Does Presentation Matter

One of the big questions we get when consulting with students is does it matter how we present the good before we ship them out to the new owners. The answer is yes and no. Let me flip the question back to you “Does Presentation Matter” to you when you receive a item off eBay or Amazon, I would guess the answer you give would be a yes. But at times as sellers we can go over the top, so we need to find the right balance.

As an example I was recently consulting with a client who was selling into a very good niche, and had very good profits margins, and she was taking ages in carefully wrapping the item in tissue paper and putting a a cute sticky label to hold it all together and including a hand written note. Now there is nothing wrong in this at all, and I would encourage everyone to follow the example of taking time in presenting the package, and it is a good idea to send a business card and where practical a small thank you note or small gift. Buyers will always remember this and will come back for more.

A good place where this work is where u sell lingerie, this market loves it when they receive a parcel that has been carefully wrapped in pink tissue paper and fastened with a small ribbon and a hand written note, the more expensive the item the more it is expected. But going back to my client, she was taking all this care, but she said no one was mentioning it in the feedback and she never had any emails thanking her.

One of the reason no one was leaving her comments was the fact that this market did not expect it. They were wanting the item for a one time use (maybe more, but normally only once or twice a year). What this niche expected was fast delivery, they needed the item to go out and have fun, and having items beautiful wrapped was sadly lost on them. Once I had sat down and explained this and encouraged my client to include a small leaflet dealing in an area of this niche where it would help the buyers, she suddenly got comments and thanks. By taking a different angle and presenting the item with a free leaflet rather than tissue paper wrapping the buyers were happy.

So yes presentation does matter, but like a lot of things you need to think outside the box, and think beyond the tissue paper type of presentation and think what you could add that will make your buyers go WOW.