Marketing a big ticket item
Big ticket items
- There are multiple buying audiences.
- There are also multiple levels of sign-off. Expect your sales effort to get sidetracked more often.
- You should use current customers to help sell prospects (e.g. bring prospects on-site to see a current installation)
- Find ways to reduce risk (i.e. guarantees, warranties)
- Financing can be an effective marketing tool.
Smaller ticket items
- There are fewer buying audiences.
- More often, the purchaser is the user also. Must appeal to both hats this person wears.
- Price receives even more consideration.
- Repeat sales are very important…and profitable.
Fellow bloggers...what else do you think distinguishes these two channels...?
February 16, 2005 | Permalink
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» Selling "Big Ticket" Items from JSLogan
Influenced by my background in telecom infrastructure sales, here are a few thoughts I have on marketing 'big' ticket items to add to Jay Lipe's list of dfferences between 'big' and 'small' ticket marketing. Check-out Jay's complete list at Smart Ma... [Read More]
Tracked on Feb 17, 2005 12:28:51 PM
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