Welcome back, Product Bosses! If you’ve ever felt like your customers don’t quite “get” your product at first glance, you are not alone—and you might be leaving money on the table. In this week’s episode, I’m coaching Caprice Ericson, the creative mind behind Shop Pajama Mama, a premium pajama and loungewear brand, on how to sell high-end products faster by making it instantly clear what’s being offered. Because here’s the truth: if people don’t understand it, they won’t buy it.
HOW TO SELL PREMIUM PRODUCTS FASTER WITH MERCHANDISING STRATEGIES THAT WORK
Caprice’s products are beautiful, cozy, and perfect for gifting—but the presentation was making customers pause. That moment of hesitation is a red flag for sales. So in our session, I walk her through simple but powerful merchandising shifts that can completely change the way shoppers experience her brand. We cover why clarity is key for premium products, how to design your booth or pop-up space like a curated boutique, and what you can learn in real time from market shoppers.
We also dig into bundling strategies that work especially well for apparel and higher-priced items. Whether you're helping gift buyers make easier choices or testing out display setups that encourage more "yeses," this episode gives you the mindset and tools to create a smoother path to purchase. We talk about the Target packaging trick, the power of mannequins, and how to raise your average order value without overcomplicating your offerings.
Plus, if you’ve been thinking about stepping into wholesale, you’ll want to hear our conversation around wholesale prep—especially what not to do when presenting to retailers. (Hint: less is more) Whether you're selling at markets, planning your first trade show, or just want to improve your online shop, this episode will help you build a brand that feels premium, polished, and ready to scale.
In This Episode, You’ll Learn:
00:40 The “you can’t sell what they can’t see” rule (and why premium products need extra clarity).
01:45 Simple merchandising fixes to make your packaging work with you, not against you.
03:00 The retail packaging trick Target uses when customers can’t see the product.
05:15 How to set up your booth like a boutique so shoppers understand your line instantly.
07:30 Why customers buy the mannequin (and how to use that to increase conversions).
10:00 Bundles that raise AOV, especially when sizing feels risky for gift buyers.
12:45 How to test what sells in real time at markets before you scale.
15:15 The mindset shift that will unlock your wholesale growth faster than you think.
17:30 What retailers actually want to see (hint: not 300 prints).
19:30 The easiest question to guide your next move: “How do I make it easy for them to say yes?”
Resources:
Ready to stop guessing and follow a proven system? Book your strategy call.
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Connect with The Product Boss:
Website: theproductboss.com
Instagram: @theproductboss
Connect with Caprice & Shop Pajama Mama:
Website: www.shop-pajama-mama.com
Instagram: @Shop_pajama_mama
