Big ticket selling can be very rewarding but in a tough economy it can take a lot more work than when times are great and money is flowing. We experienced this quite a few times over an 18-year period.
If you provide a high-end quality product or service and need more business, then this article is for you.
In my experience, big ticket selling requires a different level of marketing and sales strategies if you are looking to succeed both on and offline. There is a big difference in price and quality when it comes to high-ticket items. For example, automobiles range from $10,000 to over $200,000, with most vehicle sales in the $15k to $40K price category. Audio surround systems can be had for as little as $350, but some audiophiles will invest $10,000 or more in components and speakers. Furniture can be had for as little as $50 and go well into the tens of thousands of dollars. Many small businesses that are involved in big ticket selling throw mud up on the wall hoping to capture new prospects and clients. Do you think that this approach works? I tend to differ and say that you need a targeted approach, if you're going to have a steady stream of new leads and sales.
Here are 6 Steps for you to consider:
1. Know your target market and who the customer is. Do your own research or find someone who knows how to get it done.
2. Break down the target market into segments and target one at a time until you have an overflowing funnel.
3. Build a big list and continue to add to it until you've got a backlog that exceeds your goals. The key here is: the bigger the list, the more posture and control that you have. In other words you don't need the client, but they can and will become attached to you if you have what they want.
4. Follow-up is such a key and one that many companies leave out of the equation. Make sure you have a funnel and strategy in place so every lead and sale is looked after.
5. Ask for referrals. Interesting concept, eh? Referrals should come naturally if a client really likes you and what you have sold them. If not, then ask, you have everything to gain and nothing to lose.
6. Test, Track, and Survey your way to your next big ticket sale.
In all of my years of being involved in high ticket sales as a retailer, service provider, advertising agent, manufacturer's representative and marketing consultant, it amazes me how lazy most salespeople are. They want the big dollars but are not open and willing to get out and do the work to fill up the sales funnel. The above steps are going to take some work so set yourself apart from the rest of the pack by reaching out and developing a huge backlog in your sales funnel.
