Inside Success Stories—and Proven Money-Making Tips—from eBay’s Greatest Sellers by Greg Holden You’ll have to look at some of my other books for step-by-step instructions on how to perform a specific task, or screen shots that illustrate how to conduct a transaction, for instance. In general, the chapters move from getting started with an eBay business to more advanced topics like using productivity software and blending an eBay Store with an e-commerce web site or a brick-and-mortar store. Chapter 1, “From Penniless to PowerSeller: Carve Out a Niche,” describes how two sellers found a competitive edge by selling what they know and love already. It suggests ways to find a sales niche of your own and how to present your sales in a professional way. Chapter 2, “Establishing Your Identity: Your Mission and Your Web Presence,” explores an important component of running any type of online business, whether on eBay or off: your state of mind. I discovered from talking to PowerSellers (especially those involved in PESA) that ethics are important. By building a business you believe in and pursuing a mission, you’ll naturally devote all the time and energy you need to your sales activities. Introduction xiii Chapter 3, “Connect with Your Customers,” attempts to answer the most frequently asked of all questions regarding eBay sales: What’s the best thing to sell? Only you can answer that question, and this chapter gives you some helpful starting points for doing so: you learn what your customers want; you build a profile of your customers; and you learn to relate to them in a way they’ll respond to positively. Chapter 4, “Think and Act Like a Businessperson,” reveals how successful sellers turn what began as an occasional part-time activity into a full-time, thriving business. The answers are simple: you come up with a plan, and you prepare to work long hours and put in lots of “sweat equity.” Chapter 5, “Identify Sources of Merchandise,” shows two ways in which eBay sellers come up with a steady supply of merchandise to sell. On one hand, there are traditional offline sellers like Robert Zanger who already have wholesale supply connections. If you fall into this category, you already have an advantage and have a head start on becoming a PowerSeller. The other option is to seek out wholesalers yourself, like the mother-daughter team of Linda and Ava Conoval. These women, who call themselves the “MemoryQueens,” find merchandise by attending trade shows and doing extensive research. They’re always on the lookout for something new to sell. Chapter 6, “Reach the Widest Possible Audience,” explores options for marketing your eBay business or your web site. You’ll find a profile of an innovative business that calls itself an eBay “broker” and that gives sellers a head start on selling. Tony Cicalese traveled the country to make connections related to his music business; he also is committed to reaching out by donating to charity through each one of his auctions. Chapter 7, “Diversify Your Business Presence,” demonstrates how eBay sellers have boosted their business by finding several different ways to sell. David Hardin opened multiple eBay Stores to separate and organize his merchandise and make shopping easier for his customers. David Portugal opened a brick-and-mortar drop-off store to reach customers in his local area and to sell big items like motor vehicles. Chapter 8, “Provide Instant and Personalized Service,” describes how to maintain good relations with customers once you acquire them. You’ll learn how sellers sell hundreds or even thousands of items each month while managing to ship and pack quickly. Chapter 9, “Build a Good Reputation,” investigates the importance of developing a good business reputation on eBay through feedback. You’ll meet two sellers who are leaders in popular fields. One sells high-end clothing and accessories, while the other deals in old-school paper publications such as “Golden Age” comic books. Chapter 10, “Acquire and Keep Your Customers,” delves into an advanced topic that you don’t have to be a big-time seller to practice: upselling and cross-selling. You’ll learn how your eBay Store sales can promote your eBay auction sales. You’ll also learn how a golf equipment seller who’s also a Titanium PowerSeller uses advanced technology that encourages buyers to trade in their old equipment for new. Chapter 11, “Automate to Ramp Up Sales,” profiles two of eBay’s biggest and most successful sellers. One managed to pile up tens of thousands of feedback comments in just a couple of years. Another sells in retail stores and through a web site as well as on eBay, and uses special software to improve productivity Two appendixes at the end of the book provide you with a set of online resources that will help you emulate the “best practices” followed by the sellers you’ve read about. You’ll also find a set of Frequently Asked Questions that will help you solve common problems and sell more effectively.

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