It might be that those states contain the largest concentration of people. Maybe most of the available money is being handled in those areas, maybe the people in those areas are the ones most familiar with ordering items via mail-order. I can always tell when customers are watching their bank accounts more closely. They start to doubt me and need additional assurance that their money is being well spent. Here are several ways you can boost customer confidence and get the sale.
Many people are uneasy about buying over the Internet or via email.
Give them your phone number, a convenient time to call, and plan to spend a few minutes getting to know them. That human bond often sets the customer at ease and gets their order. For those of us selling through mail order, the commercial code requires a 30-day refund period. Use that to your benefit, prominently stating your no-risk policy. Few people will take undue advantage.