Navigating the Luxury Market: How to Create and Sell High-End Products

14 min read

Selling high-end or luxury items can be tempting when considering expanding your product line or launching a new brand. However, marketing posh products requires a touch more finesse than marketing average-priced goods. Think opera gloves, not oven mitts!

Slapping on a higher price tag isn’t enough. A strategic approach is required to attract and engage a clientele ready to invest in premium offerings.

This blog will guide you through creating and marketing high-priced products, ensuring your business captures the attention of customers ready to splurge.

Marketing High-Priced vs. Average-Priced Products

Marketing expensive products requires a different approach than marketing items at an average price point.

While mass-market products focus on affordability and utility, high-end products emphasize quality, exclusivity, and experience. Understanding these differences is a must for tailoring your marketing strategy effectively.

High-priced products are often associated with superior craftsmanship, unique features, and limited availability. Your marketing efforts should highlight these aspects, showcasing the value and uniqueness of your offerings.

This way, you appeal to the desires of affluent customers who are willing to pay a premium for products that make them feel special.

How to Create a High-End Niche Product

If you’re already selling at average prices and want to introduce a high-priced product line, step zero is finding a niche that appeals to high-end consumers.

Here are some steps to help you get started:

Identify Gaps in the Market

Conduct market research to identify unmet needs or desires within your industry. Look for opportunities where products can provide a unique solution or experience.

Take Farfetch, for example. The company recognized a gap in the market for an online platform offering luxury fashion from multiple designers. Farfetch has become a global leader in luxury ecommerce by filling this gap.

Farfetch is a digital marketplace offering products from hundreds of brands, boutiques, and department stores worldwide

To spot trends in your industry, check out tools like Google Trends, Trend Hunter, Exploding Topics, and Trend Watching. Some are free, and others have free trials or paid plans.

While trend research tools won’t directly answer “what should I sell?” they’ll offer valuable insights into what consumers are currently interested in, sparking inspiration for product ideas.

If you’ve been in the sales game for a while, chances are you’re gathering customer feedback in some form or another. This isn’t just valuable—it’s a fantastic way to spot untapped opportunities in the market!

Customer feedback can inspire new ideas for higher-priced products you could introduce. For instance, if you often see customers mentioning in surveys that they’d love a more personalized version of your product, it might be worth considering introducing custom limited edition versions.

Differentiate Your Offerings

If you already run a business, an effective strategy to introduce high-price products is by creating distinct differentiation, allowing buyers to easily identify which product lines best suit their needs and budgets.

It could involve launching a new product line or sub-brand tailored specifically to the high-end demographic.

Volkswagen, for instance, owns various companies under its automotive umbrella. While many of its products have widespread appeal, Bentley is a sub-brand that specifically caters to affluent consumers.

The Volkswagen Group website describes Bentley as a brand focused on luxury and performance

You can maintain brand consistency and differentiate your products by launching a new product line or sub-brand that directly targets luxury goods consumers.

Find the Right Price Point

Consider the production costs and value of your offerings to set an appropriate price point that aligns with your target audience’s expectations.

Remember that the right price point isn’t always the highest, but one that justifies the value of your product while still remaining within reach for your target audience.

Research your target audience and their spending habits. Determine how much they’re willing to pay for high-quality items within your industry.

For example, if you run a wellness business, research how much people are willing to pay for high-end spa treatments or skincare products. You can do that by looking up competitor pricing and conducting surveys or focus groups.

How to Market Expensive Products

Once you’ve developed your high-priced products, it’s time to market them effectively to attract customers ready to splurge. Here are some strategies to consider:

Highlight Quality and Craftsmanship

High-end products must meet higher quality standards than their average-priced counterparts. To justify the premium price, focus on superior materials, craftsmanship, and attention to detail.

Higher quality standards are why couture dresses come with a hefty price tag, and people don’t mind spending on Balmain shoes.

How do you communicate these benefits to customers? Your product descriptions, photography, and branding should all reflect the quality of your offerings.

Here are some ideas:

Provide consumers with an inside look at the production process of your products, allowing them to experience it firsthand.
Highlight the benefits your products offer in your site copy. If you use Ecwid as your online store, use the Instant Site sections to narrate your brand’s story.
Highlight the origins of your product and emphasize your commitment to supporting local or national labor. Enhance your product descriptions by incorporating these benefits.

For instance, Loewe’s brand embodies leather expertise and a commitment to craftsmanship. This is communicated through their website copy and social media videos, which showcase the process of crafting their bags.

The Loewe website copy focuses on their leather expertise and dedication to craftsmanship

High-end consumers want to feel like they’re investing in something special, so make sure your marketing materials instill this feeling.

Elevate Your Packaging

Packaging should enrich the product experience and contribute to the feeling of luxury. Let’s discuss how to achieve that.

The packaging for high-end goods should strive to complement the product inside, and if it’s practical, even better.

Consider creating packaging that highlights the product’s exceptional quality while being practical and appealing enough for the consumer to keep.

For instance, Glengoyne whiskey is packaged in wooden boxes that customers can use as elegant display pieces when the product is not in use.

The Glengoyne packaging elevates the brand

Unpacking a luxury product should feel like a unique experience. This means incorporating layers into your packaging to offer more than just tearing open a delivery envelope.

Use personalized boxes, high-quality paper, and other gift-like packaging additions to make the unboxing process feel extraordinary. This demonstrates a commitment to detail that customers value in the product experience.

Designing packaging that aligns with the narrative in your marketing is another excellent strategy. Whether you’re emphasizing that your products are sustainable, handmade, or something else, cohesive packaging can reinforce your brand message.

For example, Beau Domaine’s packaging is crafted with sustainability in mind, reinforcing its brand image as a skincare line that primarily uses natural ingredients.

Beau Domaine highlights its sustainable packaging in its product descriptions

Leverage Exclusivity and Scarcity

Offering a limited edition creates a sense of exclusivity. For example, a designer bag that’s only available in limited quantities is more attractive to buyers than a mass-produced version.

Hermès has perfected this strategy unlike any other. They’ve elevated scarcity to the extent that there is a waiting list for a Birkin bag.

This strategy works particularly well for businesses that offer customized or made-to-order products. Limiting the number of custom orders you take lets you maintain exclusivity and increase demand for your offerings.

By the way, running pre-order campaigns is a great way to gauge interest in a product and also helps create a sense of scarcity.

Offer Personalized Experiences

Personalization adds value to the buying experience and makes customers feel valued, which is crucial when targeting high-end consumers.

Consider ways to add an element of personalization to your offerings, such as:

Offering customizations or bespoke options for your products
Providing personalized recommendations based on customer preferences
Creating VIP memberships with exclusive perks and benefits.

A great example is Chanel’s personalization services, which offer jewelry adjustments or engraving options. This strategy demands minimal investment yet can greatly enhance the customer shopping experience. Jewelry brands, take note.

Chanel offers jewelry adjustments and engraving services, ensuring each piece is perfectly tailored

Partner with Influencers or Celebrities

To give your new product line some extra authority and clout, team up with a famous person to represent it.

Hiring a well-known brand ambassador can be pricey, but you can start by collaborating with a popular influencer. This could be someone respected in your niche.

It might also be an unexpected partnership. Consider Gucci’s collaboration with TikTok influencer and railway enthusiast Francis Bourgeois. Gucci invited him to create content set on a luxurious train, serving as the backdrop for their promotional campaign.

Gucci’s partnership with influencer Francis Bourgeois

If your budget allows, you could even hire a local celebrity to add some extra credibility to your product.

Having your brand and product associated with a recognized figure can help quickly build recognition and buy-in from customers because it validates the product.

Advertise in the Right Channels

High-income customers engage with products differently than the average consumer. To effectively reach this segment, you’ll need to rethink your marketing strategy.

Here are some ideas:

When setting up Facebook Ads, target specific interests or income levels
Consider PPC ads based on relevant search terms such as “high-quality leather bags”
Get featured in publications aimed at high-income subscribers or direct mail pieces targeting affluent neighborhoods.

Implementing these strategies allows you to position your high-priced products effectively, attracting affluent customers ready to invest in more expensive products.

Things to Avoid When Selling High-End Products

While marketing high-priced products, it’s crucial to steer clear of common pitfalls that can undermine your efforts.

Avoid Overusing “Luxury” Language

Merely using words like “luxury” or “elite” doesn’t make a product high-end. Instead, focus on showcasing quality and experience through storytelling and visuals.

Avoid Discounting

Customers expect to pay more for exclusivity and quality. Offering discounts can cheapen the experience.

Instead, enhance the value by providing personalized experiences or additional services.

For instance, Tata Harper provides skincare consultations to assist customers in selecting a routine that aligns with their skin goals.

Tata Harper’s Skincare Concierge exemplifies personalized customer care

Avoid Copying Big Brands

While it’s helpful to learn from successful luxury brands, don’t blindly mimic their strategies. Develop your unique value proposition and stand out from the competition.

Polish to Perfection

Attention to detail is a must when marketing high-priced products. Ensure your website, marketing materials, and packaging are error-free and reflect your brand’s high standards.

To Sum Up

With careful consideration, a smart strategy, and a willingness to explore new avenues, you can connect with a clientele eager to invest in exclusive offerings.

To sum up the above:

Focus on highlighting the benefits and origins of your product to appeal to high-end consumers
Elevate your packaging to create a memorable unboxing experience and reinforce your brand narrative
Leverage exclusivity, scarcity, and personalization to add value for customers
Partner with influencers or celebrities to gain credibility and recognition for your products
Use targeted marketing channels and avoid common pitfalls when selling expensive products.

With these tips in mind, you can elevate your brand’s status and attract affluent customers looking for top-of-the-line products. Don’t be afraid to experiment and find creative ways to showcase the quality and exclusivity of your offerings — that’s what will set you apart from competitors.

Sell online

With Ecwid Ecommerce, you can easily sell anywhere, to anyone — across the internet and around the world.

Get started

Marketing and Promotion

Oct 18, 2024

About the author

Anastasia Prokofieva is a content writer at Ecwid. She writes about online marketing and promotion to make entrepreneurs’ daily routine easier and more rewarding. She also has a soft spot for cats, chocolate, and making kombucha at home.