For most entrepreneurs, the first thought while building their first marketing strategy is to find innovative ways to get new customers. Somehow, the tendency is to attract more people without much thought being given to attracting bigger customers specifically. With the passage of time, it suddenly shows up that it takes up a lot of effort and resources to convert and serve new customers and the profits grow at a slower pace.
Now it comes to addressing the elephant in the room, what could possibly have gone wrong?
One of the biggest reasons could be that you fail to attract high-ticket customers! Don't worry, you aren't all alone. According to a report, 40 percent of businesses end up missing their revenue targets and only 21 percent of these organizations have any solid plan to increase their average price for deals.
In order to close larger deals, it's important that you should revisit and adjust the entire business strategy. The right way to go forward here is to focus on brand positioning to smarter marketing and sales campaigns.
Let's explore 10 practical strategies to win high-ticket customers.
#1: Identify your best prospects
The first and foremost step is to carefully define the exact type of prospects who'll be interested in your offering. Once you have done this, your sales and marketing strategies can be reformulated after building ideal customer profiles (ICP) to attract high-end prospects.
Here's some food for thought:
What is the size of my ideal customers' organizations?
What would be the vital points and characteristics of organizations of this type?
Would they require additional assistance?
Why would they not use internal resources and instead choose you to solve their problems?
How many stakeholders generally take part in the decision-making process?
#2: Target your ideal prospects
Unknowingly, most businesses commit the mistake of appealing to broad audiences with their sales and marketing campaigns. The possible reason is the belief that the more people you reach, the more customers you’ll get. However, that's not true. In fact, everything is exactly the opposite. For instance, if you've figured out that your target audience is highly experienced in the product or subject, there's no point in creating “how-to” guides for beginners.
#3: Focus on building your brand
While competing for high-ticket customers, you'll face competition from your usual lot. You will be up against big brands that have made a name for themselves by consistently delivering exceptional products and services. Therefore, it becomes important that you focus on creating and nurturing a solid brand. To get started, you'll need to develop a distinctive brand voice, convey the brand values in your content, create and nurture memorable brand identity elements, and demonstrate customer & employee appreciation.
#4: Social proof matters
Social proof always matters whether you're working with low-ticket or high-ticket customers. The easiest way to provide social proof is to display your customers’ logos on your website and let your customers speak about the quality of your products or services. You can even share case studies that help you walk your prospects through a business success story they can relate to.
#5: Don’t be afraid to miss low-ticket leads
It's important that you remember that you get to choose whom you want to work with. In other words, you may miss out on some low-ticket leads when prioritizing high-paying prospects. The best thing you can do to proactively identify whether a lead can become your ideal customer is to add a qualifying step to your contact form.
#6: Score leads
When you receive the first data pieces on your leads, you should leverage them to score and prioritize incoming submissions. Remember, the golden window to follow up with new leads is 5 minutes. You may risk losing your high-end customers if you don't get back to your prospects in a reasonable time. To make things easier for you, you can consider factors such as company size, industry, location, contact role, and pain points to identify whether a prospect is a right fit for your business or not.
#7: Perform sales outreach
Your sales and marketing teams need to work in sync to generate and win high-ticket leads. To get started, you can leverage LinkedIn Sales Navigator to gain information about people and companies that meet your criteria. Just make sure that you offer them to schedule a call right in your first outreach message.
#8: Build a professional-looking proposal template
It does make sense to spend quality time designing a professional-looking proposal template with some blank space to fill in a customized proposal so that the needs of the specific prospect can be addressed.
#9: Build knowledge
High-ticket prospects don't want to compromise the quality of the product or service they want to get, unlike low-ticket prospects who would generally focus on getting things done for the lowest possible price. Therefore, you should do thorough research on the topic before a sales call.
#10: Train your sales team to be brand ambassadors
Your sales reps must share your brand voice and values. To get started, you need to make sure your communication strategy is well documented, regular workshops are conducted, and people are encouraged to speak up and share their perspectives of your brand values.
Discover how Dynamics 365 can help you win high-ticket customers via brand building, proactive outreach, and prioritization. Call or email us now at C.I.G Consultants to hire experienced Dynamics 365 experts.