10 Powerful Tactics for Selling High-Ticket Digital Products

Learn how your customer’s brain works so you can use the right strategy to make a sale.


The digital world is on an upward trajectory, with more and more people shifting to the internet for their shopping.

This trend has given rise to a new breed of online entrepreneurs who are selling high-ticket products online.

The problem they face is that many potential customers are still on the fence about making large purchases over the internet, or may not even know what they want yet.

That’s why it’s important for these businesses to have a clear strategy when it comes to marketing their product.

Here are 10 powerful tactics for selling high-ticket digital products:

1. Understand Your Buyer Persona
2. Figure Out Your Competition
3. Help Them Envision What Success Looks Like
4. Use a High-Ticket Sales Script
5. Ask About Previous Less Expensive Experiences
6.Create a High-Converting Sales Funnel
7. Use High-Velocity Content
8. Only Talk About Price in the Close
9. Use a Trial Close
10. Close or the Technical Win

1. Understand Your Buyer Persona

The buyer persona is the demographic that you are selling your high-ticket digital products to. It may be composed of an age group, a geographic region or perhaps even both. You need to understand your ideal customer in order to create marketing materials for them and ultimately sell your product successfully.

For example, if you’re targeting millennials between 18–30 years old in the US, you might create a product that uses Instagram or Snapchat to market it.

The trick is to understand what motivates your buyer persona. What are the challenges they face every day? How does your product help them with these challenges?

When you can answer these questions, you’ll be on your way to meeting their needs. It’s not always easy, but it will be worth it in the end.

Examples of some buyer persona’s are:

  • A 35-year old woman who is a new mother and she wants to lose weight.
  • An entrepreneur in his early thirties with an established business that needs help reaching more prospects.
  • A 24-year old man who wants to start an online business but doesn’t know-how.
  • An 18-year old girl in college and she wants to make money on the side so that she can afford a new laptop for school.

Once you understand your buyer persona, it will be easier for you to create marketing materials for them. You’ll be able to create content that resonates with their fears and needs, ultimately motivating them to buy your product.

2. Figure Out Your Competition

Figure out who else is selling similar products, what they offer that you don’t, and how big their audience size is in comparison to yours. If there are already a number of competitors for high-ticket digital products on the market with large followings, then it might be necessary to find a niche audience that isn’t already being served.

Once you understand who your competitors are and what makes them different, it will help you figure out what works for your product and how to differentiate yourself from the rest of the crowd.

When approaching this step in marketing high-ticket digital products online, consider the following:

  • What makes your product different?
  • How will you reach out to audiences that other competitors haven’t reached yet?
  • Which aspects of the digital products market are underserved, and how can you better serve them than others before you have.

3. Help Them Envision What Success Looks Like

By showing your prospects what success with your product looks like, you’re able to help them envision their own future. When they know that other people are achieving more of their goals and dreams through your high-ticket digital products, it gives them the reassurance they need to make a purchase decision.

This is a great way to begin your product pitch. You can present success stories from real people who have achieved their goals and dreams through the use of your high-ticket digital products.

This will help them get excited about using it themselves, knowing that they too could be successful with this product behind their back. In addition, you should also have a case study that you can present to your prospects. This will showcase the results of other people who have used this product.

The more success stories and case studies you can provide, the better chance you have at selling high-ticket digital products. Your prospects need to know that they too could achieve similar results if they purchase your product.

4. Use a High-Ticket Sales Script

Let’s say you created a high-ticket sales script for your product. You can use that in emails, webinars, and with phone calls to get the same results as if it was face-to-face selling.

This is because all of these techniques involve emotional engagement from prospects which will result in them buying from you again.

This is because people do not want to be sold to, but they are willing to buy. Therefore by using a high-ticket sales script you get prospects engaged in the conversation without being too pushy about it. You need them interested enough that they will ask for your product or service when ready

One of the best examples of this is the book, How to Win Friends and Influence People by Dale Carnegie. This is because this sales script has been used all over the world for decades now in different kinds of pitches.

For example, it was once thought that only older prospects would be interested in reading books like these but today they are best-sellers even with people who are much younger than the average age of book readers.

This is because they got people emotionally engaged in them even though it was not about a high-ticket product like consulting or coaching services, but still Carnegie used this technique to sell huge amounts of copies.

5. Ask About Previous Less Expensive Experiences

If people have done some experimenting with lower-end products, they are more likely to buy a high-ticket product. One way draw this out of your prospects is by simply them about their past experiences. This can be done in a casual conversation, but it should not come off as salesy or pushy because that will turn them away from the product immediately.

Let them know that you are just curious about what they have done in the past, and if it is something similar to your product, let them know how much value they could get out of the high-ticket version.

The reason this works so well is that people tend to compare their previous experiences with new ones.

For example, when someone has bought a smaller product and was happy with it, they will compare that to your high-ticket version. They may not actually realize how much more value there is in the higher-end option.

When you bring up their previous experiences, this can help them see what a good deal the high ticket item would be for them.

6. Create a High-Converting Sales Funnel

In order to be successful in selling your high-ticket digital products, you’re gonna need a high-converting sales funnel. A high-converting sales funnel is the only way to make sure you’re getting as many leads into your business as possible. This will result in more conversions and thus, more revenue for you.

The first step of creating a high-converting sales funnels starts with attracting lots of traffic which means that if you want to sell your products you need to have a good amount of people coming into your website.

Your marketing efforts should be focused on attracting high-quality visitors who are interested in what you’re selling. This includes both paid ads and free content marketing strategies that attract the right audience.

Once you have an optimized website that converts visitors into leads, the next step is to drive them through your sales funnel.

You should use different strategies on each page of your sales funnels in order to get people comfortable with purchasing products from you and move forward down the funnel faster. The more they trust you, the more likely it will be that they will buy.

A great way to get people over the initial hurdle of buying is by offering a free gift that requires them to provide their email address in order to get it.

This could be an educational guide, checklist, or some other type of digital download which you can offer on your website either as a hard copy or downloadable version.

Once someone opts in to get their free gift they will probably think twice before going through with purchasing your product. That’s why creating an upsell is such an important part of any high-converting sales funnel.

Upselling is the process by which you convince a person to buy another product or service after they have already made an initial purchase from your business. It can be done through email marketing and webinars, but it’s much more effective if people see this as soon as someone enters their website.

Once someone has opted in for your free gift and completed it they will be more willing to buy from you. The upsell should include an offer that is similar, but better than the product that was just purchased.

A great way of getting people moving down your sales funnel faster is by offering a monthly subscription instead of selling them a one-time product. This will help you get more revenue from your customers and it also presents a great value proposition for them because they’re not just purchasing one high-ticket item, but several months’ worth of access to exclusive content or ongoing support.

7. Use High-Velocity Content

Selling high-ticket digital products requires a different approach than selling low or medium-priced items. You will need to do more work and invest time in the value you provide.

The first step for successful sales is creating content that builds trust, provides real information on what you’re offering, and tells your audience why they should buy it.

You want the buying process to be easy for your customers, so they can quickly get what they need and move on to other tasks. You also don’t want them having second thoughts about their purchase or getting distracted by conflicting offers because you are not providing enough information in your sales materials.

The best way to do this is to use high-velocity content. This means you must create educational blog posts, ebooks, webinars, and videos that deliver real value so the audience wants more of what your business offers.

The higher the quality information you provide in these materials, the easier it will be for readers to trust your expertise and purchase from you.

Don’t wait to create these materials. You can start right now with the information you already have on your product or service, and then continue growing this content as time goes on.

This will help drive sales of future products more easily because people are familiar with what you offer, why they need it, and how easy it is to get started.

8. Only Talk About Price In The Close

The first time you bring up the price of your digital product should only be in the close because if you talk about it too soon they will be able to say no without thinking twice.

If you bring up the price before your prospect is ready for them, then there’s a good chance that they won’t buy at all because of how high it might seem compared to their other options. It’s better if your client thinks that your product is a great deal and worth it.

This way, if your prospects are thinking about the outcomes then you can move forward with the sale. They will be more likely to buy if you only bring it up in the close because this is when they’ve decided that your digital product is worth buying and are ready for what comes next.

9. Use a Trial Close

A trial close is a question you ask at the end of your pitch to get an answer from them. It’s usually phrased with something like, “Are you ready to start this?” or “Will it be okay if I go ahead and book that for next week?”

If they say yes, you’re golden. If they say no, then you need to go back and make a change before the big sale is finalized.

A trial close is a great way to get feedback from your client before you finalize the sale. It can help ensure that they’re ready for what comes next, which is important because once money changes hands there are no more refunds or do-overs.

If you don’t use a trial close and try to sell them more than they can afford, you might end up losing the sale entirely. It’s better to know now if there is an issue rather than later on down the line when it’s too late.

10. Close For the Technical Win

If you’ve ever bought a high-ticket digital product, chances are that they sell it to you by explaining how their solution is “superior.” They may even go as far as saying how your competition doesn’t have this feature or offering which makes them better than everyone else out there.

They’ll tell you that their product will solve all of your problems and everything else they can think of to get you over the line.

This is a strategy that works for selling just about anything, especially digital products such as software development services where it’s easy to demonstrate how another developer is inferior in some way or explaining why one platform has better features over another.

However, when it comes to selling high-ticket digital products (anything that costs more than $500), this approach doesn’t work so well anymore because people are not convinced by the hard sell.

Instead of buying your solution based on how superior they are, customers will want evidence and proof before parting with their money.

When selling high-ticket digital products, the close for the technical win is to assume that they are going to buy your product then create a “technical win” which will convince them that you are worth buying. This means identifying all of their pain points and creating content around how your solution solves every single one of them.

This not only builds trust but also shows your customers that you understand their problems and have solutions to them. It’s not enough for someone to say they are the best product on the market, people want proof of this so they can be 100% certain before parting with their money.

The good news is that you don’t need a tonne of content to do this; you just need enough so that they can make an informed decision. Once the technical win has been achieved, your close rate will go up and more customers will buy your product.


Simply if you want to sell a high-ticket digital product, then you have to have an understanding of how your customer’s brain works. If they are in decision mode, for example, there is no point in trying to convince them with features and benefits. Instead, focus on what your product will do for their life or business. That’ll help them to see the value.

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