How To Make People DESIRE Your Product And MOTIVATE Them To Buy It On eBay

Most people search the internet for information. But when they are searching eBay, they are looking for something to BUY! If they've clicked on your listing title, then they are interested - they WANT to buy. They already have DESIRE for your product.

Your listing must fuel their desire and keep stoking it until they are MOTIVATED to buy, or place a bid - or at least add your listing to their watching category - NOW. If they click away without taking action, the chances are they won't return.

Don't forget, you've got to convince them to part with their hard-earned cash to buy something that they haven't seen from someone that they've never met! They are bound to be wary, sceptical, cynical. Your listing is your ONE and ONLY chance to over-come their resistance and instil CONFIDENCE in them so that they feel comfortable buying from YOU instead of from your competition. They need to know that you are a trustworthy seller with a good product.

If your listing doesn't answer the question: "Why should I buy this and why should I buy this from you" they won't buy. Fortunately, most listings are poor, boring, unimaginative and unprofessional so it isn't hard to beat your competition.

To maximise your sales, your listing needs to be more than just a description of your product. It should consist of a series of components designed to work together for just one purpose - to get the reader to bid on your product. The basics are the same whatever you are selling.

Think of your listing as your salesperson going through their "sales spiel". A good salesperson doesn't just bombard their prospect with facts about their product's features. First they find out what their customer is looking for. They discover their customer's wants (rather than their needs). They then show the customer how their product gives them what they want. They match the product's features to the customer's wants.

Now, obviously you are not having a conversation with the person who is reading your listing so you can't ask them what they are looking for. This is why it is a good idea to sell to a niche that you have a personal interest in because you will already know what they want because you want the same things. This is also why it is important to research your target market so that you can address all their wants in your listing. You need to think who your customers are. Make a list of everything that you think they want and make sure your listing shows them how to get it.

If you have done your research properly, the prospect will want to read your listing because it will appeal to them and press all their "hot buttons". You need to use the relevant words that will lead prospects to take action and bid on your item.

Inject some personality into your listing! Don't just be boring and faceless like everyone else. 90% of face-to-face communication is body language, tone, facial expression, etc. rather than the words we use. All this is missing online so you need to compensate for this in the words you use. Picture you customer and write a PERSONAL message to them, using words such as "you" and "your". If you are selling what you are interested in yourself, you will be able to write better sales copy.

Make your listing simple, clear and easy to understand. You want your customers to have a pleasant, easy time reading your description. They will then be in the mood for bidding.

Use short sentences and paragraphs, with lots of space between.

Long sentences and paragraphs might put them off reading your message.

If they find your listing complicated and hard to read, they will click away.

If they find your listing confusing, they will have less confidence and you will lose some potential bidders which means selling less and selling at lower prices. Use simple words and terms instead of complicated words and jargon. Describe it for the layman, not the expert. The expert will understand a description written for the layman. But the layman won't understand a description written for the expert.

One of the benefits of selling from websites, including eBay, is there is no limit to space! eBay provides incredibly cheap advertising. Your eBay listing can be the equivalent of several pages long which would cost a fortune as a printed advert in a newspaper or magazine.

Make use of this and give your customers ALL the information that they could possibly need. Don't exclude any details. Think of everything that they may want to know and make sure you cover it in your listing. Don't leave them guessing.

Don't assume they will know that something is included. If it isn't mentioned in the listing, they may just assume it isn't included. They can't see the item or touch it and feel it like they could in a shop. Your listing has to do this for them. The more information you give them, the less doubts they will have and the more comfortable they will be about buying from you.