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A lesson in driving repeat purchases with higher ticket items & getting a DTC brand acquired
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How do you drive repeat sales when you sell items with a higher price tag AND compete in a legacy category? Tyler“Sully” Sullivan, the founder of the recently acquired BombTech Golf, knows a thing or two about driving repeat sales with higher AOV items. In this episode, we discuss what strategies go into getting folks to buy multiple times with higher ticket items, how to compete against legacy giants, what it was like to get acquired, and tons of advice along the way for current or aspiring DTC founders.
The TYCA Podcast is brought to you by Wonderment - the retention Swiss army knife used by hundreds of leading Shopify merchants including The Ridge, Bokksu, and Jones Road Beauty.
Wonderment is the easiest way to proactively set expectations on shipping timeframes, automatically update customers with delays, and measure shipping expectation vs reality across the business. Check out www.wonderment.com today.
Watch the video format of today's episode here
Follow Blake
Learn more about Bombtech here
Connect with Sully here
Timestamps
0:00 - intro
2:00 - Bombtech Origin Story
3:48 The early days through the first sale
5:25 - Building an audience and community
6:17 - Losing your job + having a baby in the same week… the ultimate high-stakes scenario to go all in
9:00 - Getting acquired
11:20 - A message from Wonderment
14:00 - More advice on preparing for an acquisition
16:00 - Advice for competing in a legacy category as a new brand
18:18 - How to get product feedback and build community
22:00 - How a failed product launch was a great lesson
26:00 - Frameworks for surprise and delight inside the customer journey
29:00 - Learning to let get as a founder and empowering your team
31:27 - 60-day money-back guarantees - do they work?
33:30 - The core of BombTech’s post-purchase strategy (invest in the unscalable)
37:30 - Strategies for driving repeat business with higher AOV items
41:00 - How to think about CAC payback with customers
46:00 - Have eComm retention apps made customer retention harder or easier?
4845 - What else is Sully up to besides BombTech?
51:00 - Final words of wisdom from Sully
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