How to sell to wealthy clients (attract successful clients).
Summary
TLDRDenise Duffield Thomas, a money mindset mentor, shares insights on marketing to wealthy and successful individuals. She emphasizes that these high achievers value efficiency and problem-solving, and advises entrepreneurs to up their game by improving their branding, systems, and pricing to attract and serve this market effectively. She also highlights the importance of a healthy money mindset and offers a free guide to help entrepreneurs navigate pricing strategies and confidently approach premium pricing.
Takeaways
- 🔑 Recognize that wealthy and successful clients are just people with problems to solve and value efficiency in products and services.
- 💡 Don't market solely on price; focus on the value and benefits your offering brings to their lives, such as joy, time-saving, or problem-solving.
- 🛍️ Understand that rich people may not prioritize low prices and are willing to pay for quality, efficiency, and solutions that improve their lives.
- 🚀 Uplevel your business by improving branding, systems, and customer experience to attract wealthier clients and justify higher prices.
- 💸 Upgrade your prices to reflect the value you provide, which can allow you to serve fewer clients better and avoid burnout.
- 🎯 Offer premium services or VIP options for clients who want faster, more exclusive, or personalized services.
- 💼 Identify your target market's pain points and desires by observing their discussions and complaints in relevant online communities.
- 🌟 Showcase your expertise and the unique value you provide, rather than assuming potential clients can find solutions elsewhere for free.
- 💪 Work on your money mindset, as it greatly influences how you approach pricing, client relationships, and your overall business strategy.
- 📈 Use the right pricing strategy to avoid common mistakes, and learn how to communicate your value effectively to clients.
- 🎁 Consider offering scholarships or lower-cost options for those who can't afford your premium services, as a way to give back and expand your reach.
Q & A
What is a common misconception about marketing to wealthy and successful people?
-A common misconception is that marketing to wealthy individuals requires being super fancy or offering luxury high-end goods. In reality, it's about understanding their needs and providing products or services that improve their lives, just like with any other client.
What are some money blocks that might hold someone back from attracting wealthier clients?
-Money blocks can include feelings of inadequacy, believing one's business isn't ready or good enough, and the need to 'up one's game' to be more deserving of wealthier clients.
What is the first thing to remember when marketing to high achievers?
-The first thing to remember is that wealthy successful people are just people. They have problems and are looking for solutions, just like anyone else.
Why is efficiency important when marketing to wealthy individuals?
-Wealthy individuals often value efficiency because time is a significant factor for them. They are willing to pay more for products and services that save them time and effort.
How can one identify the problems that wealthy and successful people face?
-One can identify these problems by observing discussions in relevant Facebook groups, forums, or other social platforms where the target market is active, and listening to their complaints or wishes for solutions.
What does 'upping your game' mean in the context of attracting wealthier clients?
-Upping your game means improving various aspects of your business, such as updating branding, implementing efficient systems, and ensuring a seamless client experience to justify higher prices and attract wealthier clients.
Why should one consider upgrading their prices when targeting wealthier clients?
-Upgrading prices can deter some clients who associate low prices with lower quality. Charging higher prices allows for better service without overextending oneself, and it can also create space for offering scholarships or other cost-effective options for those who can't afford the premium services yet.
How can offering a VIP service attract wealthier clients?
-Wealthier clients may be willing to pay extra for faster, more personalized services. Offering a VIP option allows them to skip queues, get faster turnaround times, and receive premium services tailored to their needs.
What is the significance of having a good money mindset when working with high achievers?
-A good money mindset is crucial for comfortable and professional interactions around pricing and payments. It helps avoid feelings of embarrassment when discussing money and ensures that clients feel confident in the value they are receiving for the price they pay.
What should one do first when looking to attract wealthier clients?
-One should start by examining and potentially upgrading their prices. This aligns with the value proposition offered to wealthier clients and can help establish a more premium brand image.
How can solving problems for wealthy clients lead to less marketing effort?
-Once you've successfully worked with a high achiever, they may recommend your services to their network, leading to a cascade effect where you attract more clients without having to invest as much in marketing.
Outlines
🤝 Overcoming Intimidation in Marketing to Wealthy Clients
This paragraph discusses the common issue of feeling intimidated when marketing to wealthy or successful clients. It emphasizes the importance of recognizing that these individuals are just people with problems to solve. The speaker, Denise Duffield Thomas, shares her personal journey of overcoming this intimidation and encourages others to identify and address their own 'money blocks' that may be hindering their business growth. She suggests that understanding and appealing to the values of efficiency and problem-solving is key to successfully marketing to high achievers, rather than focusing solely on price.
🚀 Upleveling Your Business for High Achievers
In this section, the focus is on the need to upgrade various aspects of one's business to attract wealthier clients. It highlights the importance of efficient and effective branding, streamlined systems for a seamless client experience, and the potential need to increase service prices. The speaker explains that higher pricing can deter some clients, but it also allows for better service delivery without overextending oneself. The concept of offering premium services, such as VIP options for faster service or exclusive experiences, is introduced as a way to cater to the needs and preferences of high-net-worth individuals.
💼 Tailoring Services for Time-Constrained High Earners
This paragraph delves into the idea of creating tailored services for clients who may have substantial financial resources but limited time. It suggests offering VIP or expedited services that cater to the desire for speed and convenience. The speaker uses personal anecdotes to illustrate how she has utilized such services and how they can be beneficial for busy, successful individuals. The concept of a VIP day is introduced, along with the idea of creating a premium version of one's services that focuses on delivering results quickly and efficiently.
💰 Cultivating a Positive Money Mindset for Business Success
The final paragraph emphasizes the critical role of a healthy money mindset in attracting and retaining successful clients. It discusses the challenges of working with individuals who have poor money boundaries or are uncomfortable discussing financial matters. The speaker shares her experience and the importance of being transparent and confident when it comes to pricing and financial transactions. She offers a free resource to help entrepreneurs overcome pricing challenges and improve their money mindset, ultimately allowing them to serve high-achieving clients more effectively.
Mindmap
Keywords
💡Money Blocks
💡Efficiency
💡Uplevel Your Business
💡Price Strategy
💡VIP Services
💡Money Mindset
💡Networking
💡Solutions
💡Branding
💡Value Proposition
💡Marketing Strategy
Highlights
Understanding that wealthy and successful clients are just people with problems to solve.
Marketing to high achievers doesn't require being fancy, but rather focusing on efficiency and expertise.
Wealthy individuals value efficiency and are often willing to pay for time-saving solutions.
It's essential not to market solely on price; instead, emphasize the value and joy your product or service brings.
Wealthy clients may be frugal and prioritize value over cost.
Upgrading your business, including branding and systems, can attract wealthier clients and justify higher prices.
Charging premium prices allows for over-delivering without burning out and enables selectivity in clients.
Higher prices can create a sense of exclusivity and attract clients who value quality over cost.
Identifying and addressing the specific problems of wealthy clients is crucial for successful marketing.
Creating VIP or premium services can cater to clients who value speed and convenience.
Wealthy clients often rely on networks rather than random searches, making referrals powerful for business growth.
Having a healthy money mindset is essential for attracting and retaining successful clients.
Denise Duffield-Thomas offers a free guide on pricing strategies for entrepreneurs to overcome money blocks.
Upgrading your services can involve creating expedited or tailored options for clients with the means to pay for premium experiences.
It's important to communicate clearly how clients can work with you and to make the process seamless.
Wealthy clients may not have the time or desire to DIY solutions and are willing to pay for expertise.
Denise's personal experiences illustrate the value of efficiency and convenience for the wealthy.
Serving wealthy clients can lead to a cascade effect where one satisfied client leads to more through their network.
Transcripts
[Music]
how do you sell your products and
services to wealthy successful people
it's a good question now i'm not saying
you have to only market to wealthy
people you might not even care how much
your clients make but
i find that a lot of people get really
intimidated by wealthier successful
clients so it's worth seeing where your
money blocks might be holding yourself
back from new opportunities in your
business
so think about someone that you would
love to work with but you feel
intimidated by them you feel like you're
not ready to work with them
so question
do you feel like you're not good enough
to work with people do you feel like
your business isn't ready or good enough
and do you feel like you have to up your
game to be more deserving you know what
i felt the same way for a long time i
felt like i could only work with people
who earn less money than me
but it's not true it's just a sabotage
now that i've become richer myself and
i've made a lot more money it's really
convinced me that there are some things
that are different when you're marketing
to high achievers but not as many as you
think
so if you don't know me i'm denise
duffield thomas money mindset mentor and
founder of money moneybootcamp and i
want to help you make more money and
guess what charging more money to fewer
people is a great strategy to do it so
let's talk about it
okay
number one
you know what
wealthy successful people high achievers
are just people
and that's the first thing you need to
remember if you want to attract
wealthier clients into your business
they're just
normal people well most of them are
normal people but they have problems and
they are looking for people to help them
solve their problems now i don't mind
telling you i'm a self-made millionaire
i don't think
there's anything different or special
about me and a lot of the wealthy people
i know are just people as well so this
isn't about having a business that is
just about being super fancy or making
luxury high-end goods wealthy people pay
for products and services to help them
improve their lives just like anyone
else so if you're selling something that
a rich person needs you're on your way
but
here's what you need to know
rich people value
efficiency
you have to realize that sometimes when
people are wealthier and successful
money is no longer the primary currency
yes and smart rich people look after
their money you can get frugal wealthy
people whatever but for some people
price alone is not the sole deciding
factor in their buying decision so you
can't market just on price
now i went into this nice jewelry shop
one time and i was like walking around
and browsing and this lady followed me
around and she was just telling me how
cheap everything was i'd pick up a
bracelet and she'd go oh that's on sale
that's really cheap and i was just so
turned off by it because i wasn't in her
store looking for the cheapest thing i
wanted something that would bring me
joy
so you don't have to market on how cheap
you are
now there are times in my life where i
had to shop only based on price but
don't assume that everything and
everybody needs to hear that first tell
people how your product or service
brings them something into their life
joy
time saving abundance or solving a
problem
now there are many people and not just
the super wealthy who don't care what
something costs if they want it or need
it getting a bargain might not be the
primary goal so what is
in some cases it's solving a problem
efficiency saving them time
saving them effort fulfilling a need
that they have and sometimes doing it
quickly
also making them look and feel good
helping them to achieve mastery in some
areas they need help in so they can
learn and grow
now i constantly buy things that save me
time
and then they free me up to make more
money in my business and you know what i
don't always have the time to learn how
to do something myself so rather than
buy a diy solution i often find an
expert to help me cut corners and
achieve results much quicker so just
because someone is successful in their
own field doesn't mean they know about
yours so teach them what you know or
sell them the thing that you do well
and stop saying things like but everyone
knows how to do this or this can be
found online for free
a lot of people do not have the time to
sift through the entire internet and
find the solution they want someone who
has already curated the information
packaged it up done some checklists and
some extra value and put it into one
solution to solve their problems so how
do you know what the problems are
you can always be on the lookout for
what wealthy and successful people are
talking about you can be in facebook
groups where your target market is
hanging out
what are they complaining about what do
they say when they're saying oh i wish
someone would just create
or i wish someone would just solve this
problem for me and just do it for me
so that's the big thing solve problems
for people all right here's the next tip
you have to uplevel your business
now remember i said not everyone wants
to market to wealthy successful people
that's okay the target market you choose
to serve does not mean anything about
you as a person doesn't mean you're
snobby doesn't mean you think you're
better than anyone doesn't mean you
don't care about your clients whatever
but one way to attract wealthier clients
and to justify higher prices is to up
level your business now it doesn't mean
it has to be super sexy or fancy but it
has to work if your branding needs an
update do that for sure because if
you're charging a premium price and your
branding is budget looking that's not a
match again that doesn't mean super
fancy sexy website
simple and easy to understand
don't make people work hard to give you
money because they will turn off and
find someone else so you have to make it
clear how they can work with you
of course this appeal like this everyone
this is not just rich people
but remember marketing to rich
successful wealthier people it doesn't
mean branding with like private jets
it's all about being efficient and being
an expert in something that they need
that's way more important than fancy
branding but
you have to have good systems so for
example
automated systems so there's no glitches
making sure that working with you is a
seamless easy experience
so for example i hate when people don't
have an automated calendar they make me
work out the time zone
i hate that
i hate when i have to chase people up
and say hey can you send me that invoice
you have to make it
easy don't make it hard for people to
work with you here's the next tip
you have to upgrade your prices now you
might be surprised to hear that you can
turn off some wealthy successful clients
by pricing your services too cheaply
because a lot of people feel like that
cheap equals bad
remember
pricing is just a marketing strategy
it's not something that's set in stone
and some clients will make a decision
about your ability based on how much or
little you charge
so you can charge whatever you like now
you might resist charging a premium
price but actually it allows you to do a
couple of really cool things number one
it means you can over deliver for your
clients without burning yourself out you
can surprise and delight them without
worrying that you're not being paid
enough it gives you spaciousness
number two it means you can take on far
fewer clients so again you have more
spaciousness and you don't have to take
on every single person who wants to work
with you
it means you can avoid some of those red
flag clients too
the best one is number three
charging great prices means that you can
have some bandwidth to give back create
scholarships or
work on some other things like
cost offerings working on your book so
you can serve people who can't afford to
work with you yet this is win win win if
you are under charging you are so burnt
out you do not have space for anything
charging well is not exploiting anyone
and actually i just see so many people
doing the opposite they're undercharging
then they have zero energy to create
anything else and they're living in
resentment burnout and overwhelm and the
world is not served by you being broke
and resentful there are people out there
who will pay you a premium price for
your service so upgrade your prices
and you know what they're are rich and
not rich people who are really cheap and
frugal you don't have to have those
people as your customers there is
somebody for every price point you have
to create an energy with your prices
that attract people who value what you
do and they don't want to skimp
now if you need any help with this
remember i've got a resource for this at
the end okay here's the next tip
you might need to upgrade
your services now some people have money
but they don't have a lot of time and
they're willing to pay extra to get the
service they want fast so you could
create a vip option skip the queue get a
fast turnaround get premium service for
anything that you offer so for example
you could create a vip day
instead of working with someone over six
months how can you shortcut their
success for people who have money and
want that instant gratification
some people are willing to pay for that
to do it fast
and good
now i once saw a copywriter had three
levels of service i'll never forget it
one it was a diy how to write your own
copy for like five hundred dollars then
there was a five thousand dollar one my
team is going to help you to do this
over the next couple of months but then
there was a 25 000 option and it was
we'll fly you in we'll get all your copy
done and we'll do it in one weekend
and i remember when i first saw it i was
at the start of my business i was
bootstrapping everything myself and i
could not imagine why
anyone would buy the vip option
now as someone with money three kids two
dogs going through perry menopause all
the things i have money to spend
absolutely
faster the better let's do it in one
weekend
remember that and think about how you
could create an all bells and whistles
version
of what you do and think about your
client and what would appeal
to them
do they want to feel
pampered
do they want to feel
beautiful and luxurious
while they're doing stuff or do they
want speed and efficiency like me
do they just want to get it done
do they want exclusivity more time with
you
do they want you because you're the best
and you don't work with very many people
if you're really good at what you do own
that
and that can be really valuable
and then see where you can add in either
speed convenience or luxury whatever you
want to offer there is a customer that
would work
for you so i don't really care about the
champagne don't give a crap but i love
batching so i love that idea of speed
now i buy stuff all the time to save me
time and effort so for example
i
my baby wasn't sleeping so i hired
someone to come to my house and do a vip
sleep consultant day i didn't have the
energy to read a book do a course
i wanted someone to come to my house at
my convenience and sort out the problem
for me
so anything that you do
could be added into a vip day
i have hired people to solve problems
that some people might find it really
easy like i always hire an interior
designer to help me pick paint colors
because i can't see it like the experts
do it's not something i enjoy
i often hire people to come and put
together flat pack furniture because my
hubby's in the business and i don't want
to take his money making time away
i bring in food i you know there's so
many things that i outsource even yoga i
have someone come to my house to help me
do it because
i'm not going to go to class there are
so many things that i need as a
successful high net worth individual
accountability support speed you know
what i even paid someone to wrap my
christmas presents last year because i
didn't have time to do it now
some of these things you might think
okay
anyone can do this right but
i want you to think about how you can
create a premium version of what you do
to make things way more efficient and
make someone's life way easier who has
the money to spend by the way
because some people are just like that i
always buy the vip ticket when i go to a
concert because i want ease i want
accessibility i'm not buying the
cheapest solution because i want it
quick
i don't want to wait on someone's wait
list for six months i want it now
so think about that how can you serve
those people
you might think again anyone can figure
this out by
common sense watching free videos but
some people's time they cannot be
bothered to do it or they don't have the
skill that you have so find out what
your customers really value and offer it
to them solve the problem and here's the
best part too
you know what often wealthy people
aren't necessarily googling around they
rely on their own network so once you
work with one high achiever it can
create a great cascade effect and you
don't even have to mark it as much
now here's the last really important
thing that you need to work on to be
able to do this are you ready it's super
important
your money mindset
it's so crucial now i work with people
at all income levels right but i find it
really hard to work with people who have
crappy money boundaries
because it makes me feel uncomfortable
like i have to take care of them
i find it hard to work with people who
are squeamish about talking about money
or just telling me their prices without
squirming without feeling embarrassed
i find it really tiresome to work with
people who don't invoice me on time
because i know behind the scenes they're
scared i can feel that
remember having a good money mindset
doesn't mean that you have to earn more
than all of your clients it just means
that you've worked on your stuff or you
are working on your stuff and you feel
clean and clear around money and trust
me people can feel it they can feel it
in your marketing in the way that you
talk about your business in the way you
talk about your prices in every single
interaction that they have with you so
money mindset is absolutely worth
investing in
for every type of business but
especially if you want to attract
wealthier more successful clients and
work with high achievers
so
i've mentioned a ton of upgrades that
you should make in your business to make
every part of your business more
attractive to those clients and so maybe
you're wondering
holy crap what do i do first so how do i
what do i start so to be honest i think
you should start with looking at your
prices
and i have a step-by-step resource for
you including scripts to help you
increase your prices without freaking
out without losing all of your existing
clients and without working harder
i've worked with thousands of
entrepreneurs on this and i know
that pricing problems are all related to
mindset so i'm here to help you shift
those money blocks and charge
a win-win price that's going to feel
really really good
i've combined all of my best pricing
tips all of my best pricing strategies
on increasing your prices into one
ultimate guide for pricing for
entrepreneurs lots of scripts in there
step by step and it's totally free so
inside you're going to learn how to
avoid four
big pricing mistakes
set win-win prices that don't make you
want to vomit
how to increase your rates and how to
charge premium prices and of course you
get all the scripts as well for having
some of those awkward price
conversations with some of your clients
especially if you want to increase them
with the people you're already working
with okay just go to denise dt.com
pricing and it's all there for you
okay my final thoughts thank you for
sticking around
you can serve whoever you want but
please stop being intimidated by clients
that you perceive are more successful
than you because you have so
much to offer you've got this this can
totally be an amazing strategy for you
all right gorgeous guess what it's your
time and you're ready for the next step
[Music]
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