Most small business owners, consultants, and advisors want to get on the radar of wealthy prospects and clients. To make this happen, you need to include unique presentation, media, and marketing methods in your small business marketing plan. The industry experts at this year’s Affluent Summit show you how to do just that!
Small Business Marketing Strategies: Make one-on-one time quality time
One great small business marketing method is storytelling. You can use these strategies to connect with affluent prospects and clients on deeper levels- even if you’re not affluent yourself.
My colleague, Mark Satterfield of Gentle Rain Marketing, is an expert in the art of storytelling and has authored Unique Sales Stories. He shares that this is a non-threatening way of engaging affluent prospects in conversation at social events and can immensely increase your business, when done correctly.
Small Business Marketing Strategies: Develop your media personal
Selling without being sales-y, pushy or aggressive is an important skill if you want to attract and work with wealthy clients. Sid Walker of Selling Without Wrestling has been advising advisors and consultants that work with wealthy clients for nearly two decades. His low key approach has closing rations that exceed 90%.
Small Business Marketing Strategies: Drive Sales with Relationship Marketing
In our interview, Richard Weylman (affluent expert and founder of the Weylman Center for excellence) explains that average advisors spend only three hours a week prospecting. However, top advisors devote 18 hours each week (6 times as much!) to this endeavor. He also shares that advisors wanting to target the affluent need to throw out their USP (unique selling proposition) and bring in a UVP (unique value proposition). Including relationship marketing techniques in your small business marketing plan is also critical to attract and retain wealthy clients. By spending more time learning about your clients and prospects, showing them that you truly care, and delivering solutions that target their unique situation and needs, you will never have to worry about competition.
Small Business Marketing Strategies: Get comfortable on stage
While it’s important to connect with wealthy prospects and clients one-on-one, it may not be enough to become a top producer. Improving your presentation skills for smaller and larger groups is critical according to Dr. Topher Morrison, the best-selling author of Stop Chasing Perfection and Settle for Excellence. He shares that the small things make the difference when presenting and to connect with the affluent we must bring emotion into the presentation to our presentations seamless.
In our interview, Richard Weylman (affluent expert and founder of the Weylman Center for excellence) explains that average advisors spend only three hours a week prospecting. However, top advisors devote 18 hours each week (6 times as much!) to this endeavor. He recommends that advisors and consultants replace their USP (unique selling proposition) with a UVP (unique value proposition). He also recommends that your small business marketing strategy should be to focus on relationship marketing. When you take the time to learn about your clients and prospects, show them that you care, and deliver solutions that solve their burning desires and top needs, and the best news is that you will likely remove any potential competition.
Small Business Marketing Strategies: Get comfortable on stage
Wayne Kelly, the owner of On Air Publicity and co-host of the Wayne and Jayne show, on KBS in British Columbia, shares insight’s you must know to build lasting relationships with media sources, such as adding value to your topic. He shares how important being prepared and trained to deliver an A+ appearance is both for your target audience as well as your media sources.
All of these affluent experts-along with seven others -will be sharing their small business marketing secrets at this year’s Affluent Summit from April 11-15. This innovative, Web-based conference is a must-attend for anyone who desires to have more wealthy clients. To reserve your spot at this exciting FREE event or to learn how to access the interviews after the event is over, simply register online at AffluentSummit.com.
Annette Bau, CFP(r), is the founder of FinancialAdvisorMarketingPractices.com and the author of numerous books and products.