It seems a lot of domainers still don’t understand the difference between knocking on someone’s door and someone knocking on your door. In other words, the difference between two situations:

1) contacting an end user (knocking on his/her door)

2) being contacted by an end user (the end user knocking on your door)

First of all, the best situation you can be in is when the end user contacts you, when he/she knocks on your door.

That automatically puts you in a better negotiation position.

The end user is the motivated party, whereas if you contact end users yourself, you’re the motivated party.

Sure, you can play the “I’m not motivated to sell” role in both cases but if you’re the one who is contacting the end user, you can’t credibly play that role.

I’m sure you get my point and the bottom line is this: for the most part, you should expect higher sales when end users contact you. If you’re the one who contacts them, that automatically puts you in a more vulnerable position when negotiating and while there can always be exceptions, your sales probably won’t be as impressive.