6 things you must know to attract affluent clients
6 things you must know to attract affluent clients
If this is you then pay close attention to what I am about to share with you. The six principles in this article can make or break your chances of scoring the big clients and the big JV partners. And let's face it, when you market to millionaires and beyond you work less and have more fun.
I want to applaud you for deciding that you are ready to play big and shoot for the sky. In my view, there is really no faster or safer way to succeed than by leveraging the skills and power of somebody who is already much more successful than you are, or by tapping into a very affluent market. But beware, if you go about it wrong you can find yourself lying face up on the sidewalk of failure. That is why I am sharing the following six principles that will keep you from making big mistakes. I have personally made many of these mistakes and have really embarrassed myself. That is why I finally wised up and started picking the brains of a handful of very successful entrepreneurs who have partnerships and clients with the likes of Tony Robbins, Ryan Seacrest, Frank Kern, Jerry Stiller, Survivor, and many more. They have allowed me to share the principles that make it possible for them to connect their businesses to this level of partner and client.
The first principle is you don't want to look desperate when you approach somebody of great influence, somebody of superior status, or somebody who earns a great deal of money. The fastest way to push away a multi-millionaire or somebody of supreme influence is to appear needy. Too much excitement, too much neediness, and too much emotional involvement or drama will sink a deal or sink a relationship every time, because super successful people instantly recognize emotional weakness. You have to get out all of your drama junk out of your system if you are going to be taken seriously.
Basically you have to look and act like somebody who could take charge or lead the deal. You also have to seem "indifferent" to the end result, because the super successful have people all around them that depend on them and the last thing they want is another person that they are responsible for. The bottom line is too leave your drama at the door and step out in confident faith.
The second principle is that you never want to directly approach the person you are hoping to work with. The super successful don't do business with individuals who approach them, they do business with people who are friends or allies of their closest associates. This principle is basic, everyone wants their time and wants to do business with them and they will only trust those who come to them through people they already trust. Just like you would never hire someone to do your taxes who just shows up at your door, they will never work with someone who just walks up to them or calls them or e-mails them saying how much they would like to work with them. It just isn't going to happen. You have to learn to associate with the people they associate with. Going to them directly makes you look like a complete amateur.
Thirdly, when you finally get an audience with the prospective target make sure you have done your research and that you know exactly how you can help them. Most people meet the successful person and blab on and on about what a privilege it is, or their great idea or service. The first thing you should be thinking before you meet a perspective partner or client is not what they can do for me, but how can I help this person? They are extremely busy and honestly do not want to hear how great you are. They want to know exactly how you can add value to their life and do it quickly and easily.
The fourth principle is to do your research and find their pain. I don't care how rich somebody is, I don't care how successful a person is, everybody has pain somewhere. What are they missing in their life that they are acutely aware of? What do they have too little of in their life? Do they have a cause that matters deeply to them? Again, by knowing what that person wants, where that person's pain is, you can find some kind of a connection in their heart and to that particular thing that they are missing or that they care deeply about. (Hint: often the thing they want more of is more time.)
Most people completely miss this point because they approach a successful person and all they see is their own pain or need. When you are consumed with your own pain you miss the subtle cues that, the successful or the people around them are giving off to let you know where the sweet spots are for them. Once you know what those sweet spots are, you don't even have to pitch, it's like a Doctor, he doesn't have to pitch curing you of a headache or a migraine. You beg for the cure.
The fifth principle is to never be too pushy. If you feel like you are about to seal the deal or partnership and you just have to work them a little more and they will say, yes; reserve, hold back, and really get a clear perspective on how hard you should push. You never ever want to push the super successful to do anything. You want to maintain a good relationship with them and realize that sometimes it can take months to come to get them on board with you. Basically you want to frame the offer in such a way that they are begging you to want to do it, and you never want to force them.
The key is to have a cool attitude and be relaxed and not pushy. You do not want to appear to be forcing you own views or your own way with this person and believe me some people will test you because they want to see what you do under pressure.
The last principle is to realize that when it comes to forming partnerships with multimillionaires, celebrities, and people of influence, timing really is everything. You may have to plant seeds to the person for months before anything really pans out, because they are already involved with other people in other relationships and you just have to be patient and realize that just because it hasn't happened yet doesn't mean that it won't happen. In fact, never take no for any answer, just take it as an opening for a possibility of something happening in the future. No is never permanent, it just means not right now.
Okay, so, the first principle is to check your drama at the door and never appear needy or desperate. You never want to approach somebody like you have to have that deal or partnership with them. The second thing is you want to make sure that you never
approach anybody directly. Always establish trust with someone they trust. The third thing is, you don't want to blab too much or talk too much about how great you are or what you want. Fourth, obviously, you want to look for the pain and desires of the person you want to work with. As you are looking for the pain and desire always be looking for more pain, so that you are never satisfied with the initial problem that you discover. You must always keeping your eye and ears open for more problems, because the
more problems that you see with this person the more ways that you can help them and the more opportunities that you are going to create for yourself and them. Number five, don't get too pushy. Lastly, remember that timing is everything and you have to have patient and realize that some relationships take a while. Some might be quick; but if you are always looking for opportunities to partnering with high-level people and you find one high-level person and you start doing really good work with that person all of a sudden people are going to be lining up at your door.
6 things you must know to attract affluent clients - To learn more about this author, visit Craig Miller's Website.
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So you want to play a bigger game? Maybe, you want to establish a joint venture partnership with a very successful expert in your industry. Maybe, you want to attract some multi millionaire clients who pay you bigger fees and refer their friends to you. The bottom line is you are tired of nickel and diming your business and you are ready to market to millionaires.
If this is you then pay close attention to what I am about to share with you. The six principles in this article can make or break your chances of scoring the big clients and the big JV partners. And let's face it, when you market to millionaires and beyond you work less and have more fun.
I want to applaud you for deciding that you are ready to play big and shoot for the sky. In my view, there is really no faster or safer way to succeed than by leveraging the skills and power of somebody who is already much more successful than you are, or by tapping into a very affluent market. But beware, if you go about it wrong you can find yourself lying face up on the sidewalk of failure. That is why I am sharing the following six principles that will keep you from making big mistakes. I have personally made many of these mistakes and have really embarrassed myself. That is why I finally wised up and started picking the brains of a handful of very successful entrepreneurs who have partnerships and clients with the likes of Tony Robbins, Ryan Seacrest, Frank Kern, Jerry Stiller, Survivor, and many more. They have allowed me to share the principles that make it possible for them to connect their businesses to this level of partner and client.
The first principle is you don't want to look desperate when you approach somebody of great influence, somebody of superior status, or somebody who earns a great deal of money. The fastest way to push away a multi-millionaire or somebody of supreme influence is to appear needy. Too much excitement, too much neediness, and too much emotional involvement or drama will sink a deal or sink a relationship every time, because super successful people instantly recognize emotional weakness. You have to get out all of your drama junk out of your system if you are going to be taken seriously.
Basically you have to look and act like somebody who could take charge or lead the deal. You also have to seem "indifferent" to the end result, because the super successful have people all around them that depend on them and the last thing they want is another person that they are responsible for. The bottom line is too leave your drama at the door and step out in confident faith.
The second principle is that you never want to directly approach the person you are hoping to work with. The super successful don't do business with individuals who approach them, they do business with people who are friends or allies of their closest associates. This principle is basic, everyone wants their time and wants to do business with them and they will only trust those who come to them through people they already trust. Just like you would never hire someone to do your taxes who just shows up at your door, they will never work with someone who just walks up to them or calls them or e-mails them saying how much they would like to work with them. It just isn't going to happen. You have to learn to associate with the people they associate with. Going to them directly makes you look like a complete amateur.
Thirdly, when you finally get an audience with the prospective target make sure you have done your research and that you know exactly how you can help them. Most people meet the successful person and blab on and on about what a privilege it is, or their great idea or service. The first thing you should be thinking before you meet a perspective partner or client is not what they can do for me, but how can I help this person? They are extremely busy and honestly do not want to hear how great you are. They want to know exactly how you can add value to their life and do it quickly and easily.
The fourth principle is to do your research and find their pain. I don't care how rich somebody is, I don't care how successful a person is, everybody has pain somewhere. What are they missing in their life that they are acutely aware of? What do they have too little of in their life? Do they have a cause that matters deeply to them? Again, by knowing what that person wants, where that person's pain is, you can find some kind of a connection in their heart and to that particular thing that they are missing or that they care deeply about. (Hint: often the thing they want more of is more time.)
Most people completely miss this point because they approach a successful person and all they see is their own pain or need. When you are consumed with your own pain you miss the subtle cues that, the successful or the people around them are giving off to let you know where the sweet spots are for them. Once you know what those sweet spots are, you don't even have to pitch, it's like a Doctor, he doesn't have to pitch curing you of a headache or a migraine. You beg for the cure.
The fifth principle is to never be too pushy. If you feel like you are about to seal the deal or partnership and you just have to work them a little more and they will say, yes; reserve, hold back, and really get a clear perspective on how hard you should push. You never ever want to push the super successful to do anything. You want to maintain a good relationship with them and realize that sometimes it can take months to come to get them on board with you. Basically you want to frame the offer in such a way that they are begging you to want to do it, and you never want to force them.
The key is to have a cool attitude and be relaxed and not pushy. You do not want to appear to be forcing you own views or your own way with this person and believe me some people will test you because they want to see what you do under pressure.
The last principle is to realize that when it comes to forming partnerships with multimillionaires, celebrities, and people of influence, timing really is everything. You may have to plant seeds to the person for months before anything really pans out, because they are already involved with other people in other relationships and you just have to be patient and realize that just because it hasn't happened yet doesn't mean that it won't happen. In fact, never take no for any answer, just take it as an opening for a possibility of something happening in the future. No is never permanent, it just means not right now.
Okay, so, the first principle is to check your drama at the door and never appear needy or desperate. You never want to approach somebody like you have to have that deal or partnership with them. The second thing is you want to make sure that you never
approach anybody directly. Always establish trust with someone they trust. The third thing is, you don't want to blab too much or talk too much about how great you are or what you want. Fourth, obviously, you want to look for the pain and desires of the person you want to work with. As you are looking for the pain and desire always be looking for more pain, so that you are never satisfied with the initial problem that you discover. You must always keeping your eye and ears open for more problems, because the
more problems that you see with this person the more ways that you can help them and the more opportunities that you are going to create for yourself and them. Number five, don't get too pushy. Lastly, remember that timing is everything and you have to have patient and realize that some relationships take a while. Some might be quick; but if you are always looking for opportunities to partnering with high-level people and you find one high-level person and you start doing really good work with that person all of a sudden people are going to be lining up at your door.
6 things you must know to attract affluent clients - To learn more about this author, visit Craig Miller's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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