The bigger ticket the item, the more it takes to sell it.

That would seem obvious, but it is a point frequently missed. The reverse is also true. You better not get into a lengthy explanation in marketing a $5 item! People will take one look at it and either buy or not.

With very expensive items, you’d better plan on a very extensive website, one which answers every possible question and objection, provides full data on every possible feature and benefit, and provides tons of confidence builders (video testimonials are great in that kind of situation). Sales aids should be equally extensive.

You also in that situation need to provide multiple methods of contact and make contact very easy.

Finally, you need to provide a gradient to purchase, such as newsletter signups, introductory trials, and so on. Give them a reason (one that is valid FOR THEM) to provide their contact information.