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物販で商品が売れなかったときどうする?って話。 | 中国輸入・タイ輸入・タイ仕入れ・物販コンサルティング・集客コンサルティング・中国ガイド・中国買付代行・中国・タイ仕入ツアー|コチャー株式会社
コンサル・セミナー
物販で商品が売れなかったときどうする?って話。
![](https://www.cocher.jp/wp-content/uploads/2019/03/IMG_9091-660x400.jpg)
こんにちは桑原です。
さて、今週も快調に成果の報告いただいています。
1日150個売れたって報告をいただいたお客様がいました。
1週間に20~25個の売れ行きだったものが40~45個になりそれが
1日で150個になったそうです。
タイで仕入れてきた商品も月に8個ほど売れる商品が出てきたり
リピートでまた仕入れに行ったそうですよ。
そして、11月にタイツアーに参加されたお客様も
11品目仕入れてきて10品目は売れて再仕入れに移っているそうです。
売れる人はどんどん売れていっています。
一方、売れはするけどいまいちぱっとしないとか
中々動かないって人もいると思います。
売れている人がいる一方で売れづらい人もいます。
この辺の違いってどんなことがあるんだろう?
という疑問がある人もいると思いますので
今回はこの辺に関して記載させていただきます。
まず、今現在売れている人がはじめから売れていたかといえば
やっぱはじめから売れるわけでは無いんです。
皆同じ条件で売れないところを通ってきています。
ただし、売れないところから売れるところに来るまでには
一定の数をこなし経験をつんで自信をつけています。
中にはうるさいぐらい不安だ不安だって
いっていた人も知っていますが
そこを乗り越えて今はいけるよねって自信をつけつつあります。
これらの違いは経験の違いです。
売れなかったとき止まる人と先に進む人の違い
これが大きな別れ道になります。
このお客様も自信が無いとき売れませんとしきりに言っていました。
しかし、売上げはありました1万~4万でしたが
売れているよね????
1万~4万。
お客様からお金いただいているよね?
けど物販やっている人なら分かると思いますが
この時代って利益出ません。
持ち出しのほうが多いんです。
理由はビジネスだからですよ。
雇われていればやればすぐお金になります。
しかし、ビジネスは時給0円からスタートします。
しかも、物販なら仕入れが発生します。
そこから時給10円上げるのにかかる労力って
それなりにやら無いと世間の評価は上がらないですよね。
アルバイトの時給10円上げるのにどれぐらいかかると思います?
しかも時給0円からです。
この期間の経過をどうすごすかでその後のあなたの時給が変わるんです。
売れてすぐ利益が出るわけでは無いです。
最低でも月商で10万越あたりから上手い人なら利益は出始めます。
しかし、在庫の保有量があるならそれが現金化されてから出ないと
利益って出ないものです。
しかし、途中で止まってやるべきをせずに売上げばかり求めるから
利益が出ません。
売れて利益が出るにはタイムラグがあります。
そして、やるべきことをやらないと売れないって現象も起きます。
正確には売れているんです。
ですが、売れないと言う観点で物を考えるそして動きが止まるから
その先を知らずに終る。
まあ大抵はこのパターンです。
売れている人が同じ道を通っていないと思っているんです。
売れている人も同じ道通ってそこを乗り越えています。
では乗り越えた人は売れなくなったとき何をやってきたか?
興味ある人がいると思いますので記載します。
まずはその商品自体が売れない商品だった場合ある程度やって
駄目なら投売りして現金化する。
これが一つです。
しかし、途中まで売れていたけど途中から売れなくなった場合
商品売っているのはあなただけでは無いんですね。
周りがいます。
同じ商品を売っている人の販売価格が下がってきていないか?
これをまず見てください。
特にココ最近は冬物から春夏物に切り替わってきました。
商品の衣替えが起こっていますので市場がそうなったなら
あなたの使う商品を買えていく必要があります。
季節の変わる前には季節性の商品は投売りが起きます。
在庫で取っておくと課税されるからです。
なので周りの平均価格が一時いっきに下がります。
私の扱っている商品でも1800円ぐらいの商品の周りの市場価格が
1000円を切ったものがでてきました。
周りが1000円では1800円で売っていたら売れないですよね?
この場合同じように投売りするか?
来年早い時期に在庫を回して
早い時期から秋冬物で売り始めて来年取りに行くかです。
市場価格を常に見てください。
そして、そこに変化が無い場合
販売者の増加が増えてきていないか?
いっきに増えてきたなら衰退期に入る商品があります。
同じ商品をずっと売れるものと駄目になるものの
サイクルがあるのを良く覚えておいてください。
そして、周りの売り方が変わってくる商品などもあります。
今まで1個で売られていたのを5個セットとか売り出すやからが出てきたら
今までの売り方では売れませんし自分が変わらないと駄目です。
そして、売れている人の商品画像の作りこみがしっかりしてきたなら
自分もそれに合わせて変える。
売れない人は自分基準で商品や価格などを見る傾向にあります。
しかし、お客様は常に比較していますので
その比較で自分のページが価格が商品が劣っていれば
お客様は優れたところから購入するなんてのは自然の摂理です。
売り場の仕様が変わった新しい機能が付いたら
その機能を使い対策を新しいものに変えていく。
たとえばアマゾンの市場はココ最近変わってきました
市場が変わるのに自分が変わらないのであればおいてかれます。
それに合わせて自分が変わる。
売れないからといって何もしない人がいますが
ライバルページを見て価格を変える画像を変える
キーワードを変える紹介文章を変える
広告を変える。
そして、時期に売り場に合わせて売り物を変えるんです。
アマゾンなどは商品が埋もれていては売れません。
なら商品を上位表示させる
上表示の一番単純なものはクリックさせるか売るかです。
では売るには始めは安いほうが売れます
売っていれば上位表示されてきます
上位表示してきたら単価を上げます。
アマゾン自体が自社商品の売り方で同じことをやっていますので
同じやり方をすれば売れます。
市場が変わるのに自分はやり方を変えないで売れないってのは
なんでもない勉強不足です。
アルゴリズムの変更をアマゾンはしました
これにより知らない人はどんどん落ちて
知っている人は数倍数十倍売上げが上がると言う現象が
起きています。
売れる人にとっては今のアマゾンはものすごい楽な市場です。
私が一番初めにアマゾン始めた当時は出せば売れました。
そこを経てライバルが増えて中国人セラーが出てきて
市場が荒れてどんどん苦しくなったと言う人をよく見かけますが
知っている人からしたらアマゾンて市場どんどん楽になってきています。
理由は単純でアマゾンも売りたいんです。
より売上げが上がる形に変えたって事です。
しっかりとビジネスの予算を考えて投入して
売って行きたい人の為に有利なシステムに変わってきています。
アマゾンだって売りたいんです
売れるセラー有利に持っていくに決まってるじゃないですか?
それを理解して売れるセラーに化ければいいんです。
これら知っているかどうかやりきったかどうかでしか無いですよ。
ただこれだけの事です。
これを真剣に一つづつの商品で見極めて設定を事細かに変えていけば
普通に売れるけどね。
追い詰め方を知らないから出来ないんでしょうね。
それとね、ビジネスは先に経費が出て行くんです
回収は後です。
それが嫌なら先に金がもらえるバイトでもするのがいいですよ。
ただし、そこ乗り越えたらはるかに大きな収益が生まれるんですから
誰がやってもそうですがそこ乗り越えないと駄目ですよ。
物販は単一の商品が売れ始めてその商品が売上げを引っ張っていく
と言うパターンが多いです。
いくつか扱う商品の一つが馬鹿売れするんです。
単品が月に100個200個売れるそういう商品が出るとそれが利益を
引っ張ります。
そういう商品を出すために試行錯誤して
手を打つんです。
そういう商品が1個見つかった人は2個目3個目5個目10個目20個目
を探しに行きます。
そういう商品が見つかりだすまで
色々試行錯誤して扱い品目を挙げていけば
自然に売上げは誰がやっても上がるけどね。
捜す前にやめるからその先が見えない
足を止めるから先に進まないってだけですよ。
運がよければ一つ目とかで当てる人もいます。
経験つめば全てその状態にできる人もいます。
広告の使い方でそうできるものも沢山ありますし、
広告使わなくてもそうなるものもあります。
短縮するなら広告の使い方を覚える
ただし金はかかる。
ビジネスですのでこの辺は当たり前です。
売れない答えは市場にあります。
これを比べてみる事です。
そして、その比較の仕方とトライ&エラーと
テストの仕方を学ぶ事かなと思います。
売れている人もその繰り返して身につけた技術があるから
売れて行くわけです。
売れなかったらライバルを見てください
市場を見てください
売っているのは周りに沢山います
そこと常に比較されているんです。
そこ改善していくと徐々に上手くなってきますよ。
答えは市場にあるってことですね。
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