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