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September 16, 2025I Panicked When I Saw Those Empty Tables – Here’s What Saved My Show
There I was, staring at a half-empty dealer room two days before our local coin show. When the organizer begged for last-minute vendors, I said yes without thinking. Then reality hit: What would I sell? How should I price things? After scrambling to figure it out, here’s what actually worked when the doors opened.
The Simple 3-Part System That Kept Buyers at My Table
1. The Magic Inventory Mix
Through frantic trial and error, I discovered collectors wanted:
- 75% certified coins (PCGS/CAC preferred) – the $100-$300 range was the sweet spot
- 25% conversation starters like colorful toned coins and semi-key dates under $50
- Junk silver that sold itself – Morgan dollars and 90% silver flew off the table all day
2. Pricing Tricks That Made Sales Happen
What I learned the hard way:
- Certified coins at 5-10% above recent sales left room for negotiation without killing deals
- Raw coins priced 20% below Greysheet brought dealers back again and again
- Creating a “buy more, save more” structure moved multiple coins at once
3. How I Handled “Let Me Think About It” Customers
The silence trick worked better than I expected:
“When someone lowballed me, I’d just stare at the coin like I was reconsidering keeping it. More often than not, they’d raise their offer before I said a word.”
Other game-changing tactics:
- Keeping a well-worn price guide visible – it stopped haggling before it started
- Having three prices ready (retail, dealer discount, and cash price)
- Casually mentioning “I might keep this one” for premium pieces – suddenly everyone wanted them
Three Costly Mistakes I Won’t Make Again
Learn from my painful lessons:
- Free tables attract lookie-loos: Even paying half-price filtered out the non-serious buyers
- Running out of small bills: That $500 sale I lost still haunts me
- Getting too comfortable: Spotting a switcher mid-trade taught me to always watch hands
The Unlikely Sales Champion
Here’s what shocked me most:
“My best seller wasn’t rare Morgans or slabbed rarities – it was a $5 box of common Buffalo nickels. New collectors couldn’t resist an affordable way to start their collection.”
What I’ll Do Differently Next Time
- Balance high-end with entry-level coins – every collector starts somewhere
- Price strategically based on my goals, not just market value
- Let uncomfortable silences work in my favor during negotiations
- Bring enough change to cover a small country’s economy
What began as a panic move turned into my most profitable weekend. The real secret? Having something for every collector – from serious investors to excited beginners just catching the coin bug.
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