – and you have a recipe for MORE SALES. Sellers are maximizing their time and effort, and buyers are focused on a particular sale event and seller.
Relationship building, no matter how transient, is important to any buying and selling experience.
Figuring out and the right balance of privacy, autonomy and trust is going to be key in deciding which marketplace model will win in the long run. We sincerely believe that marketplaces like Facebook Marketplace are flawed in all of the ways described above. Their model is designed to make THEM more money, not YOU.
So what can I do?
Well, we’re biased – so obviously we’re going to advise you to start selling on Yardaroo. You can have a sale event, build your own local private marketplace and sell until everything is sold. Set up is easy, commissions are competitive and the shopping experience is fun and intuitive. Get started today for free and feel the difference between swimming in an ocean with other sellers and being the big fish in your own pond.
The overarching point is this: where you sell matters just as much as what you are selling. Find a platform that’s right for you. If you love Facebook Marketplace and finding success with it, stick with it. But, if your selling experience is coming up short and you want to try something different, Yardaroo is a great place to start and we’d love to have you on our platform.