| "Objection" is a term taken directly from sales and | | | | processors, like Nochex. It might just be that your |
| marketing training, and it is important you understand | | | | interested buyer only has a Nochex account.Opening |
| the significance of objections to your eBay sales | | | | accounts is free. Paying anyone via PayPal or Nochex |
| process.Objections are those points, sometimes small | | | | is also free - which is why so many auction bidders |
| issues, which make a bidder or a buyer think again | | | | and buyers use them.There are charges for you as a |
| about going for your offering.In your auction description | | | | seller, however, and these are incurred when you |
| you need to remove as many of these objections as | | | | receive money and/or when you transfer money from |
| you can.These are the kind of objections which your | | | | to your PayPal or Nochex accounts from/to your own |
| prospective buyers will have.Objection 1 | | | | bank account. Check out the respective fees via their |
| Is the seller trustworthy?The buyer usually doesn't | | | | web sites.In my experience, the rates of charges are |
| know you. If they're serious bidders they will check you | | | | reasonable for giving you the significant advantage of |
| out. How will they do this?a) A good Feedback Rating | | | | being able to accept credit/debit card payments on |
| will be one way they assess you. Be determined in | | | | your auctions.If you are selling low value items, say less |
| getting your feedback up, and making it all positive.b) | | | | than £3 ($6), it may be prudent to add a small |
| They might also click through to your About Me page. | | | | sum or percentage to the final sale value to cover |
| This page gives you the opportunity to convey your | | | | this.Speaking personally, I never ask the buyer to incur |
| personality and your honesty.One of eBay's standard | | | | additional charges for using PayPal or Nochex. By |
| About Me page formats lets you display your recent | | | | now, you should have realized why - it's called |
| feedbacks - always useful - and also your other | | | | removing an objection! I take the view that buyers |
| auctions, again useful. This is in addition to anything | | | | who wish to pay by credit/debit card should not be |
| about yourself which helps to show what a sincere | | | | discouraged in any way - and a surcharge of this |
| and genuine person you are.And finally, if you have a | | | | nature might just prevent them from bidding or buying.If |
| web site from which you sell products or services, you | | | | you don't have PayPal account and you'd like to |
| are allowed to place a direct link to it from the About | | | | create one, go here: |
| Me page. (This is in marked contrast to your auction | | | | you don't have Nochex account and you'd like to |
| description page, where eBay does not allow direct | | | | create one, go here: |
| links to web pages.) So, create an About Me page | | | | I mentioned, they're free to set up.Objection 3 |
| and incorporate the points mentioned.c) A prospective | | | | Is delivery expensive?Always fully describe your |
| bidder may wish to ask you a question. As you will | | | | delivery details within your auction description. Be up |
| know, there is a standard eBay facility whereby a | | | | front about shipping costs.If bidders or buyers aren't |
| bidder can ask a seller a question. You should really | | | | given this detail within the auction description, they may |
| welcome questions.Why do I say this?Well, if a bidder | | | | become suspicious that the seller is hiding something, |
| asks you a question, first of all you know they are | | | | and therefore decide not to bid.There is no reason |
| interested in your offering. They wouldn't have wasted | | | | why you cannot say up front how much P&P will be. |
| their time on typing out their question to you if they | | | | You can find out the real delivery costs of the |
| weren't. Also, by asking you a question they are | | | | company you plan to use. You can get these details |
| qualifying themselves in as a real prospect. And you | | | | from their website.Once you have the postal costs |
| now have the chance in your reply to directly influence | | | | you can add the appropriate handling and packaging |
| them. Depending on the nature of their enquiry, you | | | | costs, and there you have the figure to let your buyers |
| have the opportunity to convey your integrity, honesty, | | | | know in advance that you're not hiding anything.You |
| credibility, fair mindedness, helpfulness, expertise, | | | | have just removed another doubt in your prospective |
| knowledge, other appropriate products etc.So, if | | | | buyer's mind.Incidentally, there have also been |
| questions are such good things, why not make it easy | | | | occasions where sellers have sold items at what |
| for the bidder to ask one? Always have some text in | | | | appear to be cheap prices, but have inflated delivery |
| your auction description offering to answer any | | | | costs to compensate, or even over compensate. |
| questions, with a link to your email address. If you have | | | | Never do this!Objection 4 |
| a little knowledge of HTML coding you will know how | | | | What happens if the item arrives damaged?In your |
| easy this is to do. It is far better than simply relying on | | | | auction description you should cover your policy in |
| buyers finding the standard "Ask the seller a question" | | | | relation to damages and insurance.If you're selling |
| link provided by eBay.d) You might consider a | | | | higher value items you may wish to consider using a |
| moneyback guarantee, if it's appropriate and you can | | | | delivery service which includes insurance. Remember, |
| "afford" it.Why would you or should you do this?Well, | | | | even though the buyer has paid for it, the item is your |
| when you think about it, in online auctions, the buyer is | | | | property until it is accepted by the buyer. So if it is |
| normally asked to take all the risk. They usually pay | | | | damaged in transit, this is your responsibility. You will |
| the seller up front - before the item is delivered to | | | | have to arrange a replacement or a refund, and claim |
| them. The risk is all theirs that the seller doesn't | | | | your costs back via your insurance.Don't forget, if you |
| perform.To some buyers, particularly on higher value | | | | do need to have enhanced insurance cover, it is |
| items, this risk is so high that it can cause them to | | | | perfectly reasonable to include this is in your delivery |
| have second thoughts about bidding. You know you | | | | costs as shown in your auction description.Objection 5 |
| are trustworthy, but they don't. By offering a | | | | How professional is someone who has multiple |
| moneyback guarantee you are offering what is known | | | | spelling errors?You might consider it to be very |
| as "risk reversal". You are taking the risk off your | | | | unreasonable for any bidder to pass by your auction |
| buyer. In effect you shoulder the risk.I know this works, | | | | just because you have spelling errors.However, they |
| because I use it myself. In thousands of auctions I've | | | | may believe someone who won't take the trouble to |
| run, I can count on one hand the number of people | | | | get their spelling correct might be equally |
| who have invoked my moneyback guarantee.If you | | | | unprofessional elsewhere.You and I might feel their |
| can practice "risk reversal", it will help your auction | | | | stance to be unreasonable. With spell checkers |
| success rate, and it is vital on Dutch auctions.Objection | | | | available, however, there's no reason to have any |
| 2 | | | | spelling errors creeping through on your auction |
| How do I pay?Always maximize the number of | | | | page.So, spell check your auction description page - |
| payment options you will accept.You should provide | | | | please.Objection 6 |
| different types of payment options for your | | | | What do I do now?It's all very well describing your |
| buyers:PayPal | | | | auction in full detail, but you should always "ask for the |
| Nochex | | | | order". Tell them what to do now. In other words, don't |
| Check | | | | forget to suggest to your prospective buyer that they |
| Postal Order | | | | make a bid today for this valuable, rare, stunning, limited |
| Banker's Draft | | | | edition item!And remind them that when they win the |
| Bank Transfer | | | | item they will be enriched by the strongest benefit you |
| CashYou can accept credit/debit cards on your | | | | have already identified to them in your auction |
| auctions if you open accounts with relevant payment | | | | description.Objections - SummaryDon't leave these |
| processors like PayPal and Nochex. These enable | | | | points hanging in your auction for the bidder to ponder |
| buyers to pay you with a credit/debit card even | | | | and make assumptions.If you spend time removing |
| though you aren't a business, and you don't have what | | | | these objections, you will be repaid handsomely. I can |
| is known as a Merchant Account.As you probably | | | | guarantee you will receive more genuine bids on your |
| know, PayPal is owned by eBay. Therefore eBay | | | | eBay auctions.Brian McGregor is an eBay and internet |
| make it really easy for you to take PayPal payments | | | | entrepreneur. He recently created the 'eBay Master |
| from your buyers. But don't forget other payment | | | | Class' for eBay sellers. |