As an entrepreneur, closing high ticket sales can be a challenging and daunting process. However, there are many great marketing techniques and principles that can be applied to help entrepreneurs close more high ticket sales. These principles and techniques are designed to help businesses establish credibility, trust, and value with potential customers, and ultimately encourage them to make a purchase.
In this guide, we’ll go through 17 marketing techniques and principals that can be applied to help you close high ticket sales in your business.
The Foot-in-the-Door Technique
The foot-in-the-door technique is a powerful tool for building trust and establishing a relationship with a potential customer. The technique involves starting with a small request and gradually escalating to a larger one. This can help establish trust and make the customer more open to a high ticket offer.
Some effective ways to use the foot-in-the-door technique include offering a free consultation or trial of a lower-priced product or service before introducing the high ticket offer.
The Door-in-the-Face Technique
The door-in-the-face technique involves starting with a large request (that the respondent will most likely turn down) and then following up with a smaller, more reasonable request, much like a metaphorical slamming of a door in the persuader’s face. This can help create a sense of obligation and make the customer more likely to make a purchase.
To close more sales by applying the door-in-the-face technique, start with a high ticket offer and then follow up with a lower-priced option or a payment plan. This can help make the high ticket offer seem more reasonable and attainable.
The “That’s Not All” Technique
The “that’s not all” technique involves adding extra value to the offer at the last minute to encourage the customer to make a purchase. This can include offering a discount, additional features, or a bonus product or service.
To close more sales by applying the “that’s not all” technique, focus on the customer’s needs and desires and tailor the extra value to meet those needs. By providing added value at the last minute, you can demonstrate the value of the high ticket offer and encourage the customer to make a purchase.
The Takeaway Technique
The takeaway technique involves creating a sense of urgency by taking away the opportunity to purchase the high ticket offer. This can help create a sense of scarcity and encourage the customer to make a purchase.
To close more sales by applying the takeaway technique, emphasize the limited availability of the high ticket offer and communicate the potential negative consequences of not taking action, such as missing out on a significant opportunity.
The Limited Time Offer Technique
The limited time offer technique involves creating a sense of urgency by offering a high ticket offer for a limited time. This can help encourage the customer to make a purchase and take advantage of the opportunity.
To close more sales by applying the limited time offer technique, communicate the deadline clearly and emphasize the potential negative consequences of not taking action, such as missing out on a significant opportunity.
The Alternative Choice Technique
The alternative choice technique involves presenting the customer with two options, both of which lead to a sale. This can help create a sense of control and encourage the customer to make a purchase.
To close more sales by applying the alternative choice technique, focus on presenting two options that are both desirable to the customer and tailored to their needs and desires. By giving the customer a choice, you can help establish trust and create a sense of ownership over the decision to make a purchase.
The Anchoring Technique
The anchoring technique involves starting with a high price and then gradually lowering it to make the high ticket offer seem more reasonable. This can help establish a sense of value and make the customer more likely to make a purchase.
To close more sales by applying the anchoring technique, communicate the original high price clearly and then provide a discounted price that is still high enough to establish the value of the high ticket offer.
The Assumptive Close Technique
The assumptive close technique involves assuming that the customer will make a purchase and framing the conversation accordingly. This can help create a sense of inevitability and encourage the customer to make a purchase.
To close more sales by applying the assumptive close technique, focus on building rapport and trust with the customer and using language that assumes the customer will make a purchase.
The Personalization Technique
The personalization technique involves tailoring the high ticket offer to meet the customer’s specific needs and desires. This can help establish a strong connection with the customer and demonstrate the value of the high ticket offer.
To close more sales by applying the personalization technique, conduct research and ask questions to better understand the customer’s needs and desires. By tailoring the high ticket offer to meet those needs, you can demonstrate their commitment to providing high-quality products or services.
The Pain Points Technique
The pain points technique involves focusing on the customer’s pain points and showing how the high ticket offer can provide a solution. This can help create a sense of value and encourage the customer to make a purchase.
To close more sales by applying the pain points technique, conduct research and ask questions to better understand the customer’s pain points. By framing the high ticket offer as a solution to those pain points, you can demonstrate the value of the investment.
The Reciprocity Principle
The reciprocity principle involves giving something to the customer before asking for something in return. This can help establish trust and create a sense of obligation that encourages the customer to make a purchase.
To close more sales by applying the reciprocity principle, provide value to the customer upfront, such as free information or personalized advice. By establishing a sense of trust and providing value, you can make the customer more likely to make a purchase.
The Social Proof Technique
The social proof technique involves demonstrating the success and satisfaction of past customers to encourage the customer to make a purchase. This can help establish trust and demonstrate the value of the high ticket offer.
To close more sales by applying the social proof technique, gather testimonials, case studies, and other evidence of past success and satisfaction. By sharing this information with potential customers, you can build trust and demonstrate the value of the investment.
The Comparison Technique
The comparison technique involves comparing the high ticket offer to other options or competitors to demonstrate its superiority. This can help establish the value of the high ticket offer and encourage the customer to make a purchase.
To close more sales by applying the comparison technique, conduct research on the competition and focus on demonstrating the unique value of the high ticket offer. By highlighting the benefits and advantages of the high ticket offer, you can make it more appealing to potential customers.
The Mirroring Technique
The mirroring technique involves matching the communication style and language of the customer to establish a strong connection and build trust. This can help the customer feel more comfortable and open to making a purchase.
To close more sales by applying the mirroring technique, listen actively and pay attention to the customer’s communication style and language. By mirroring their style, you can build rapport and establish a strong connection with the customer.
The Framing Technique
The framing technique involves framing the high ticket offer in a way that emphasizes its unique value and advantages. This can help establish the value of the high ticket offer and make it more appealing to potential customers.
To close more sales by applying the framing technique, focus on emphasizing the unique value of the high ticket offer and framing it in a way that addresses the customer’s pain points and desires. By framing the high ticket offer in a way that is relevant and appealing to the customer, you can make it more likely that they will make a purchase.
The Loss Aversion Technique
The loss aversion technique involves framing the high ticket offer in a way that emphasizes the potential negative consequences of not making a purchase. This can help create a sense of urgency and encourage the customer to take action.
To close more sales by applying the loss aversion technique, focus on framing the high ticket offer in a way that emphasizes the potential negative consequences of not taking action, such as missing out on a significant opportunity or falling behind competitors.
The Commitment and Consistency Principle
The commitment and consistency principle involves using previous commitments and actions to encourage the customer to make a purchase. By emphasizing previous commitments or actions that the customer has taken, you can create a sense of consistency and encourage the customer to take action.
To close more sales by applying the commitment and consistency principle, focus on emphasizing previous commitments or actions that the customer has taken that are related to the high ticket offer. By establishing a sense of consistency and emphasizing the benefits of making a purchase, you can encourage the customer to take action.
Wrapping Up
Effective selling is not just about convincing a customer to make a purchase, but about creating a long-lasting relationship that benefits both the customer and the business. By using these techniques and principles, you can make the high ticket offer more appealing to potential customers, establish trust and authority, and ultimately close more sales.
