3 Strategies on How to Sell Expensive Products Online

Average order value, or AOV, refers to the average amount spent by customers per order. When it comes to global eCommerce, in 2022, the average is around $110. We already told you how to boost your sales through better UX practices. Today, we dig a little bit deeper and tell you specifically how to sell expensive products online and increase that AOV through 3 particular strategies that are guaranteed to work!

Show confidence

To sell expensive products or high-end items, focus on value rather than price. First of all, make your product tell your brand story: by telling your customer all about what makes your product valuable, it becomes more than just an item. Let your customer know how much effort, time, and resources went into the item’s creation.

Next, you need to produce top-notch visuals and media content to promote it. Remember, we buy with our eyes first. High-quality photos and videos of the item being used will go a very long way. If your budget can take it, hiring social media influencers that clients trust to promote your product will also make a big difference. Customers like being able to relate to the product, and seeing someone they admire wearing or using it, might make them want to do the same!

All of this contributes to the most important thing: building trust in your brand. If someone’s going to spend a lot of money on something you made, they need to really trust you. So, do not retrench when it comes to brand image. If you show confidence in the quality of your product, it will work. 

Strategize

This seems small, but it works: position your products correctly. If you want to make your valuable, high-end product seem more attainable, add a similar, more expensive product next to it on your website. In comparison, the product you want to sell will appear to be a bargain. 

Also, a few tricks for price: when selling an expensive product, make sure you use a smaller font size. Another great technique is to break your large price down into smaller payments. Let your customers see what they would be paying monthly, weekly, and daily. When creating a price list for customer viewing, use the anchoring effect to your advantage. The result is that when a person views a list, the first item viewed sets up an expectation.

Pay attention to detail

Small gestures are meaningful: clients will definitely appreciate free shipping when ordering online, especially if they are spending a big amount of money already. Do your best to keep the item’s price the same, from beginning to end of the shopping process, to avoid discontent from potential customers.

Another not-so-small tip: presentation matters, particularly regarding high-end products. Clients will want the whole luxury package to feel like they made the right decision in purchasing your product, so do not underestimate this part. Take the time — and money — to design a packaging that contributes to the luxurious shopping experience and makes customers want to buy again. 

For more tips on how to sell high-end products online and other eCommerce growth strategy tricks, get in contact with our NetSuite experts and request your free consultation!