How to price items when demand is low
Jul 2, 2025
Understanding Low-Demand Pricing Challenges
Pricing items when demand is low can feel daunting, especially for newer resellers. When the market isn’t moving, the urge to slash prices can cut deeply into profits. With the right approach and simple systems, you can stay competitive, maintain visibility, and keep your workflow in order—even during slow periods.
1. Assess Your Market and Competition
Start with a quick scan of similar items across the platforms you use (e.g., eBay, Mercari, Facebook Marketplace). Note the following:
Current listed prices for items similar to yours.
Sold prices in the last 30–90 days (filter for only sold/completed listings).
Any seasonal trends—is this typically a slow period for your category?
When demand is sluggish, price just under the average sold price to attract buyers, but don’t undercut so far that you lose money after fees and shipping.
2. Calculate Your Minimum Viable Price
Before listing, know the lowest price you can accept while still making a profit. This means factoring in:
Purchase cost (what you paid for the item)
Platform fees (can range from 5%–15% on most sites)
Shipping costs (estimate based on weight/size and destination)
Packaging materials (boxes, tape, labels)
Use a spreadsheet, a notebook, or a free tool like Gavelbase to track these numbers. For each item, write down:
Minimum Price = Purchase Cost + Fees + Shipping + Packaging + Desired Profit
3. Use a Central Inventory System
When sales are slow, you might be tempted to list across multiple marketplaces. To avoid double-selling or misplacing inventory, use a central system to keep listings, inventory, and sales in sync. Easy options include:
Gavelbase – lets you manage inventory, listings, and track sales/fees across platforms in one place.
Google Sheets – set up a basic shared sheet to track item locations, prices, and status.
Other simple inventory apps that offer multi-channel support.
Centralizing your workflow prevents costly mistakes and saves time.
4. Assign Basic Team Roles (Even If You’re Solo)
For beginners, "team roles" can simply mean dividing your workflow into clear stages. This structure helps you stay organized and scale up later. Here’s a basic breakdown:
Sourcing: Finding and buying inventory.
Listing: Photographing and writing up items for sale.
Pricing: Researching and setting prices (see above!)
Shipping/Pickup: Packing and dispatching sold items, or arranging pickups.
Accounting: Tracking sales, fees, and profits.
If you have a partner or helper, assign these roles based on strengths. If you’re solo, block out time for each area and stick to your routine.
5. Track Sales and Fees
Low demand means every sale counts. Keep close tabs on what sells, for how much, and what you paid in fees. Use your central system or a simple log. For each sale, record:
Date of sale
Platform used
Gross sale price
Fees (platform, payment, shipping)
Net profit
This helps you spot which items perform best, where you’re losing money, and how to adjust pricing for future listings.
6. Handle Shipping and Pickup Smoothly
Shipping: Print shipping labels at home whenever possible. Reuse boxes and packing materials, but always ensure safe delivery. Communicate tracking info promptly.
Pickup: For local sales (e.g., Facebook Marketplace), always choose a safe, public location. Schedule pickups during daylight and confirm times with buyers to minimize no-shows.
Clean, fast shipping and smooth pickups build your reputation and can encourage repeat buyers.
7. Adjust Prices Regularly—But Don’t Panic
Low demand doesn’t mean you have to race to the bottom. Instead, review your listings weekly. If something hasn’t sold in 2–4 weeks, consider:
Lowering the price by 5–10% increments
Bundling similar items for a better deal
Refreshing the listing with new photos or improved descriptions
Offering limited-time promotions or shipping discounts
Small, deliberate changes are more sustainable than drastic price cuts.
8. Use Your Downtime Wisely
When things are slow, use the extra time to optimize your process:
Audit your inventory and remove stale listings
Research upcoming trends
Improve your product photography
Refine your item descriptions for better search visibility
Final Thoughts
Low demand is tough, but with a clear pricing process, organized inventory, and attention to detail, you can keep sales moving and minimize losses. Start simple, track your numbers, and grow your system as you gain confidence. Remember: the goal is to stay visible, responsive, and ready for when demand picks up again.