One of the most important parts of salesmanship is the art of smelling what’s selling: Keeping alert to what your customers are responding to, and acting accordingly. Find out how a market-stall mindset can help you boost your sales now.
As a webstore plugged into a print on demand t-shirt supply chain, your Teemill store is a cutting edge piece of 21st century technology. The purpose of selling customers a product that they might be interested in is as old as civilisation itself.
The idea of smelling what’s selling would be understood by the steam age market trader as the app developer of today.
It’s about understanding your customer and changing things around to give them more of what they want, and less of what they don’t.
It’s through this process of observation and constant improvement that leads to steps forward in shaping the store, designs, marketing plans and leads to exponentially better results.
How to unlock improvements
On a market stall, it would be as simple as watching what customers go for, then next week returning with more of that product, bigger sign space for it and putting it in a more prominent position. The worst performers, no matter how loved, would be dropped.
Over time, this activity will shape the business, reduce the designs that don’t work, and perhaps inspire the introduction of products similar to or complimentary to the bestsellers.
Teemill used this same methodology. It’s why we focus on t-shirts and tops. I’m sure you might wish to have a greater range of products, but time shows that t-shirts are what the customer wants – we’re not here to grow a display, we’re here to grow a business.
The key actions in this process include use of your analytics, sort order, banners and marketing content – all made easier with amazing photography.
First off, bring your bestseller to the front. Use your analytics panel to identify it for sure. If you have data, even if you don’t think a product is your favourite, remember, it’s not about what you think – the customer is king and if it’s sold the most, it’s top.
Get that product and your great photography and description, then put it on your homepage banner, category banner and post this product regularly as a product feature or newsletter. Give it all of your premium space.
Next up, look at that product, and think about it. Why might it be so popular? Is it the photography and description? Or is it just a great design? Or both? Did you share this one more online? Or get a particularly good feature? Whatever the answer is, Do more of that.
Cutting duds loose
Next, lets look at the poor performers. Anything that just hasn’t sold, consider getting rid of it. The temptation is to keep loads of products ‘just in case’ but in reality you’re just watering down your moneymakers with mediocrity. Delete them, and move on.
Lastly, look back to the bestseller – and check out the design. Try and make some more designs that are similar in style, or theme. Not the same, but complimentary, and build a collection around it. Launch these products alongside.
Reviewing your actions, you’ve just boosted activity that creates sales and ended activity that wastes time. All you need to do is repeat, and in time you will have a successful business.