How to Sell High-Ticket Items in 2018 With This New Approach to Online Sales

Fast Lane:<\/b> aware of the process, but unsure of the solution<\/li><\/ul>

For a while, this was enough, but I soon realized I needed to go deeper — especially when thinking about how to sell high-ticket items, because for someone to spend $ 997-plus&nbsp;you need to build trust.&nbsp;And the only way to build trust in 2018 is to become omnipresent and relevant, so you transform into the go-to&nbsp;expert in your industry.<\/p>

Related: 7 Tips for Getting More Sales Meetings With Prospects<\/a><\/b><\/p>

This is when the &quot;Relevancy Funnel&quot; was born, because it takes the foundations of the SSF Method and combines it with omnipresence and relevance<\/a> so you become (and remain) top of mind.<\/p>

This is how you create it.<\/p>

1.&nbsp;Focus on your slow lane.<\/b><\/h2>

It&#39;s not to say those in your sidewalk and fast lane aren&#39;t important, because they are. But, assuming you have a limited budget, you need to focus on those you can have the biggest impact on.&nbsp;These people are often in your slow lane, especially when selling a high-ticket item<\/a>.<\/p>

Why? Because these people realize they have a problem, but don&#39;t yet understand the methodology or process that leads them from pain to redemption. So, assuming you have a proven process that will solve their problem, you will quickly transform into an authority figure they trust.&nbsp;<\/p>

Achieving this is easier than you think, and it begins by keeping your message simple.<\/p>

Related: 7 Key Selling Habits All Sales Professionals Must Develop<\/a><\/b><\/p>

2.&nbsp;Create a simple guide.<\/b><\/h2>

Those in your slow lane are eager to consume something more in-depth than those in your sidewalk.&nbsp;I have found a guide <\/a>works best, between 14-23 pages long (a 20-25-minute investment).&nbsp;The purpose of this guide is to present the problem and remind them of their pain, so they become desperate to unearth the solution. After this, you share the proven process you use and literally give away your methodology.<\/p>

By giving them this for free, you show them what life could be like if only they can overcome their problem. And because all this is in a simple guide, you keep their attention. No webinar. No challenge. No complications. Just a simple guide that shows them what they need to do, and that if they need further support, you can help.<\/p>

3.&nbsp;Get them on a phone call.<\/b><\/h2>

When selling a high-ticket item, your aim should be to get them on the phone (either with you or your sales person). But, this may not happen straight away — in fact, you don&#39;t want it to happen straight away, because if they&#39;re instantly willing to give you what you want, it shows their desperation.<\/p>

Related: 11 Ways to Boost Your Sales Performance<\/a><\/b><\/p>

And these&nbsp;type of people tend to be the worse kind of client.<\/p>

So, if they don&#39;t convert straight away, continue to retarget them and message them (email, Facebook&nbsp;ads, video, etc.)&nbsp;where you prove your process and introduce them to successful case studies. Allow them to see that this process works for others, and that it can work for them too.<\/p>

Play the long game, because this is where the magic happens.<\/p>

4.&nbsp;Focus on the invisible ROI<\/b><\/h2>

If you&#39;re selling a $ 20 guide, this doesn&#39;t apply. But, because you&#39;re selling a high ticket item that requires both your investment and theirs, you want the &quot;right&quot; kind of customer.&nbsp;You want people who will become advocates and future case studies (action takers who put in the work). But, these types of customer don&#39;t just appear. You need to earn their trust and build a rapport.<\/p>

So, as you continue to prove your process, invite them into a private Facebook<\/a> or Linkedin Group, provide further value&nbsp;and keep retargeting them so you become omnipresent and top of mind.<\/p>

Related:&nbsp;What Is a Sales Funnel? The Guide to Building an Automated Selling Machine.<\/a><\/b><\/p>

In time, you will capture their attention and become the go-to&nbsp;expert who offers the only solution to their problem. There are others out there, sure; they don&#39;t care because they have bought into you. The trade-off here is that it takes time, but this invisible ROI is huge because the more someone trusts you, the more they will spend on you when the time is right.<\/p>

This is how you sell your high-ticket items in 2018.<\/p>

You need to become omnipresent and top of mind, and to be relevant in the right place, at the right time. Achieve this and you&#39;ll own their wallet without having to offer a discount. You won&#39;t have to pray on their insecurity because they will come to you.<\/p>

You have proven yourself as the solution to their problem, and your rise from six to seven figures can begin.<\/p>

Related Video:&nbsp;How to Make More Online Sales With a Low-Traffic Website<\/a><\/b><\/p>

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Entrepreneur: Sales and Marketing

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