How to Sell High-priced (and High-quality) Products

How to Sell High-priced (and High-quality) Products

March 6, 2017 7:00 pm

In the Nineteen Fifties, most merchandise have been constructed to final. Companies knew that manufacturing lengthy-lasting merchandise would unfold phrase-of-mouth referrals, which meant gross sales. The focus was on the lifespan of a product fairly than excessive turnover.

Today, it’s fairly totally different in most industries. While some savvy buyers search for worth over time (the worth paid for a product in relation to how lengthy it lasts), concern concerning the longevity of a product isn’t as necessary.

Classic Stanley Thermos

The first Stanley thermos was launched in 1913. The basic thermos we will purchase at the moment is of the identical design as the corporate launched in 1953.

If you make or promote excessive-high quality, lengthy-lasting merchandise, you already understand it’s harder to strategically market these gadgets and shut gross sales. This rings very true if there are less expensive counterparts or knockoffs.

For instance, a 5-quart KitchenAid stand mixer retails on Amazon for about $280. A Cheftronic mixer prices simply over half that, and a A-quart Sunbeam MixMaster could be delivered for lower than $one hundred. Shoppers in search of longterm worth will splurge for the KitchenAid, however the majority of shoppers will go for a decrease priced product.

So, how does KitchenAid persuade consumers that the upper worth shouldn't be solely value it, however essential?

Granted, KitchenAid spends some huge cash promoting. And for its website, KitchenAid focuses on three key parts.

  • Unique options. At the highest of the stand mixers net web page, KitchenAid focuses on the important thing promoting factors: the facility hub (the place you'll be able to connect all types of instruments), the beaters (they supply three to 4 with every mixer), and the bowl choices (chrome steel or glass).
KitchenAid mixer features

KitchenAid places entrance and middle the important thing, distinctive options of its stand mixers. Reviews throughout the location (and net) reinforce the corporate’s statements.

  • Available attachments. Over the years, KitchenAid has moved from a uni-tasking product to a countertop equipment that can be utilized to make pasta, ice cream, and soups. Attachments are additionally obtainable to slice, shred, grind, and mill. This versatility is an enormous promoting level as a result of it eliminates the necessity for different small home equipment.
KitchenAid attachments

While their attachments aren’t low cost, they’re made to final. The concept that you are able to do a lot with the core machine is an enormous promoting level.

  • Colors. KitchenAid mixers are available many colours, together with some throwback retro ones. Not solely has this impressed extra individuals to spend the cash on a KitchenAid, it’s began a development of mothers selecting a shade that a baby would need, understanding that the kid will sometime inherit it.
KitchenAid colors

When KitchenAid began providing extra colours it not solely bought extra mixers, it bought extra mixers to shoppers who already had one.

KitchenAid’s dedication to high quality, together with shopper testimonials and evaluations, are the core causes the basic fashion stand mixers sometimes make the highest 10 requested gadgets in wedding ceremony registries.

Conveying the Value of Quality

Ecommerce has made almost each business extremely aggressive. And with the continual onslaught of knock-offs and comparable merchandise, it’s tough, particularly on Amazon, to convey the true worth of an excellent product.

Take, for instance, the now-common chrome steel journey tumbler. A fast search on Amazon returns greater than 30,000 outcomes (solely 10 % of them are Prime-eligible). Prices vary from $A.50 to just about $one hundred for a selected Yeti mannequin. How, then, would an organization convey that a $25 Thermos model product is an effective purchase?

When describing high quality merchandise, level out crucial options. Rely on textual content, photographs, video, skilled graphics, testimonials, and all probably the most valued promoting factors. With the Thermos product under, the main target is on stellar imagery and probably the most desired options.

Thermos tumbler key features

Be positive to record crucial options. In this case, it’s how the tumbler appears, the colours obtainable, and why it’s in style.

A diagram displaying how this specific tumbler varies from others helps set it above the remaining.

How the tumbler is made

Comparing the product to these of lesser high quality may also help seal the deal.

Thermos additionally highlights a 5-yr guarantee. To many, the guarantee conveys the anticipated lifespan of a product.

Importance of Reviews

Never cross up the prospect to gather buyer critiques. Granted, for many websites it takes a very long time to get even a handful of them, however each single one counts. In reality, buyer evaluations can typically promote the merchandise for you. Amazon is proof of this. (I additionally wrote a whole article about how buyer critiques can promote your merchandise.)

Thermos tumbler customer reviews

Encourage and show proudly buyer evaluations.

Reviews, by the best way, don’t solely assist promote the speedy product. They may also assist promote different merchandise, particularly ones which might be obtainable in several colours or sizes. Shoppers can also peruse evaluations to find out if the product arrived to consumers in a well timed style, or if somebody who wanted customer support acquired the assistance he wanted.

Speaking of customer support, it’s crucial to all the time be out there to reply questions, even for years after the acquisition. Recently, I helped a shopper find a guide for an merchandise bought 14 years in the past. The product has lengthy since been discontinued.

A single telephone name resulted in a PDF being despatched to the shopper, who was so impressed he began speaking about shopping for a more moderen model of the product for an additional venture.

That 5-minute effort to dig up an previous guide in digital storage resulted in a $900 sale. Plus, the shopper will now be extra apt to advocate the vendor to his fellow enterprise house owners. Word of mouth is the perfect revenue builder — and it’s essential for merchandise that carry greater worth tags, but an awesome worth.


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