19 November 2017
There are two kinds of people in this world; those that believe it is best to have as many clients as possible, and those that understand the right kind of client is more crucial.
Focusing on clients with a high net worth allows you to have less overall clients. This saves you time and also helps you provide better and more personalised service to those clients.
Here are 3 expert tips on how to attract higher value clients:
1. Provide Great Service And Ask For Referrals
A referral from a colleague or a friend is the best advertising your business can receive. By giving great service to your existing clients, you’ll be more likely to receive these referrals from their network.
High net worth clients often socialise together, as well as do business with each other. Therefore a referral from someone inside that circle for your business can be a huge boost for you. People love connecting other people - so make it easy for them by providing tons of value to your current client base.
2. Study Their Needs
The needs of potential high net worth clients might differ from those of your other clients. They may require additional services, or request that you do things a bit differently to fit into their schedules. They’ll also likely have different risk profiles to other clients. You need to understand these differences and ensure that they are addressed by the service you provide.
3. Leverage Your Network
Working together with other professionals who are targeting the same demographic is a great way to grow your client base. As stated above, high net worth clients will often want recommendations from their “inner circle”. By coordinating with like-minded professionals, you’ll be able to leverage a network which specialises in servicing a high net worth market.
I have a range of services available on my website which will give you further knowledge on how to get profitable clients without even selling. Click here to find out more
A Bit Of Humour For You
I was applying for a job as an insurance salesman. The form requested prior experience so I wrote “lifeguard.” When the manager met me he said, “we are looking for someone who can sell himself. How does working as a lifeguard pertain to salesmanship?” I replied, “I couldn’t swim.” Needless to say I got the job.
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