Five Double-U’s Of Selecting Your Products

Did you know there are five basic questions you should ask yourself when selecting products to sell online? The words that begin each of these questions pop up a lot. They are good tools to keep handy; who, why, where, what, and when. Let's consider these questions:

• WHO is shopping for these products?
• WHY might they be looking these products?
• WHERE else can these products be purchased?
• WHAT advantages can you offer shoppers looking for these products?
• WHEN do buyers purchase these products (seasonal or year-round)?

Answering the question, "Who is shopping for these products?" will help you determine if there is a sufficient market for you to sell them, where you can reach that market, and how you will have to target it. You see, the same words popping up again and again!

Knowing why people might be looking for the products you want to sell will tell you something about their cycle of purchasing. Will they buy these products infrequently, say, only when they purchase a new home, or will they buy them weekly when they shop for groceries? Knowing why people are looking for something helps us with the next question.

Where people can purchase your products is very important. If they can find them readily at the checkout counter of most every grocery store you are not as likely to be able to get them to purchase from you online. On the other hand if shopping for these products is more difficult, time consuming, or inconvenient, then you may have found a good product to sell online.

It is said in marketing that you sell the sizzle, not the steak. What this means is that you promote the features and benefits -- the advantages -- of your product and of dealing with you. If you can offer specific advantages why your product is better, or why you can make the purchasing process easier, or how you can save the customer time, effort or related expense, then you will sell your products more easily, even if they are the same items at the same price!

Knowing when people buy these products is important to your success. If you need a year-round income then you don't want to sell only product that are purchased only in the spring time. If you do sell seasonal products you will need to select several with a mix so that something is in demand in every season.

Know the product, the marketplace, and the customer before you jump in and commit to selling. Always ask (and answer) the five double-u's.