Selling High-Ticket E-Commerce: What DTC Brands Can Learn from B2B

Selling high-ticket e-commerce products is an entirely different game from traditional DTC, and in this episode of the 7-figures and Beyond e-commerce marketing podcast, Greg Shuey sits down with Rivkie Lieberman, Creative Director at Motif Studio, to break down what makes it unique. Rivkie explains that when customers are making a significant investment—whether it’s luxury furniture, premium strollers, or custom cabinetry—they’re engaging a different part of their brain than when making an impulse purchase. Instead of relying solely on product visuals and short descriptions, high-ticket brands must borrow from B2B marketing playbooks to build trust, nurture leads, and provide deep educational content that helps customers confidently make big-ticket purchases.

Throughout the conversation, Rivkie shares how brands can optimize for both motivation and ease of purchase, ensuring that customers feel excited about the product while also eliminating friction in the buying process. She highlights tactics such as leveraging authority-building content, using strategic email flows, and designing a seamless website experience that guides hesitant buyers. She also discusses the power of trust signals—like video testimonials, case studies, and personalized customer interactions—to reassure buyers that they are making the right decision. And for brands wondering whether AI plays a role, Rivkie shares how AI-powered tools are revolutionizing image generation, streamlining content creation, and improving customer support in ways that enhance high-ticket e-commerce strategies.

As the discussion wraps up, Greg and Rivkie touch on the patience required to sell high-ticket items successfully. Unlike low-ticket DTC, where sales can happen in minutes, high-ticket brands need to embrace longer sales cycles, lead nurturing, and consistent engagement across multiple touchpoints. Rivkie shares real-world examples of how brands can gently guide buyers toward conversion rather than pushing for immediate purchases. If you're selling high-ticket products online or looking to refine your approach, this episode provides actionable insights into how to sell the dream, reduce friction, and create a conversion-optimized strategy tailored for big-ticket purchases.

Episode Links

Greg Shuey LinkedIn: https://www.linkedin.com/in/greg-shuey/

Rivkie Lieberman LinkedIn: https://www.linkedin.com/in/rivkie-lieberman-%F0%9F%AB%80%F0%9F%A7%A0-a0a803146/

Motif Studio: https://motif.studio/

https://www.stryde.com/selling-high-ticket-ecommerce/