How To Sell High-Ticket Items To Everyday Consumers
High-ticket items tend to be more expensive than your average everyday products. They include cars, furniture, gadgets, and jewelry. When selling these items to everyday consumers, you can’t expect to promote them in the same way you would with food or casual clothes. Such items aren’t bought on impulse and customers will generally need more persuading to part with their money. Below are a few ways in which you can encourage sales of these more expensive items.
Don’t be pushy
Pushy sales tactics are best avoided in most situations, but they can be particularly inappropriate when dealing with high-ticket items. Customers need time to think about such a purchase - they may get frustrated if you’re being too pushy and are more likely to experience buyer’s remorse if forced into a sale. Get customers on your side by being patient and not rushing the sales process.
Offer a range of payment options
Not all customers are likely to have hundreds of dollars in cash just sitting there in their account. Consider giving customers the option to pay with a credit card so that they don’t have to pay in cash. There are credit card readers available here for purchase that you can look into (you’ll also need to set up a merchant account to accept credit cards). Other options could include offering installment plans or possibly offering finance. In these latter cases, you may want to do a credit check on customers to ensure that they’re likely to make payments on time.
Sell them a better lifestyle
A lot of customers will be price-focused. Help them to see that the product is worth its value by helping them to understand the positive impact it can have on their lifestyle. A set of luxury pans that heat faster could help to save customers time while cooking. An expensive mattress could help improve a person’s sleep quality and their health in general as a result. You could also use real-life examples of people whose life has improved as a result of your product.
Highlight benefits over competitor products
When buying high-ticket items, customers may be more likely to do their research and shop around for competitor products. Highlight the ways in which your product is better than that of competitors. For instance, if you’re selling a mountain bike, you may be able to bring up the fact that it has disc brakes for better braking or a much more comfortable seat.
Sweeten the deal with small free extras
Throwing in small free extras can help customers to feel that they’re getting more for their money. For instance, if you’re selling a sofa, you could throw in free cushions or a year’s free warranty. In some cases, you may be able to use these free extras to make up for flaws with the product. For instance, you could throw in a free roof rack with a car that has limited trunk storage.
