Marketing to Wealthy Consumers - 3 Marketing Strategies That Work
Marketing to Wealthy Consumers - 3 Marketing Strategies That Work
Here's a peek into the top three strategies that will get you in the door to some of the wealthiest homes.
1) Be the Expert on the type of product you are selling. You do this by learning all you can about your products, your competitors products and your market. You write articles, speak at functions, and share WHY your product has the exclusive edge. Give your prospects information that convinces them they are getting the best.
3) Do your research. Get a map of your targeted area. Example: Identify a neighborhood that meets your criteria. Pin a map on your wall and visualize a few sales resulting from your efforts. Acquire a reverse directory from your local phone company. You'll find listings by street, instead of by phone number. Create a marketing campaign using personalized messages via postcard, letter or even FedEx (this will get their attention!) letters. Send a few unique mailers. Stick with it. You're establishing your expertise and it will take some repeat exposures. Don't be afraid to be unique in order to stand out from your competition. Keep pushing, but don't pull!
3 ) Make a commitment to over-deliver on your services. Focus on quality. Mercedes and BMW have established their automobiles as top tier products because of their commitment to quality and outstanding service. Consider stretching your service beyond the normal boundaries. Do you think you might get a few extra referrals if you arrived at your clients property dressed for success, even though you're installing a simple light fixture? You bet you would. What if you asked the client if you can remove your coat before getting started? This respect and courtesy is a simple example of over-delivering on your service.
As you expand your influence as an expert, you will find that you attract more referrals. From my experience, I see several advantages with dealing with this wealthy client base:
-It's easier to close the deal
-Price isn't a big issue
-You get paid in full
-They're intelligent buyers
-Good quality referrals
Yes, there are many other creative strategies to get your foot in the door with this robust market segment. I'm simply sharing a brief introduction that includes the right mindset for dealing with these clients.
Let's do a quick recap: You boost your credibility by becoming the expert in your field. By researching your target areas, you give yourself an opportunity to visualize successful outcomes. You can start small with by leasing a reverse directory and send out highly targeted niche mailers that get noticed. Lastly, try to stretch your service beyond the normal boundaries by over-delivering an excellent quality product.
Marketing to Wealthy Consumers 3 Marketing Strategies That Work - To learn more about this author, visit Russell Webb's Website.
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Marketing your products and services to wealthy consumers doesn't have to be a mystery. Do you have a service that attracts these wealthy buyers? Does your product have the built-in quality factor that this demographic desires? Will your service make them look good?
Here's a peek into the top three strategies that will get you in the door to some of the wealthiest homes.
1) Be the Expert on the type of product you are selling. You do this by learning all you can about your products, your competitors products and your market. You write articles, speak at functions, and share WHY your product has the exclusive edge. Give your prospects information that convinces them they are getting the best.
3) Do your research. Get a map of your targeted area. Example: Identify a neighborhood that meets your criteria. Pin a map on your wall and visualize a few sales resulting from your efforts. Acquire a reverse directory from your local phone company. You'll find listings by street, instead of by phone number. Create a marketing campaign using personalized messages via postcard, letter or even FedEx (this will get their attention!) letters. Send a few unique mailers. Stick with it. You're establishing your expertise and it will take some repeat exposures. Don't be afraid to be unique in order to stand out from your competition. Keep pushing, but don't pull!
3 ) Make a commitment to over-deliver on your services. Focus on quality. Mercedes and BMW have established their automobiles as top tier products because of their commitment to quality and outstanding service. Consider stretching your service beyond the normal boundaries. Do you think you might get a few extra referrals if you arrived at your clients property dressed for success, even though you're installing a simple light fixture? You bet you would. What if you asked the client if you can remove your coat before getting started? This respect and courtesy is a simple example of over-delivering on your service.
As you expand your influence as an expert, you will find that you attract more referrals. From my experience, I see several advantages with dealing with this wealthy client base:
-It's easier to close the deal
-Price isn't a big issue
-You get paid in full
-They're intelligent buyers
-Good quality referrals
Yes, there are many other creative strategies to get your foot in the door with this robust market segment. I'm simply sharing a brief introduction that includes the right mindset for dealing with these clients.
Let's do a quick recap: You boost your credibility by becoming the expert in your field. By researching your target areas, you give yourself an opportunity to visualize successful outcomes. You can start small with by leasing a reverse directory and send out highly targeted niche mailers that get noticed. Lastly, try to stretch your service beyond the normal boundaries by over-delivering an excellent quality product.
Marketing to Wealthy Consumers 3 Marketing Strategies That Work - To learn more about this author, visit Russell Webb's Website.
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey'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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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster'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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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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