In addition to offering more lots, a faster pace, a greater variety of categories, and higher-quality photos per lot, auction houses should be more deliberate in how these diverse categories are tiered throughout the sale and how the lots are sequenced. One of the most effective ways to prioritize tiers within a category is by price point. Ideally, each category tier should consist of approximately 25–30 objects, with subsequent tiers of the same category inserted at later points in the sale.
This should be balanced by introducing different categories throughout the sale sequence to avoid placing all first-tier categories at the beginning of the auction. Ideally, the tiering and sequencing should ensure an auction “highlight” every 100 lots, increasing the likelihood of keeping buyers engaged throughout the sale.
Maintaining strong momentum and bidding enthusiasm is especially critical at the start of an auction. Potential buyers often scan the first 50–100 objects to assess their interest and the number of left bids on each lot. To generate excitement and engagement early on, auction houses can place conservative estimates on the most popular objects within the first 100 lots. This approach encourages absentee bids, creating a “self-fulfilling prophecy” where multiple absentee bids on early lots draw further attention to the sale. As a result, buyers are more likely to explore the entire auction, increasing the probability of the bidder placing additional absentee bids and marking the sale as one to watch on the auction day.