ant to land clients who value quality over cost? High-end buyers are out there, ready to spend big without haggling over prices—if you know how to win them over. We’ve got seven expert strategies to help you attract these clients, land bigger orders, and see your profits soar.

1. Create a higher-end brand identity for your shop.

First impressions matter, especially for clients with significant purchasing power. Invest in a professional, higher-end brand presentation that positions your shop as a premium provider that offers superior printed products. This includes a well-designed website with a sophisticated color palette, high-quality marketing materials, and a consistent online presence that showcases your best work. Clients should immediately see from your branding that you cater to businesses that prioritize quality and are willing to invest in it. “To attract high-end clients, your marketing should be clear and concise,” says Lisa Kadz, apparel consultant for Big Frog Custom T-Shirts & More.

Highlighting previous high-profile clients or collaborations with luxury brands or similar clients using high-resolution images, case studies, and client testimonials can further reinforce your credibility and appeal. Show a range of projects demonstrating your ability to produce exclusive, high-quality merchandise.

“Most people are visual, so creating materials with graphics or photos that show examples of your work are best for grabbing their attention. Mentioning specific brands that appeal to high-end clients is a great strategy to attract a higher level of business.

When it comes to attracting high-end clients, your reputation guides the process. Taking the time to ensure your clients understand the process and checking your production to turn out high-quality apparel are key factors that establish your reputation.” ”
- Lisa Kadz, apparel consultant for Big Frog Custom T-Shirts & More

To attract upscale clientele, focus on showcasing what sets your business apart—custom design expertise, sustainable materials, or specialty decorating techniques—and highlight these strengths in your marketing. You can also position yourself as an industry leader by producing high-quality content like blogs, case studies, or behind-the-scenes insights to show off your work.

Another thing to consider is maintaining a clean space to consult clients about their apparel. “Often when we walk into garment decorating spaces, there are boxes everywhere and materials scattered about,” Kadz says. “While decorating can have a warehouse atmosphere, having a dedicated showroom space separate from the production space creates a more comfortable environment for high-end clients to discuss their apparel needs. Consider how these clients typically shop—are they in designer boutiques or bargain basements? Make your space match the clients you wish to attract.”

2. Ace that first meeting.

“You don’t want to ‘show up and throw up’ with high-end clients,” says Scott Bliss, sales architect at Sandler New Jersey. Instead, follow a strong process or methodology that can help you take an opportunity through the sales process as either won business or disqualified the opportunity during the discovery. “A properly qualified opportunity is one where you can clearly articulate the pain the customer is faced with (and you can solve it), you’ve had the investment conversation (they’re willing and able to afford your solution, and they have the time and resources to implement your solution) and you’re fully aware of their decision-making process and all associated timelines,” Bliss says. “You’ve got a great opportunity to continue closing the sale.” Bliss teaches salespeople to pitch slowly.

“Your role is to address the prospect's needs by using effective active listening techniques and asking thoughtful, strategic questions to understand their challenges fully. What’s the prospect’s emotional, compelling reason to buy from you vs. the incumbent provider? What’s the gap between where they are today vs where they want to be? What’s the incumbent doing or not doing that the prospect is interested in speaking with you?”
- Scott Bliss, sales architect at Sandler New Jersey

Heighten the vibration of the sales meeting by building trust through good communication. “Be fully attentive, reflect and paraphrase what they share with you, ask open-ended questions, use verbal affirmations, request clarification and summarize and validate the information they share with you,” says Bliss, who also recommends using neurolinguistic programming, or matching and mirroring, to build rapport and trust as people generally buy from those that they trust and perceive are like them. “The true value of a salesperson is determined more by the amount of information they can gather vs. the information they dispense,” he says.

3. Take a solutions-focused approach to selling.

Higher-end clients want more than a product—they want a partner who’ll take a consultative approach by understanding their branding needs and offering tailored solutions. When Sydney Stein, senior account manager for Whitestone Branding, tries to land big orders from high-end clients, she focuses on being proactive and taking the initiative at every step of the process. “Rather than waiting for clients to send over assets like logos or brand guidelines, I research their website and social media to gather the needed materials,” she says. “This allows me to collaborate with the design team early on, providing creative mockups and ideas that align with the brand's vision from the start.”

If Stein doesn’t have enough information, she creates mood boards to keep the momentum going. This helps maintain the conversation and gives the client something tangible to discuss with their team.

“For clients interested in a specific item but need multiple approvals, I’ll get a spec sample made right away, which can significantly speed up the decision-making process. Having something physical in hand often helps push things forward faster.”
- Sydney Stein, senior account manager for Whitestone Branding

Keith Burwell, owner of Precision 1 Koncepts, always focuses on value when upselling higher-end apparel. “Do you want a shirt that people may wear once for an event and then toss in a drawer until it ends up at Goodwill?” he asks potential clients. “Or do you want to pay a little more for a shirt that’s soft, comfortable, and becomes their favorite, something they’ll wear all the time, regardless of what’s on it?”

When clients push for lower-quality options, Burwell holds firm, explaining, “If someone gets a terrible shirt and associates it with your brand, they’ll say, ‘I’m not going there.’ I don’t want my work tied to something they’ll regret.” For Burwell, it’s about ensuring every product reflects well on his clients and business.

Kadz recommends having samples buyers can touch and feel to involve their senses in the decision-making process. “Most people select their apparel based on how it feels when they touch it,” she says. “High-end clients want apparel that feels soft, has an excellent fit, and looks sharp, not scratchy or thin fabric with no shape.”

4. Communicate early and often.

High-value clients expect you to keep them in the loop from the start. Regular updates about their orders, hiccups, or even new products you’re rolling out show them that you’re a true partner, not just a vendor.

“Over-communication is key,” Stein says. “Keeping clients informed and on the same page at every step builds confidence and avoids misunderstandings. I also try to show my face through video calls or live brainstorming sessions. It strengthens the connection and shows I’m genuinely invested in their success. That trust turns into repeat business and long-term relationships.” Your responsiveness matters, too.

“The best way to build trust with high-end clients is to be available. I hear all the time from clients that ‘the other guy didn’t even call back.’ When you respond quickly, it reassures them you’ve got everything under control.”
- Lisa Kadz, apparel consultant for Big Frog Custom T-Shirts & More

Transparency is equally important. High-end clients appreciate honest and communicative vendors from the outset, even when things don't go as planned. This proactive approach shows that you prioritize their business and builds trust that you’re a dependable partner.

“You build trust by asking the right questions to get a clear picture of what they need, setting realistic expectations about timelines, and flagging any potential issues before they happen,” Kadz says. “When clients know exactly what to expect, they trust you’ll deliver.”

5. Offer a high-touch customer experience.

Exceptional service is non-negotiable for high-end clients. This includes responsive communication, clear timelines, and proactive problem-solving throughout the order process. “Building trust starts with honesty and open communication,” Stein says. “If I don’t think a client’s request will look good, I’m upfront and offer an alternative approach. I see the relationship as a collaboration, not just an order-taking process, and consistently offer my expertise throughout."

Personalized follow-ups and after-service support, such as reorder options or maintenance tips for branded apparel, can help cement long-term relationships. Another example of Stein’s is when a client has trouble collecting sizes for a large group. Rather than letting that slow things down, she sets up a pop-up shop to streamline the process and make it easier for them.

“The key is always to make the experience as fast and simple as possible while going above and beyond to anticipate their needs. By staying one step ahead, I help eliminate friction points and make the process as seamless as possible, which has effectively secured big orders and built long-term relationships with high-end clients.”
‍- Sydney Stein, senior account manager for Whitestone Branding

Offering a dedicated account manager or point of contact also streamlines the process and demonstrates that your shop prioritizes your client’s business. Personalized recommendations for future projects, exclusive previews of new products, or even small gestures like handwritten thank-you notes can strengthen the client relationship.

6. Get in front of the right clients.

To attract high-value clients, research industries that invest heavily in premium branded merchandise. Sectors like tech, finance, luxury real estate, and high-end hospitality often have larger budgets and higher standards for customization. Sports teams, influencers, and upscale retail brands also fit the bill.

You can also research industry reports and business news to identify companies launching new products or expanding, as these moments typically involve increased promotional spending. Pair this research with attending trade shows and networking events where decision-makers from these industries gather. Bring a polished portfolio showcasing your best work and prioritize building relationships that you can follow up with personalized proposals.

Networking is also key to reaching high-end clients. Partner with businesses that serve affluent customers, such as event planners, corporate gift suppliers, marketing agencies, and luxury promotional product distributors, to expand your reach. “You also want to research so you’re getting in front of the actual decision-maker,” Burwell says.

“Your current customer base can be your best marketing strategy. Ask them for testimonials to use in your marketing. Encourage them to refer you to other businesses or companies.”
- Lisa Kadz, apparel consultant for Big Frog Custom T-Shirts & More

Look within your current client base for high-potential leads—clients with larger past orders or an interest in higher-quality products. Offer tailored upsell opportunities or ask for referrals to similar businesses. Understanding what attracted these clients to your services can also help refine your approach to reach more high-value prospects.

7. Structure your pricing to appeal to high-end clients.

Consider a value-based pricing model to attract high-end clients without underpricing your services. High-end clients often associate cost with quality, so price your services based on perceived value, not just costs plus markup. Highlight the unique benefits your screen printing business offers—whether it’s superior quality, fast turnaround, or sustainability—and reflect this in your pricing. For example, a complex design on a premium garment can justify a higher price due to the expertise and exceptional results delivered.

Another practical approach is tiered pricing, offering different service levels to match varying budgets. The base tier should represent high quality, with higher tiers adding extra perks like custom packaging or specialized printing. This provides flexibility for clients and emphasizes the value difference between each level.

"Know your worth and never be afraid to charge for it. Be confident, and don’t be afraid to let a client walk. It’s tough when you’re trying to earn new business, but remember—you need to make a profit, not just print to break even."
- Keith Burwell, owner of Precision 1 Koncepts

Bundling services such as design consultations, expedited shipping, and post-purchase support can enhance the perceived value of your offering. A retainer or membership model for large or frequent orders can also build long-term partnerships while ensuring steady revenue.

Get Your High-End Clients Today

Now that you have these insider insights, it’s time to take action. Start by refining your brand identity, revisiting your pricing structure, and actively seeking high-value clients. By implementing these strategies, you can attract premium business that aligns with your goals and sets you up for long-term success. “Targeted direct-to-person marketing campaigns where you give them a product with their logo is a good way to make an instant impression,” Burwell says.

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