A person who is just starting to engage in sales, involuntarily wonders how to sell expensive. Everyone wants to get rich quick, but not everyone succeeds. Why? Some people do not have enough time and energy to build their brand and make it a good reputation. A second-rate product without a name, even with good advertising, no one will buy. How to sell goods more expensive than competitors? Read about it below.
Sell not goods, but emotions
Do you think a person goes to the salon to get a new car only when the old one stops driving? Nothing like this. A person who cares about their status changes the car at least once every five years. One of the methods of selling very expensive products is to sell emotions, not the things or products themselves.
For his money, the buyer wants to acquire happiness, fame and prestige. And you must satisfy his desires. Buying a Lexus instead of a Honda, a person feels happier and thinks that now his neighbors will begin to respect him. Yes, the person cannot be respected by neighbors by changing the car, but the buyer will understand this later. From the cabin, he will come out happy.
Many people are indifferent to the technical characteristics of the car. They will never use all the features of the machine. Status items are generally rarely bought in order to use them for their intended purpose.
You can give another example. Will you buy a Rolex just to watch time on a watch? Not. Rolex is bought to create a prestigious image. And you can watch the time on watches bought in the market for 200 rubles. Therefore, the first rule of a good marketer: you need to sell not a product, but emotions.
Attention to your image
The second rule stems from the first. How to sell a more expensive product? It is necessary to create a good image for him. But before you sell the product, you should think about your image and the image of the company.
Your appearance will tell the buyer a lot. Make the brand recognizable and work on its packaging. Hire a good designer who can make you a catchy logo, decent packaging, banners and all related advertising. Nobody will buy expensive items in cheap packaging.
Have you ever wondered what the cost of a glass bottle of perfume is in accordance with the perfumes themselves? Packaging is 80% of the cost. So, do not hesitate to make a beautiful shell for your product. The solid appearance of the company and you, as its representative, will allow you to make good sales.
How to sell expensively, you can answer when you create a memorable brand and make sure that beauty and solidity can be seen everywhere. The office where the products are sold should be clean and tidy, and the site should be user-friendly and well-designed.
Good publicity
And how to sell expensive goods to a client of Russia? A businessman should think about advertising, because, as you know, it is the engine of trade. Without it, no one will know about your product and service.
You can hope for word of mouth, but you should not have high hopes for it. All available PR methods should be used. Give contextual advertising, give advertising on television and on the radio. Luxury goods must be heard by buyers. A person who wants to buy some kind of product should first of all have your thing in his head.
Without constant suggestion, such an effect cannot be achieved. So, you should hire a good marketer who will help you make the right slogan and help make a good visual series. Clients will contact you when they are sure that they will receive goods of appropriate quality for their money. Selling consumer goods at a high price is not worth it. Negative advertising can discourage rich customers from you. Therefore, always remember what you advertise and how you do it.
Internet advertising
Clients should be constantly informed of your new products, promotions and offers. But rich people do not have time to watch TV. Yes, and many perceive radio advertising as noise. How to sell an expensive product to a customer?
The psychology of modern people is such that they will absorb information that will appear on the screens of their mobile phones or computers. Therefore, let's advertise where it will be frequently viewed. To do this, use popular sites and mobile applications. See what's in the top today. Become a sponsor of some significant project, and millions will learn about you.
Familiarization with the name of the company will make people learn more about your product or about your services. People will reach your site for more information.
If you position yourself as a luxury brand, it means that you should have appropriate advertising. Do not use rude and hackneyed tricks. Do not arrange promotions and sales unnecessarily. Advertising should be narrative and fact-finding.
Social networks
Want to sell your product expensive? Make a beautiful profile on Instagram. A popular social network provides a ton of opportunities to answer the question of how to sell expensive.
An overview of the Instagram profile should be done by an experienced specialist. Fill it with beautiful pictures and wait for sales is stupid. People want more. You need to give your subscribers useful information that will encourage them to buy.
You should invest a lot of money in advertising. Bring world celebrities and famous photographers to collaboration. They will help make your content unique. No need to do pop music. The Internet is oversaturated with it.
It is necessary to make a unique brand with a unique design. People love beautiful pictures. After all, it is for their sake that they open the social media feed in the evening.
Attract new customers can both information posts, and beautiful layouts. Show people pictures of a beautiful life that cannot be imagined without your products. You need to remember not only about quality, but also about quantity. Updates on social networks should be daily. Otherwise, customers will lose interest in your product.
Mandatory speech
Not sure how to sell expensive? Sales assistance can be provided by a good manager. The specialist will write speeches for your employees.
Speaking script is useful. Someone might think that a predefined script is a lot of nonsense. But not many can act intuitively. People catch various phrases that sellers throw as if by chance. For example, when buying one product, it would be nice to impose something else on the customer.
You can clothe such an imposition with the following phrase: most of our wealthy clients, along with this juicer, also buy a blender to make smoothies from fruits. Do you care about your health? End the sentence with a question. So the seller will be able to call the client for dialogue. Tenacious phrases will help increase sales.
Effective speeches should be recorded on the seller’s subcortex. He does not have to think long about an answer or a sentence. If a person acts according to a learned scenario, his gestures and phrases will look natural.
A person who wants to sell their products expensively is required to hire the best sellers who will benefit from the sale of the goods. A person who is personally interested in sales will work better than someone who sits on a salary.
Pay attention to charity
The more a person gives, the more he receives. This rule also applies in deciding how to sell expensive goods to a client. The buyer should not only trust the seller, but also sympathize with him.
It is much more pleasant to buy goods from those companies that donate part of their profits to charity. Such advertising works very effectively. Every rich client wants to benefit this world. But not everyone has the means or ability to donate money.
When creating promotions, it should be emphasized that the company transfers money to some fund from each purchase. Choose the area of charity that is popular today. So, in Russia, people are not very concerned about the state of the environment, but customers will agree to help children from the orphanage. The company can arrange charity concerts for orphans or give gifts for the holidays to poor children. Such promotions should be made public. The brand from this will increase in the eyes of customers.
People will believe that the company not only cares about its profit, but also brings peace to the world. Personal sympathy of the client plays an important role in his choice of the company from which he will buy the goods.
Sell high quality product
You can sell expensively only those things of which you are sure. Why are iPhones selling better than other smartphones today? Apple has gained popularity due to its high quality. People understand why they give money. No matter how Huawei promotes its phones, customers understand that the quality of this technology leaves much to be desired. But iPhones have no complaints.
When thinking about how to sell an expensive product to a customer, you should convince the latter that he is buying an upscale product. And it doesn’t matter which product you sell. The main thing is the customer’s faith in quality. If you are promoting tea, then focus on its beneficial properties. Particular attention should be paid to the slogan. A person should understand that he is buying a luxury product, which if there are side effects, they are clearly less pronounced than the products of a competing company.
You need to take care of warranty service. Customers should be aware that if something happens to the product, they will be able to repair their purchase for free. This attitude appeals to buyers, and they will agree to give any money in order to get good products.
Sell where there are no competitors
And one more rule, how to sell expensive goods. Today it is difficult to compete with large companies that are leaders in their segment. Therefore, you should go from the other side. One effective selling method is to sell where there are no competitors.
For example, you want to sell furniture. But it does not make sense to advertise on a site where furniture is full. There it will be difficult for you to stand out among well-known brands. Place an ad on the site where homes are sold. A person who plans to purchase their own housing will be preoccupied with the issue of buying furniture. And along the way, together with the apartment, he can look after your headset, which perfectly fits into his new living room.
Such a move is very effective. You will not have competitors in the segment if you immediately reach a new level. You need to cooperate immediately with those sites on which luxury goods are sold. Then the buyer will be sure that since a good developer firm recommends your products, it means that the goods are of the proper quality. And this in turn will help answer the question of how to sell expensive.
Attracting attention through articles
Not sure how to sell an expensive product? It is necessary to keep the attention of the client all the time. And for this, it is simply necessary to write articles at least twice a week. They should be of a narrative and entertaining nature. People will read them, without any technical education, therefore, it should be explained in detail to an inexperienced reader why it is better to buy one and not another product.
The emphasis should be on their products, but still the article should be more informative than advertising. Reading ads is not interesting. And people like to be educated by reading advertisements. There are a lot of pseudo-intellectuals in Russia. People amuse their pride by the fact that they consider themselves pros in the technical part of a gadget.
Educate customers, and then you will get kind and helpful users who will be happy to buy your products at any price and will also recommend it to friends.
Emotional involvement
The person should want to possess your goods. This will help advertising. But sellers in the store play an important role. How to sell expensive? Each client should be given time.
When it comes to luxury goods, customers should not be scattered. The seller must be attentive and courteous with everyone. A friendly smile would not be enough. It is necessary for every person entering the trading floor to recognize his preferences and interests. The more information can be pulled from the client, the more convenient it will be for the seller to recommend something to a person.
It should support the interests of the buyer and give him a compliment. Having positioned the client to himself, selling goods will be simple. After all, you can buy a lot more from a person who is attractive to you, if only to simply please.
If the client does not have the necessary amount with him, you should immediately offer a loan. A seller with a smile should tell all the advantages of a thing, let it be held in his hands and help a person to feel that he has already made a purchase. It will be very simple for the client to make decisions in this state, and he will not be able to refuse an item that he already considers his own.
Overcharge immediately
Feel free to sell expensive? But how then to make a person lay out more than he expected? First you need to work on your psychology. The seller immediately needs to inflate the price. When asked about the price, increase the amount that appears in your head, two, or even three times. Sound these numbers.
When the client hears your initial offer, he will certainly begin to bargain. And if you don’t start, then you will be able to achieve your goal in just one step. If the client says that he is not ready to give money for a similar thing that you offer, reduce the cost by 30% and offer him goods of another segment. The client will agree to this, as he will understand that he is buying something a little worse than the best product. In this case, you still win at least 20%.
Feel free to artificially raise prices. No one except you knows them. Therefore, wind up the price tag as you want. The main condition is the high-quality products that the customer will receive. Do not sell low-grade items, it threatens you with the fact that you will lose your reputation.