Confessions
of a Master CD Sales Woman, Part 2Read
Part 1 Well
a great performance and an interactive sales crew is just the start to seling
more CDs at gigs. The Rogues also employ other salespeople. "Our
sellers work off of a commission, with bonuses built in when an individual's sales
total reaches a certain amount. Giving a salesperson a commission motivates them
to sell more product than just giving them a flat rate. We do have minimum pay
for a day's work when the sales are not good. In that case the band usually pays
$50 day, or a 10% commission of the sales total, whichever is greater. At
the more modern venues, such as highland games and celtic festivals, we have found
that having a sales table is an extremely successful way to increase sales, especially
in combination with a roaming salesperson (when using both are appropriate). At
pub gigs, we only have a sales table. Having someone roam in a tight space like
a pub would be seen as too aggressive or invasive, which the Rogues do not encourage
their salespeople to be. Friendly competition between two or more sellers is fine
as long as there is a feeling of team spirit. Our sellers help each other out
when one needs change or more stock. The
larger the crowds, the more sales people are needed. The sheer size of the crowd
has a tremendous impact on sales. When you get that many people standing or sitting
that close together and they are all excited about the music, it is like a ripple
effect--once the sales start flowing, everyone seems to jump on the buying bandwagon.
At one
particular show at the Maryland Renaissance Festival, where the crowd was huge,
our three sellers were not able to maximize the full sales potential. A good indication
of my not being able to tap the sales potential that is when I am standing in
one spot and have not moved out of it the entire show. Just as soon as I finish
one sell, another person comes up to buy a CD. I call that standing in a "sweet
spot"--when people come up to you already wanting to buy a CD. My job then
is to try to figure out, as
quickly as possible, what CD or CDs would best
suit what they are looking for. I always try to point out the fact that they can
order more CDs through the website or mail order, or listen to the music on MP3.com.
As a
bandmember's wife, I am always trying to promote the band. I take business cards
from people who want to hire the band for potential gigs and I direct them to
my husband, Randy, who is the business manager for the band." 1.
Reward sales people with commission
2. Set up sales table for venues
3.
Encourage friendly sales competition
4. More people to sell for larger crowds,
enjoy 'ripple effect'
5. Take business cards to gigs and hand out at every
opportunity.
The
Rogues use CDBaby to sell their CDs. Why? See
for yourself?
Bard Marc Gunn
of the Brobdingnagian Bards has helped 1000's of musicians make money
with their musical groups through the Bards Crier Music Marketing
and Promotion Ezine and the Texas Musicians' Texas Music Biz Tips.
Now you can get personal advice by visiting http://www.bardscrier.com
for FREE "how-to" music marketing assistance.
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