Selling a high-ticket item is very different to selling a low ticket item.
Because you are going to need or need to provide more trust to the prospect.
And usually a longer lead-time, that is the time it takes for the prospect to make a decision.
You know what I mean….we’ve found the average time it takes a ‘residential repaint’ client 6 – 8 weeks to make a decision.
Remember, I said average. As you know some clients can decide overnight (which isn’t normal) and others can take 6 months
So the overall sales process needs to be understood and sometimes completely different.
Think about it…
If you’re going to buy something worth $5,000, $10,000, $15,000…even $1,000… you’re going to put more thought into the process than if you’re buying something for $5.
So what’s the best way to sell this sort of product or in our case painting services?
First, you need to be super clear about your target market. I mean to be clear on exactly the person you enjoy working with and the kind of homes or jobs you enjoy doing.
Note: also consider if by doing this gives you ‘what you want?’
Income, lifestyle, choices…what ever?
Even though we are in the painting industry…..are you clear on who your target market is?
At our recent seminar we discussed ‘getting clear’ on your ideal market. If you enjoy residential repaints, how clear are you on who your ideal client is.
Are you clear on these questions…their age, household income, suburbs or areas, average property value, married, kids….etc.
Second, you need to find out what your target markets main pain point is.
Third, you need to get their attention.
Fourth, you need a system for building trust.
It’s a detailed process.
But if you do it right, it will increase the number of quality leads and business your way.
You need WAY less sales to make exceptional profits.
Anyway, as I’m passionate about business and marketing I could go on and on about how to do it.
Just wanted to get you to start thinking about the basics and trust it helps you in the right direction.
