10 December 2018 | 9 Comments
I try to make one sale every day.
When I first heard about this methodology, it felt a weird. I don’t think of myself as a salesman. I simply like to add value to people. Sometimes that involves providing information about our products, and people might see something that might bring a little joy to their tabletop.
When I was running the Scythe Kickstarter, someone in the Reddit AMA said something like, “Convince me to buy this game.” I replied that I’m not here to convince you of anything–not to buy our stuff, not to heed my opinions, not to follow my company.
Yet I try to make one sale every day.
My company and my career will only persist if we sell games. Money isn’t my motivation, but I would like to continue to make games for you to play, and the critical resource to achieve that goal is that I sell those games to you.
Fortunately, sales often just happen. So far today, several orders have been placed on our webstore. My distribution broker may also have received some purchase orders from distributors today. If you’re running a Kickstarter campaign, you may have woken up today to a dozen new backers.
These sales feel a bit magical. You’re not directly doing anything to make them, yet they happen. This can lead to complacency.
So that’s the reason I try to make one sale every day. I don’t want to be complacent. I want to play an active role in our success. I want to see forward progress every day.
Of course, this is easier said than done. Here are a few things I try to remember:
- Some sales just happen, and that’s okay. It means I have platforms set up to allow people to buy our products without me asking them to.
- The media I post every day (Instagram, Facebook, Twitter, blog, YouTube, BGG) can be a selling tool if necessary, even though my preference is to use those platforms to add value in different ways.
- It’s easier than ever to test advertising techniques, even with the tiniest budget.
- I always have something to sell if I need to, whether it’s the advance copies I receive for reprints of our games, spare promos, or even my time.
- Most people love a good deal, and many people love to have something unique. I have the ability to offer both.
- I sell to different types of people. Some are consumers, but others are retailers and distributors. I may just need to contact one of them to see what we can do to help them or to check on their inventory levels.
- Just because someone doesn’t buy a product directly from me doesn’t mean they don’t buy it from somewhere. There are times when a potential customer struggles with, say, the shipping cost to a non-US company. When they do, I help them find a retailer in their country that has the product.
I’d love to hear your additions to this list in the comments, and your thoughts on this methodology.
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