I will also need to follow up on them to ensure a better hit-rate. A. Prospecting among an affluent market is a difficult task, for a number of reasons. While they all may realize they need your services, many are reluctant to open their doors. Be prepared to direct mail and hand it out with reckless abandon. Also have a couple of references lined up.
Affluents gain confidence hearing references from others in their set.
True, many affluents are heading away from paper and going for personal digital assistants. But that's not happened yet. Consider getting a Web site so people can go online and see what you're all about. It doesn't have to be expensive, and prices are dropping for everything from creation to hosting. You're likely to find a Web master who works from home and has low overhead.