Why isn't it selling? Thoughts on how to make your inventory move out faster www.foundandforgednw.com Found and Forged NW thrifting, beautifying and entrepreneurship in the beautiful Pacific Northwest

Why isn’t it selling?

September 24, 2015

As much as I love the business of treasure-hunting for profit, I find discouragement can set in quickly when I have a down month (heck, a down week).  My spirit’s dampen when I go in to fluff the space and I can’t see a visible change in scenery. Wa wa.  Usually what’s most frustrating about it, is that I can’t pinpoint the reason behind why an item won’t sell.  There are lots of reasons I can think of, but I still feel helpless as to what I can physically do to get things a movin’ and a shakin’.

Not that these are the “be all end all” strategies to creating a sales environment, but why not try everything and anything you can to make money start to flow into your space?

1.  Lower the price

Kind of a no-brainer, but some never do.  Make it a significant enough cut that the potential buyer can’t say no.  Use red ink to slash the old price and then write the sale price bold and large.

2. Reposition

Honestly, sometimes I will simply move a piece of furniture or vignette to a new location in the space.  Take an item placed high and move to eye level.  Uncover a table and let the customer see more of the tabletop.  Move a lamp from the back of space into the front-most corner.  When customers see items from a different viewpoint, they are able to see and think about it differently.

3. Trade out

This one is tough for me.  I won’t give up on a piece until it sells.  I only bring an item back into my tiny garage when I am VERY desperate and it’s been 4+ months.  Not the most effective approach from what I hear, but I get attached.  I saw something in them to begin with and can’t let go of the notion that someone else will see the potential too!

What I fail to remember at times is that just because something isn’t selling in one season doesn’t mean it can’t make a comeback later!  Take the piece home, store it away and bring it back when the season rolls around again…it will be like seeing it with fresh eyes- for you and your patrons!

4. Clump up

I find I sell more “smalls” (small $5-$15 items) when they are clustered and displayed together.  I know there is some scientific proof about this retail concept, but I can’t seem to recall the source right now:/  All I know is that when I have all of my vintage books displayed together on a bookshelf, they move.  I group my white glass vases together and people buy more than one.  Multiple stacked crates trigger the impulse to select one.  Vintage prints in a neatly arranged pile make one want to dig for a treasure.

Lastly, the goal is turn-over.  We all hope to sell the $400+ armoire each month, but the constant flow of inventory in and out of your space is where the magic actually happens.  You want a mix of impulse and big-ticket sales, absolutely.  But I would argue, more than that, you want fresh inventory and a steady inflow of cash.  Avoid staleness.

Try these tricks out!  Let me know if you see a difference!  Any other suggestions to move your items?

xo Jordan

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