How To Up Sell White Glove Delivery On Your High-Ticket Drop Shipping Store
My Simple Two-Step Method To Sell Done-For-You Services With Your High-Ticket Drop Shipping Products
Are you thinking about offering done-for-you or white glove delivery service? Not many sellers offer it so, maybe you can do it? Here is what you need to get started.
Let me share to you something. I recently had a coaching call with a student of mine, who happened to already have an online store selling bathroom remodeling fixtures and his customers are mostly DIY buyers that install them using how-to-tutorial videos.
The business is doing great, but this time, my student wanted to move to high-ticket dropshipping ecommerce since he got plenty of customers requesting to buy two more different remodeling parts, like a shower setup or a walk-in shower, or a bathroom vanity. He wanted to setup a bathroom-remodeling Shopify store to have variety of parts from different suppliers. In my opinion, that is actually a good idea.
So here is the problem. I looked at the store and noticed that the parts are quite complicated. There’s a lot of different sizes, different styles, and different options, etc. If you are a customer, making a purchase on the store is not a simple process because of the vast array of options makes it very confusing. So, what are we going to do about it?
Why Give Focus on Content?
This student of mine is actually smart since he knows his market. The biggest tip I told him is make more content. Produce more relevant content focused on the market, this time the DIY buyers, to help them through their journey of choosing and installing their purchases. For example, produce more buyer’s guides, more tutorials, assembly guides, and helpful tips that are centered around the products in the store. In that way, the seller connects to the customer and gives them the right knowledge and what they need to know before they make the purchase.
Another next tip is having more conversion-optimization features on the store such as countdown timers, discount coupon codes, expiring, and running out of stock fast. That kind of stuff, plus a value offer stack, will help the customer increase the perceived value of the grocery cart for higher chances of a purchase. Offer unique marketplace perks like free shipping, free returns, or a warranty policy that goes beyond what the supplier offers. Slap more things such as low-price guarantees, satisfaction guarantees, and financing.
High-ticket dropshipping does not mean you can just put up a product listing and start making sales automatically. That might happen here and there, but to really scale a business up to six figures and beyond, you really have to do a lot of content marketing. It is even more important because it serves a lot of purposes.
As we previously told, it helps give direction to DIY buyers and they need that content in order to install or assemble the product themselves. In addition, content gives you space for more keywords. Injecting relevant keywords to your content will help boost search rankings. It helps a lot in winning the sale.
Done-for-You Service. Should You Do it?
And then there's the done-for-you services. It really depends on your niche and your customer market. If you already have a store, or still building one, around products that require assembly, use of accessories or several components, hobbyist item, or simply complicated for general customers, consider setting up some sort of a done-for-you white glove delivery service. Just make it an option for your listing.
Having a done-for-you option can serve you well, even if you add it as an extra cost. Note that there are companies that does almost the same service of installing fixtures or furniture at the customers’ home, and the average margin is 20% to 30% or more. These companies make lots of money from white glove service alone, so why not you?
Worried if the upsell makes you more ‘expensive’ than the competition? It is just right because you will provide additional service. If they know and trust you by that point you can probably charge more, they'd be willing to pay it because they know they're getting a good service.
Make Sure to Offer Additional Services to Your Customers.
You always have to understand your market. Do you mainly cater to DIY buyers? Or, your customers would rather have a contractor doing work for them? You might be able to be that middleman that connects into the contractor that takes a commission or a dealer fee, in exchange.
Regardless, provide meaningful content so those buyers feel comfortable buying from you. On the back end, offer a done-for-you service as an upgrade too. Also offer other upgrades, like upsells, accessories, or ‘get this for free’ items. Don’t be afraid to offer things like extended warranties or upgrading to a more expensive model of the product. The key is offering something to your customer. But understand who you're selling to because that will basically guide you on creating your product descriptions, or creating the content on your website.
Note that in online selling, your main role is being a connector. You are going between the supplier and the customer, and connecting customers to the supplier’s products. Suppliers don’t know marketing as much as you do, that’s why they give you wholesale pricing. Therefore, don’t be afraid to offer upsells. And it's really important to grow your business in that direction because when someone makes a purchase from you, and they buy over and over and over again, and they buy multiple things, it makes your business more profitable in the long run. Good luck!
eCommerce Paradise was created by Trevor Fenner of Seattle, Washington in 2015 to help you, the entrepreneur, to start and scale your own eCommerce business selling high-ticket products online with the drop shipping fulfillment method so you can make more profit per sale, have a sustainable and evergreen online business, get started with very little upfront investment, and live a location independent lifestyle. Trevor owns multiple 7-figure High-Ticket Drop Shipping eCommerce stores and is a digital nomad, traveling the world while working remotely with the help of his team of over 10 virtual assistants from around the world. Trevor is currently located in Bali, Indonesia. Trevor is also a passionate skateboarder, surfer, scuba diver, photographer, environmentalist, outdoorsman, fitness and tattoo enthusiast.
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