Read Part 1
Well a great
performance and an interactive sales crew is just the start to selling
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 band member'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 CDstreet to sell their CDs. Why?
See for yourself?