If you’re selling high-ticket items, you know the importance of building a rapport with your high-ticket clients. High-ticket items are often more expensive, and prospective buyers may be skeptical. Consequently, salespeople must be able to convince prospects to purchase. When they do buy, they’ll enjoy higher success rates.
Build rapport with high-ticket clients
If you want to improve your high ticket sales, you must build rapport with your clients. This can be achieved by paying attention to their body language and assessing their needs. It is also important to understand their concerns, whether they are about the time commitment or the appearance.
To build rapport, avoid direct sales and instead, join communities your target audience frequents and add value to conversations. In many cases, you may need to rebrand your product or service to make it more valuable to them. If you have a high-ticket target, you may even need to rebrand it to appeal to this audience.
Developing rapport with your clients will benefit your business in several ways. It will allow you to provide greater value and earn more referrals. Moreover, you will be more likely to receive repeat business from these clients. Most people have an apprehension about sales development representatives. So, what can you do to overcome this issue?
Price anchoring is a pricing strategy that allows you to present your product at its desired price next to similar products. This increases the likelihood that consumers will buy the first product. It works by triggering the anchoring cognitive bias. Research has shown that people tend to make decisions based on the first piece of information they see. This is why a product that costs $10 next to a similar product that costs $100 is more likely to be purchased.
Price anchoring is useful for companies that want to attract price-averse customers. This strategy is most effective for companies that offer two prices in one place. One price represents the old price and the other is the new price. Customers are hesitant to spend more than what they can afford, so anchor prices are a useful way to make them feel more comfortable.
Some companies offer a pay-what-you-can system, where the customer chooses between several prices. This strategy, however, does not work as well if customers already know what they are getting. Using price anchoring can increase your conversion rate significantly, particularly if you combine it with psychology-based marketing strategies.
Authentically make an offer
If you want to improve high ticket sales today, the first step is to look at yourself. If you have a negative mindset when it comes to sales, potential clients will see that as well. This will make you uncomfortable when it comes to making offers, and will leave you feeling like you’re swimming in a sea of manipulative idiots. Instead, focus on identifying the power leaks that you’re experiencing in your selling process. This will help you improve your authenticity in making offers.