The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life
Obviously, those who earn the most money usually spend the most. They live in the nicest neighborhoods, drive the most expensive cars, eat at the finest restaurants, and have more complex financial and investment needs. For most salespeople, the affluent represent the Holy Grail of prospects. These are the most profitable clients—but they are also the most demanding and enigmatic of customers.How do the wealthy make their purchasing decisions? What do they expect in a product or service? How do you get—and keep—their attention? How do you turn them into loyal customers who'll spread the word about you and your product? The Art of Selling to the Affluent has all the answers to these and many more questions.This insightful book shows you how to meet the needs of these most particular clients—from the initial contact, to the sales presentation, to providing the level of service and quality they expect, to securing them as long-term customers. Based on extensive research of the buying patterns and expectations of the wealthy, this step-by-step sales guide reveals the secrets of attracting and keeping wealthy clients for life, showing you how to:Grab the attention of wealthy potential customersUnderstand how the affluent think about and make purchasing decisionsCreate the right sales environment for attracting high-dollar clientsApproach wealthy clients with confidenceBuild long-term customer relationships with the affluentUse the Internet to connect with your ideal clientProvide high-end service cheaply and efficientlyAnd use these secrets to attain a higher standard of living for yourselfThe Art of Selling to the Affluent immerses you in the world of wealth so you can better understand how the affluent think and act, uncovering and influencing those critical factors that shape their buying decisions. With proven, step-by-step advice on satisfying and retaining top-dollar clients, this is the ultimate guide for salespeople who must tap the affluent market in order to survive and thrive.