Comments for Susan Adams - Selling To The Affluent http://www.sellingtotheaffluent.net Tips And Secrets For Succeeding In The Affluent Market Fri, 05 Sep 2008 15:38:22 +0000 http://wordpress.org/?v=2.6 Comment on Internet Marketing to the Affluent by MitchM http://www.sellingtotheaffluent.net/internet-marketing-to-the-affluent/#comment-43 MitchM Tue, 19 Aug 2008 17:27:07 +0000 http://www.sellingtotheaffluent.net/?p=24#comment-43 Are you using the internet? -- Susan Not effectively for what I do. -- Mike Do you know the best ways to reach the affluent on the internet? -- Susan No I don't. I offer high quality wellness products manufactured by a twenty year old company with a solid track record and proven product results but I don't know how to go about marketing online. Are you using the internet? — Susan

Not effectively for what I do. — Mike

Do you know the best ways to reach the affluent on the internet? — Susan

No I don’t. I offer high quality wellness products manufactured by a twenty year old company with a solid track record and proven product results but I don’t know how to go about marketing online.

]]> Comment on Marketing to the Affluent: Once Is NOT Enough by drakower http://www.sellingtotheaffluent.net/marketing-to-the-affluent-once-is-not-enough/#comment-29 drakower Sun, 08 Jun 2008 20:52:40 +0000 http://www.sellingtotheaffluent.net/marketing-to-the-affluent-once-is-not-enough/#comment-29 Would love to hear when the next seminar is going to be schedules. Would be really interested on your take on the Marketing Techniques for Vacation Based Fractional Ownership Client Aquisition. Feel free to Email me at any time.....drakower@yahoo.com....Thanks for all you do... David Rakower Would love to hear when the next seminar is going to be schedules. Would be really interested on your take on the Marketing Techniques for Vacation Based Fractional Ownership Client Aquisition. Feel free to Email me at any time…..drakower@yahoo.com….Thanks for all you do…

David Rakower

]]> Comment on Marketing to the Affluent: Once Is NOT Enough by MitchM http://www.sellingtotheaffluent.net/marketing-to-the-affluent-once-is-not-enough/#comment-28 MitchM Fri, 06 Jun 2008 15:24:27 +0000 http://www.sellingtotheaffluent.net/marketing-to-the-affluent-once-is-not-enough/#comment-28 Different sources give different contact number averages - three, five, nine contacts later things change. Circumstances - needs and wants - change. Keeping the door open in a respectful and positive way is what makes future sales happen when the time is right. Mike Michelozzi Different sources give different contact number averages - three, five, nine contacts later things change. Circumstances - needs and wants - change. Keeping the door open in a respectful and positive way is what makes future sales happen when the time is right.

Mike Michelozzi

]]> Comment on Fractional Ownership Teleseminar by MitchM http://www.sellingtotheaffluent.net/fractional-ownership-teleseminar/#comment-25 MitchM Wed, 07 May 2008 20:29:25 +0000 http://www.sellingtotheaffluent.net/fractional-ownership-teleseminar/#comment-25 That was excellent, Susan. People buy what they value and money isn't the issue - it may be a sub text but not a compelling reason not to buy what one wants. What's personal and genuine and hits home in the would-be buyer/seller relationship is often best communicated through success stories which illustrate value. People want their conditions-of-satisfaction to be met and price isn't at the top of the list. What's at the top is: quality service, attention to detail, delivered goods when promised, and the joy of being totally pleased. MitchM That was excellent, Susan. People buy what they value and money isn’t the issue - it may be a sub text but not a compelling reason not to buy what one wants.

What’s personal and genuine and hits home in the would-be buyer/seller relationship is often best communicated through success stories which illustrate value.

People want their conditions-of-satisfaction to be met and price isn’t at the top of the list. What’s at the top is: quality service, attention to detail, delivered goods when promised, and the joy of being totally pleased.

MitchM

]]> Comment on Understanding Your Super-Affluent Buyer of Fractional Ownership by MitchM http://www.sellingtotheaffluent.net/understanding-your-super-affluent-buyer-of-fractional-ownership/#comment-23 MitchM Sun, 27 Apr 2008 22:23:14 +0000 http://www.sellingtotheaffluent.net/understanding-your-super-affluent-buyer-of-fractional-ownership/#comment-23 How can I use this information? My products are high end high quality nutritional. My business is distribution. Most of the people who are very successful with our company understand wealth accumulation, management, streams-of-income, and the concepts of yields on investments. They may not understand or have a positive belief in the multi level marketing template BUT can understand the layering of corporate structures in distribution. When I market the business I seek people who understand what I just posted. The information in your post, Susan, tells me that self-made people understand the value of time investment - work - and are willing to invest more time if necessary to get what they want. Also, they are confident they can do what they've done again. Conversly, those who have inherited wealth have less confidence than those who acquired it and may not be as high probability prospect as those who built it. How can I use this information? My products are high end high quality nutritional. My business is distribution. Most of the people who are very successful with our company understand wealth accumulation, management, streams-of-income, and the concepts of yields on investments. They may not understand or have a positive belief in the multi level marketing template BUT can understand the layering of corporate structures in distribution.

When I market the business I seek people who understand what I just posted. The information in your post, Susan, tells me that self-made people understand the value of time investment - work - and are willing to invest more time if necessary to get what they want. Also, they are confident they can do what they’ve done again.

Conversly, those who have inherited wealth have less confidence than those who acquired it and may not be as high probability prospect as those who built it.

]]> Comment on Buying Triggers for the Affluent by Doug http://www.sellingtotheaffluent.net/buying-triggers-for-the-affluent/#comment-18 Doug Tue, 04 Mar 2008 16:17:20 +0000 http://www.sellingtotheaffluent.net/buying-triggers-for-the-affluent/#comment-18 Let's take Susan's comment one level deeper. The logic of the statement "it gives them more quality time with their family" is correct. What gets the client engaged emotionally, makes them feel the feelings that create deep desire for your offering, is the story you tell, based on what you discovered from them. You paint a picture for them of their family in your property feeling what they long for. Feeling that togetherness. Having the property act as a magnet to get the kids to come along, etc. You guide them to a time in the near future where they are in this picture having an amazing one of a kind experience. Then they have to buy or they are losing what they already "have" in their mind. This is the easy way to sell. As Susan pointed out, they love to hear the sound of their own voice. Just let it happen. Let’s take Susan’s comment one level deeper. The logic of the statement “it gives them more quality time with their family” is correct. What gets the client engaged emotionally, makes them feel the feelings that create deep desire for your offering, is the story you tell, based on what you discovered from them. You paint a picture for them of their family in your property feeling what they long for. Feeling that togetherness. Having the property act as a magnet to get the kids to come along, etc. You guide them to a time in the near future where they are in this picture having an amazing one of a kind experience. Then they have to buy or they are losing what they already “have” in their mind. This is the easy way to sell. As Susan pointed out, they love to hear the sound of their own voice. Just let it happen.

]]> Comment on Buying Triggers for the Affluent by susan http://www.sellingtotheaffluent.net/buying-triggers-for-the-affluent/#comment-17 susan Mon, 03 Mar 2008 13:06:29 +0000 http://www.sellingtotheaffluent.net/buying-triggers-for-the-affluent/#comment-17 Money couldn’t buy him personal and family time. That's the reason many wealthy people seek out vacation residences or owning a jet. It gives them more quality time with their family. As a sales person, it's finding ways of introducing these concepts into a sales conversation that will set you apart. Susan Money couldn’t buy him personal and family time.

That’s the reason many wealthy people seek out vacation residences or owning a jet. It gives them more quality time with their family. As a sales person, it’s finding ways of introducing these concepts into a sales conversation that will set you apart.

Susan

]]> Comment on Buying Triggers for the Affluent by susan http://www.sellingtotheaffluent.net/buying-triggers-for-the-affluent/#comment-16 susan Mon, 03 Mar 2008 13:04:07 +0000 http://www.sellingtotheaffluent.net/buying-triggers-for-the-affluent/#comment-16 My experience mirrors what Doug is saying. If you ask good open ended questions, and sit back and listen, people will tell you everything you need to know. Most sales people prefer to talk, and not listen. Most prospects WANT to talk about themselves.... Buying triggers are unique to each prospect, but you'll never know what emotional reasons they might have for buying if you're busy doing all the talking. Susan My experience mirrors what Doug is saying. If you ask good open ended questions, and sit back and listen, people will tell you everything you need to know.
Most sales people prefer to talk, and not listen. Most prospects WANT to talk about themselves….
Buying triggers are unique to each prospect, but you’ll never know what emotional reasons they might have for buying if you’re busy doing all the talking.

Susan

]]> Comment on Buying Triggers for the Affluent by MitchM http://www.sellingtotheaffluent.net/buying-triggers-for-the-affluent/#comment-15 MitchM Sun, 02 Mar 2008 22:04:11 +0000 http://www.sellingtotheaffluent.net/buying-triggers-for-the-affluent/#comment-15 My post was vague perhaps. The trigger that shot my friend into action was "purpose" and "family." He told me he was living in future time all the time never resting in the present as he kept his businesses running from state to state. Money couldn't buy him personal and family time. He bought because he saw the freedom to escape living in future time - he sold his business - and the freedom to enter a new lifestyle and business of purpose with family and personal time. MitchM My post was vague perhaps. The trigger that shot my friend into action was “purpose” and “family.” He told me he was living in future time all the time never resting in the present as he kept his businesses running from state to state. Money couldn’t buy him personal and family time.

He bought because he saw the freedom to escape living in future time - he sold his business - and the freedom to enter a new lifestyle and business of purpose with family and personal time.

MitchM

]]> Comment on Buying Triggers for the Affluent by Doug http://www.sellingtotheaffluent.net/buying-triggers-for-the-affluent/#comment-14 Doug Sat, 01 Mar 2008 01:47:52 +0000 http://www.sellingtotheaffluent.net/buying-triggers-for-the-affluent/#comment-14 Affluent clients buy for reasons that are unique to each individual, although there are certainly some common themes. If you are selling to some self-conceived notion of why you think they should or will buy, you have the same odds of success as playing the lottery. Asking the right questions and taking the time to actively listen to what they tell you about themselves will always give you the key to unlock their desire to own what you are selling. Nobody "needs" a jet share or a luxury fractional residence share. Those items do however fill many people's needs and desires for things like more time with family, convenience, certainty, security. Great salespeople have one thing in common. They listen to their prospects from a place of genuinely caring about what is important to them, they target the sales presentation directly to the heart of what they learned and they position the offering as the solution. Affluent clients buy for reasons that are unique to each individual, although there are certainly some common themes. If you are selling to some self-conceived notion of why you think they should or will buy, you have the same odds of success as playing the lottery.

Asking the right questions and taking the time to actively listen to what they tell you about themselves will always give you the key to unlock their desire to own what you are selling. Nobody “needs” a jet share or a luxury fractional residence share. Those items do however fill many people’s needs and desires for things like more time with family, convenience, certainty, security.

Great salespeople have one thing in common. They listen to their prospects from a place of genuinely caring about what is important to them, they target the sales presentation directly to the heart of what they learned and they position the offering as the solution.

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