Thread by @yojimmykim

Selling a $30 water bottle is one thing.

Selling a $3,000 massage chair? Whole different ball game.

High-ticket products come with bigger price tags and bigger questions. Customers want to feel confident, understood, and cared for before they commit.

Let’s break down 6 email and SMS strategies to help you close more high-ticket sales👇

1. Educate First, Sell Later

Expensive products can be intimidating. High-ticket buyers are looking for answers before looking for the checkout button.

They want to understand:

-What makes your product worth the investment
-How it compares to other premium options
-Whether it will solve their specific problem

Send them emails packed with educational content that builds their confidence.

You could:

-Break down the benefits of your product (vs just the features)
-Highlight materials, craftsmanship, and R&D
-Answer objections early through content

For example, if you’re selling a $3,000 electric bike, help them compare motor types, battery ranges, terrain compatibility, and warranty terms.

If it’s a luxury mattress, explain the difference between memory foam and hybrid builds, or why your cooling tech actually works.

💡Takeaway: You’re not just a seller, you’re their advisor. And once they see you that way, they’ll trust you to guide the purchase.

2. Be Transparent (and Human)

If you're asking someone to spend thousands, you better pull back the curtain.

Use email to:

-Share the story of how your product was developed
-Introduce your team
-Explain the steps you take to ensure quality
-Spell out the details of your premium delivery or extended warranty

Then bring SMS in. Use it to add personality to each transaction

For instance, you could text them:

-Shipping and delivery updates: “Your order’s on the way! Should arrive by Friday.”
-Appointment reminders: “Hi Jack! Your virtual fitting is tomorrow at 2pm.”
-Follow-ups after a demo: “Great chatting today! Here’s the link we discussed: [link]”
-Quick check-ins: “Any questions about your quote? I’m happy to help!”

💡Takeaway: High-ticket purchases are more emotional than transactional. Transparency and a human touch helps customers feel more secure in their decision.

3. Use Social Proof That Shows, Not Tells

Nobody wants to be the first to try a $5,000 product.

Especially one they’ve never seen before.

That’s why social proof is a non-negotiable in high-ticket eCommerce. But not just any proof. We’re talking detailed, story-driven, and relatable proof.

Go beyond a couple of glowing quotes – show transformation. Think:

-Customer testimonials explaining why they bought
-Before/after photos or usage stats
-Case studies that show ROI or transformation (great for B2B high-ticket)

Drip these stories through email (with photos or videos). Then let SMS play a supporting role – maybe a quick message with a link to a video review or client story:

“Did you see how Michael saved $4,000 in one year with our system? Here’s his story 👉 [link]”

This kind of proof builds certainty. It helps potential buyers picture their own success, and that’s the moment things start to click.

4. Offer White-Glove, VIP-Level Support

Look, the truth is: High price = high expectations.

High-ticket buyers want more than just an FAQ page. They want personalized guidance, flexible options, and someone to call when they have questions.

So treat them like royalty (because they are)

Set up email flows that:

-Invite them to book a personal consultation or demo
-Send curated product bundles based on behavior or interest
-Introduce their dedicated account manager or onboarding rep

Then use SMS for quick, friendly nudges that keep the relationship warm.

-“Hi James! Your demo is booked for Thursday at 3pm. Looking forward to it.”
-“Quick check-in. Any questions since our last chat?”

When you make service part of the experience, you stand out. You’re no longer just another store with a premium product. You’re the brand that goes the extra mile.

5. Create Urgency That Doesn’t Feel Like a Gimmick

Fake urgency is a turnoff for high-consideration buyers.

They’ve already waited weeks (or months) to decide. They’re not going to panic-purchase because of a countdown timer

Here’s what will move the needle: urgency rooted in truth.

Try these:

-Let them know when stock is low on popular models
-Explain upcoming price increases (and why they’re happening)
-Offer limited-time bundles (“Free install + extended warranty until Sunday”)

Use email to lay out the full context. Then ping with an SMS reminder just before the deadline.

“Only 3 left in walnut finish. Restock expected in 6 weeks. Want us to hold one for you?”

Real urgency drives action. Respectfully. Without the ick factor.

6. Stay Close (Even After They Say “Maybe”)

Here’s the thing: most high-ticket leads won’t convert on the first try. Or second.

That’s okay. Your job is to stay present without becoming a pest.

Send:

Friendly check-ins with updated FAQs or product tips

Content that shows continued value (“How to Get the Most from Your [Product]”)

Invitations to exclusive live Q&As or walkthroughs

A well-timed SMS can also go a long way, like:

“Still thinking about the Studio Pro? Here’s a 2-min demo video that might help 👉 [link]”

Keep the door open, keep the conversation going.

Final Thoughts: High-Ticket Success Starts With Empathy

Buying expensive products is scary. There’s risk, doubt, and a lot of back-and-forth.

That’s why your email and SMS flows should feel like conversations, not campaigns.

So slow things down. Make it personal. And remember: when someone spends $2,000, they’re not just buying your product – they’re buying into you.

Make sure your messages reflect that.

If you enjoyed this breakdown, please like, share, comment, and retweet!

@ecomchasedimond and I send a daily newsletter focused retention marketing, specifically in email and sms marketing for ecommerce

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