How to keep the affluent engaged

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Once a prospective affluent client expresses their initial interest in the services we offer, the challenge becomes, how do we keep that person interested and engaged with us? That’s crucial if we are to transition a prospect into an actual client.

The answer is to often fly the plane at a slightly higher altitude.

Here’s what I mean by that.

It’s important to remember that what you’re really selling is the affluent luxury lifestyle. How you actually make your money-your financial advice, real estate, ...

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How To Get More Prospects To Call You

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It’s a given that in order to close business, you need to talk with your prospective client. That’s somewhat of a blinding grasp of the obvious. However, the question becomes, how can I get more people to talk with?

And even more important than that question is-“How can I get more ultra-qualified, eager-to-do-business with me, prospects to call?”

Here’s how.

What we need to do is to follow the decision making path that people take whenever they’re considering hiring an expert, advisor or consultant.

The ...

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Important People Like To Deal With Other Important People

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John Whitehead, the former co-head of Goldman Sachs in the 1970s wrote 10 commandments that guided their business development efforts.

For many, commandant #8: Important people like to deal with other important people. Are you one?, stands out as a key guiding principle.

It’s a commandment that’s equally applicable to consultants, advisors or any type of expert.

So how do you become important?

As one might guess, there are a number of answers.

The first, and most arguably, most important, is that you decide to ...

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Creating Your Behavior-Based Intelligent Marketing Funnel

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What I want to share with you today is a way to create an Behavior Based Intelligent Marketing System that literally will run on autopilot.This is the mapping process I occasionally do one-on-on with clients here in my office in Atlanta. The result is that you can create automated customer message streams, based on the actions prospective clients take. When you do this, not only do you build enormous goodwill, but your conversion rates skyrocket.

So let’s get started.

The central ...

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Marketing To The Affluent With Video

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If you’re marketing to the affluent, here’s an interesting case study from the world of luxury residential real estate. I think you’ll find it applicable, regardless of the type of service you offer.

In residential real estate, the focus is on listings. That’s what enables an a company to leverage itself.

Unfortunately, similar to many industries, most real estate websites look mind-numbingly the same. As a consequence, it’s very hard for a seller of a house to determine who they should list their house ...

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How To Make Your Ads Stand Out

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There’s a phenomenon known as “banner blindness”. Perhaps you’ve heard of it. Back when banner ads were a new phenomenon, people actually paid attention to the headline. Today? Not so much. So how can we make our ads get noticed and acted upon. Here’s something that’s often overlooked.

While headlines are still extremely important, a growing body of research done by organizations such as Digital Marketer and others, concludes that the image appearing with the online ad is even more critical ...

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Does Direct Mail Still Work?

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Amid all the focus on digital marketing, the question becomes, “Does good old fashion direct mail still work?”

The answer is “Yes”, especially if you’re focusing on C-Suite Executives, or segments of the affluent population such as Accredited Investors.

What’s particularly appealing about direct mail, is that it enables you to reach an audience that isn’t on the internet. A mistake many of us make is to use only online marketing to drive prospects to our website. With the list targeting that’s available, ...

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Why Sell To Poor People?

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You see it all the time, in all sorts of businesses. The financial advisors who focuses on clients with investible assets of $75,000- $100,000.The consultants who markets her services to “small businesses”.

Sure there’s a potential huge market-after all most businesses are “small” (if not outright tiny).

More people have $100,000 (or less) to invest than have more.

But…

How many $100,000 accounts do you need to reap the benefits of one $1 million client? (As those who market to the higher-end segment of ...

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How often should you follow up?

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An ongoing point of discussion is-How often should you follow up with prospects once they’re in your marketing funnel? Here are some guidelines that should be helpful.

Frequency decreases as time goes on: In the very beginning, it’s important that you solidify your company name, and the types of services you offer, in the mind of your prospective client. This is why an initial series of videos delivered in a rapid-fire sequence, is an important element of the initial communication strategy.

What ...

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The Hardest Part of Marketing (and how to make it easy)

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Interestingly, the hardest part of marketing is also the easiest to correct. It’s really more about a slight shift in mindset, which once you make it, will result in a lot more prospects engaging with you. Allow me to explain.

We all want to sell our products or services-that’s a given. However, in our zeal to do so, we fall victim to the trap of leading with our solution. It’s the classic, You don’t know me. I don’t know you…but want to ...

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