Independent Records
Independent Records
Independent Records
Independent Records

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Making More Music Product Sales
By 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 retail displays.

* 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 in.

* Sell your stuff in $10, $15, and $20 increments (easy to make change). Try to upgrade every buyer to the next monetary level.

* 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 sign up.

* 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 from

Also, you should subscribe to Jeffrey's FREE "Moneymaking Music Tip of the Week" by sending an e-mail to

Jeffrey P. Fisher is the author of "How to Make Money Scoring Soundtracks and Jingles", "Ruthless Self-Promotion in the Music Industry" and "Profiting From Your Music and Sound Project Studio". Get more information from or send e-mail to

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