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by: KenrickCleveland
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It's getting pricey out there, isn't it? I mean, all the way from the bottom to the top, grocery prices are up because gas prices are soaring because the gas companies need to make bigger profits as a result of war or scarcity or something. . . . really, it's all quite complicated and yet, what it boils down to, is that life is becoming really expensive.

Somehow, no one's asking us to tighten our belts and conserve, instead it's our duty to engage in the economy by continuing to spend, spend, spend. But the kind of spending people are doing is more conservative. People are comparing prices, looking for internet deals, using coupons whenever possible. This, in turn, is pinching sales professionals. However, this is not so for sales people who sell to the affluent. The affluent are not pinching pennies, necessarily, and our message needn't be geared towards the bargain hunters and discount shoppers.

Because we persuade an affluent clientle, we are working on a level where we must immediately set the frame that concepts such as bargain shopping and cutting corners is absolutely going to disappoint them with substandard and inferior products and service.

We must instead frame ourselves and our products and services as luxurious, practical, elite, superior, and maybe even throw in that patriotic bit with the stimulating the economy argument. We are working on this higher level and so must market the experience of luxury by attaching that feeling with their highest criteria. If our prospect is an "away from" orientation, we can appeal to a fear of scarcity, but keep in mind that like attracts like and if we put out fear and scarcity, that's what we get back. Instead, by approaching money as the energy that it is, we can guide them to get into continuing to stay in the flow.

So how do we do this? We first of all maintain our premium prices while everyone else is slashing theirs. Do not engage in undermining yourself. We also must maintain the individuality of what we have to offer. As persuaders, we are incredibly unique in that we know exactly what our clients' hot buttons are and how to marry those triggers with our services.

Another thing that we must do is focus on developing word of mouth endorsements of the experience of working with us. It's an emotional experience that people crave, it's an emotional experience we're going to give them. This is done with that connection to their highest criteria, this is done through storytelling (i.e. telling stories that are pointedly geared toward why you do what you do and how the experiences of your life make you the perfect person to work with). This is done with really comprehending that everyone, rich, or not so rich, wants to feel special and understood.

So it is my fervent hope that you will begin to understand that you are worth what you charge and once you believe it, your affluent clients will have no choice but to also fall in line.

About the Author

Kenrick Cleveland teaches strategies to earn the business of wealthy clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.

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