mzazeela

[mzazeela]

Shipping Internationally? What About Import Fees?

International sellers, whether on the popular marketplaces like Amazon, eBay, Etsy, or on their own web sites, are increasingly faced with how to deal with the issues of duty and local taxes. Traditionally, sellers haven’t had to pay much attention to what happens when their product reaches its destination. They have already collected the money. They have provided the tracking information. And, they made all of the necessary disclaimers about what could happen. Done deal, right?

Not so much.

The proliferation, and exponential growth, of international eCommerce has caused customs authorities around the world, to sit up and take notice. What had been a slow trickle of international commerce has, over the past few years, become a flood of parcels coming in from the United States, Japan, India, and China. Shipments that may have been overlooked, previously, are now being scrutinized for compliance to existing customs regulations. That also means import fees. Cross border eCommerce has created cash cows for countries desperate to find new sources of revenue.

If you are fulfilling international orders, it is safe to assume that some of your shipments will exceed the local de minimis (the minimum value at which taxes are assessed) and someone will be liable for payment. Sellers can put that responsibility directly on their customer (DDU) or they can take responsibility themselves (DDP). In the hyper competitive world of eCommerce selling, the customer experience is almost as important as the price. So, what about shipping?

Shipping via DDU (delivery duty unpaid) means that your customer will have to pay the taxes and fees upon receipt. In order for that to happen, someone must be home to accept delivery. Otherwise, the delivery agent will simply leave a note, advising the customer they can come to their local post office, check in hand, and retrieve their parcel. Good experience? Not for me.

Or, sellers can choose to ship via DDP (delivery duty paid). You will have calculated the duty and tax at the point of sale, and collected that during the purchase transaction. Your shipment would arrive at customs with all fees paid, allowing the local agent to deliver to your customer, unencumbered. No one has to go to retrieve their parcel. No one needs to pay any additional fees. No one has any surprises. No one likes surprises if they involve paying more money. Good experience? I think so.

The Internet marketplaces have discussion boards where sellers discuss these issues openly. It happens all the time. Not only does DDU shipping create a headache for your customer, but it causes all kinds of financial harm to the sellers. What does it cost when a customer refuses to pay? What happens to that package? Will they buy from you, again?

You can read some of their stories here:

https://community.ebay.com/t5/Archive-Selling/Buyer-refuses-to-pay-customs-tax/td-p/23561323

https://sellercentral-europe.amazon.com/forums/thread.jspa?threadID=77576

https://www.etsy.com/teams/7718/questions/discuss/15538145/

Given this new reality, it is prudent to make educated decisions about what you sell, who you are selling to, and where you are selling. Find a shipping partner that can help you understand the implications of your choices. Happy selling!

[mzazeela]

Sales People & Direct Mail?

                                First, let’s define direct mail. According to the dictionary, “unsolicited advertising sent to prospective customers through the mail.” So, that would include things like postcards, letters, flyers and brochures. Given the overuse of email marketing, direct mail can make you a standout!

I like to think of direct mail as a way of marketing yourself, your products, or your services. Direct mail can be used to advertise what you do or what you sell. In most cases, a mailing by itself won’t make a deal for you. It can help you gain exposure and build your reputation as a trustworthy, subject matter expert. That will help you make a deal.

How to begin? Choose your audience. Are you going to rent a mailing list or will you create your own? I find I am able to find plenty of material at LinkedIn, and other online sources, to create my own lists. Many of you probably have enough prospects in your database to create a viable list of direct mail contacts. Always make sure that you have a person’s name, not just a title or department! Most of us have used unsolicited email messages as a way of “cold calling” for business. Think of your direct mailing similarly. Whatever vehicle you choose (postcard, etc.); you want your mailer to have a few basic components and ideas that are pretty much the same as you would in any other medium.

1) Introduction. This is your elevator speech. Make them want to read more. 2) Personalize the salutation or greeting. People like to see their names in print. 3) Create a compelling message that will resonate with your chosen audience. 4) Keep it brief and on point. Save the details for a meeting or conversation. 5) Make sure you are selling benefits, not features (there’s a novel idea!). 6) Write a at a 6th grade level. Avoid using acronyms and industry jargon. Spell it out! 7) Include a testimonial. Studies show that they DO work. 8) Remember less is more. You don’t want to give away the store. Save something for later. 9) Leave them with a clear call to action. “For a free consultation, call…” or “call and mention this card and receive a 10% discount”.

One and done? Forget it. You must repeat the process. Just like cold calling or emailing. A rule of thumb is that you must ask for the business a minimum of 5 times before you see any results. In essence, plan on doing a mailing at regular intervals if you want to see anything positive. Be patient. Over the course of a year, you will begin to see how it works. Have realistic expectations. Follow on the mailings with a mix of calls and emails. Change the medium. Use a postcard one time, a letter the next, and a letter with a flyer the next. You want your messages to be memorable. How would you respond to your offer? Be your own critic.

These are the basics. There is so much more. Feel free to contact me (sneaky call to action!) if you would like more, or if you have some ideas you would like to talk about. I’m always interested to hear what others have to say. Via LinkedIn at https://www.linkedin.com/in/marczazeela or email at marc.zazeela@gmail.com. Many thanks to Uncle Paul (yoursalesplaybook.com) for letting me use his soapbox. I am grateful for our Sales Playbook! community, and I am hopeful that you will gain some additional success by employing some of my ideas.

[mzazeela]

The waning days of summer at the Ramapo Mountain Preserve.

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Need printing services. These guys can help.

[mzazeela]

Cherry Blossoms

Every year, Essex County, New Jersey, has it’s own version of what most consider to be the exclusive property of Washington, DC. The annual Cherry Blossom Festival runs from April 11 - April 22. Due to the extremely long and brutal winter, the blossoms are a little late in arriving, but nonetheless they have arrived.

There were lots of people, lots of cars, lots of food, and lots of trees. Cherry blossoms bloom earlier than most other trees so the landscape still seems a bit barren and bleak. 

Here, in all her glory, presented by Mother Nature, are the cherry blossoms of Essex County.

[mzazeela]

Took a road trip to Stamford, Connecticut. Visited United HouseWrecking. If you want antiques, gargoyles, knickknacks, and more, this is the place to go. Or, if you are looking for a place to travel back in time, you might find your time machine here.

[mzazeela]

Outside The Box Look inside the box in my photo. What do you see? There is an interesting discussion in one of the sales related groups about how to tell folks to think outside the box without actually saying “think outside the box”. Can you really tell someone how to think? Or, is that a process that is unique to each of us and takes a certain self discovery? What is thinking outside the box? Is it the same for everyone? What is the benefit of thinking outside the box? Is there any benefit at all? Or, is doing things the way they have always been done, the best way? Status quo sure seems to work for lots of us. It takes little effort, requires no forethought, and can be completely by rote. I’m not sure that there is a better way to say it that will make a difference. I’m not sure that many folks have the ability to think differently. I think most people are not creative enough, don’t have enough imagination, are not confident enough, or bold enough to even consider going out of their comfort zones. How do you tell them this? There is a reason that status quo is our toughest competitor. Can you really say anything that will get them to reject that? Isn’t it ironic that sales people, whose job it is to get people to consider new ideas, are unable or unwilling to do that themselves? Doesn’t that simply say something about human nature? The best way to get people to think differently is to teach them how it will enhance their lives and then show them how to do it.

[mzazeela]

Far and away my favorite season.

#fall begins in NY.

[mzazeela]

Shortcuts don't produce such beauty.

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Some more photos from Sleepy Hollow. I thought black and white really lent itself to the mood. It was a dreary, cold day and that contributed to the feeling that something dreadful was afoot!

[mzazeela]

Halloween at Sleepy Hollow. The town has been haunted since the American Revolution. The ghosts of the headless horseman and Ichabod Crane are said to come to life on All Hallows Eve. We spent a spooky afternoon and evening. Starting our trip at The Castle Hotel and on to the Sleepy Hollow Cemetery.

[mzazeela]

Want your customers to find you? Make yourself visible!

[mzazeela]

Art is everywhere in New York. Found these pieces in an alleyway between 56th and 57th streets in Manhattan. 

[mzazeela]

“Feeling unsure and lost is part of your path. Don’t avoid it. See what those feelings are showing you and use it. Take a breath. You’ll be okay. Even if you don’t feel okay all the time.”

Louis C.K. (via psych-facts)

[mzazeela]

“It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently.” - Warren Buffett

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Mystic, Connecticut honeymoon part deux.  We explored the seaport restoration and dined on some of the best seafood I have had. Nice and relaxing; a wonderful getaway from the hustle and bustle of NYC.

[mzazeela]

Carla and I took a honeymoon trip to Mystic, Connecticut. It is a historians paradise. Mystic was born of shipbuilding and whaling. Today it is a quaint little town of shops, restaurants, and Colonial New England history.