Making More Music Product Sales
Jeffrey P. Fisher
Sure, you sell your music CDs and related merchandise on-line,
but have you given much thought to selling your wares in person?
Whether you exhibit at trade shows, sell back of the room
at gigs, or some other situation that puts you face-to-face
with the buyer, follow these steps to generate more sales.
* Set up where you are easily seen and accessible. Don't
hide in dark corners, behind obstructions, or be difficult
to find and get to. High traffic = more prospects = more money!
* Find a table with sufficient room to both display what
you sell and so you can accomplish other tasks. Six to eight
feet is sufficient while a folding card table is not. You
need space to sign autographs, complete receipts, and so forth.
* Invest in a large tablecloth that's big enough to cover
an eight foot table and any displays you bring (see below).
If you have specific images, recognizable logo, even a color
scheme for your company or musical act, put it on this cloth.
* Try to display your products at eye level. Don't leave
your CDs flat or stacked on a table. One simple solution is
to slip some stackable plastic crates under the table cloth.
Display CDs face out. Wear the T-shirts you sell. Plaster
stickers and other swag all around the area. In short, set
up a solid retail display. Hurting for direction? Go to the
mall or the grocery store and see how big companies put together
* To grab attention, put up photos and posters on a wall
behind the table. A small easel is ideal for larger CD cover
art (enlarge it at Kinko's) and price lists, too.
* Two-ply, carbon-less receipt books are just right for transactions.
Fill it out fast, give a copy to the buyer, and keep the other
for your records. Reconcile the receipts to the cash you brought
* Sell your stuff in $10, $15, and $20 increments (easy to
make change). Try to upgrade every buyer to the next monetary
* Get into salesperson mode. Stand behind or near the table.
No sitting. Greet everybody. Ask how you can help. Answer
any questions, they might have. Sell!
* Prepare business cards and order forms to hand out to those
who aren't buying now. Have extra copies of postcards, newsletters,
or other promotional items that you use on hand. Never wait
for people to grab them. Instead start handing them out as
people move by.
* Do I need to mention that you should have a Web site selling
your stuff? Put the Web URL on everything! Tell people to
place orders on- line if they're not buying today.
* Consider creating a sample CD with a few (2-3) cuts of
your music and use it as a promotion. Label these CDs with
your full contact information. Give them away and encourage
people to listen AND pass them on to other people they know.
Burn these CDs at home, add sticky labels, and put them in
paper envelopes to keep costs down. Distribute these CDs to
everybody. Give them to the skeptics and encourage them to
buy the full CD later, if they like what they hear. Get creative!
* Have a mailing list sign up area with blank address forms
(e-mail and postal) and a box for people to drop them into.
Give something free away -- sticker, magnet -- when people
* Take along some Sharpies for autographing CDs, photos,
and other products that you sell.
* This tip's just for musical acts. Hold a simple contest
and give the winner a free CD or T-shirt just before a set
break. Escort the winner to the sales area (everybody who
wants to talk with you will follow) at the break. Once at
the sales area, award the prize, and start selling.
Jeffrey's latest book, "MONEYMAKING MUSIC," is
jam-packed with proven techniques for moving past a mediocre
music career into a thriving, exciting, and moneymaking music
business. The valuable resource shows how to make, keep, protect,
and grow your music success fortune. Grab your copy today
Also, you should subscribe to Jeffrey's FREE "Moneymaking
Music Tip of the Week" by sending an e-mail to firstname.lastname@example.org.