Some clients may just need a quick re-order of promo pens or mugs. Other clients, though, might need a more consultative, tailored approach. They could be new to your promo company, or they may be looking to get started on a strategic campaign. These clients need guidance every step of the way. While all clients are important, high-ticket clients typically require a deeper level of engagement. Mastering high-ticket closing is a valuable skill that can help you grow your career.
In this issue of PromoPro Daily, we share a blog post from Propoze that explains the art of high-ticket closing and how to do it well.
Step 1: Reach out. First impressions matter, so try to come across as confident and interested in their needs. The Propoze posts suggests asking thoughtful questions that can open the door to a real conversation. You could say, “I see your company has been growing fast. What’s one area you’d like to streamline?”
Step 2: Qualify. Not every client will lead to a high-ticket sale. To see if a client is ready and needs to invest big in promo, learn to read between the lines. Get to know their goals, find out their urgency level and watch their engagement level. The budget question is tricky, the post says, but necessary. Say something like, “Have you thought about an investment range for this?”
Step 3: Nurture the relationship. In high-ticket sales, interest alone isn’t going to seal the deal, the post says. Don’t send “just checking in” emails but try to be genuinely helpful. Make every interaction feel tailored by using their name and mentioning specific goals.
Step 4: Conduct a needs analysis. Start by asking something like, “What’s the biggest thing holding you back?” According to the Propoze post, big, open questions help them open up and give you the full picture.
Step 5: Present a high-ticket offer. Now’s the time to show your promo solution and why it’s exactly what they need. The Propoze post recommends making the offer feel personal, essential and just the right fit for their goals.
Step 6: Address objections. You should expect objections in high-ticket sales. Consider them an opportunity to understand the client better. If you get pushback on price, help the client connect the dots between cost and payoff. If they’re not quite sure yet, offer to go over any concerns. Show flexibility and that you’re really listening.
Step 7: Close. Guide them to a “yes” without the hard sell. One way to do this, according to the post, is to offer plenty of options. People like choices because they feel less pressure. You could present some solutions and say something like, “Which feels right to you?”
Step 8: Post-sale follow-up. In this step, you’re laying the groundwork for long-term loyalty and possibly referrals. The post suggest sending a friendly note a few days after the sale asking how things are going. It’s a low-pressure way to show that you’re still there to support them.
Some deals are naturally straightforward, with a quick conversation, confirmation of details and signing off on the order. High-ticket deals require a deeper, more personalized approach. The next time you’re working on a high-ticket sale, follow the steps above to embrace a consultative approach that can help you build a long-lasting relationship.
Compiled by Audrey Sellers
Source: A blog post from Propoze, a proposal builder that helps teams build sales proposals quickly and easily.
