How to sell to wealthy clients (attract successful clients).

Summary

Denise 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

00:00

🤝 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.

05:02

🚀 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.

10:03

💼 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.

15:04

💰 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.

Keywords

💡Money Blocks

Money blocks refer to the internal barriers or limiting beliefs that individuals have about their own financial worth and capabilities. In the context of the video, these blocks might prevent someone from pursuing opportunities with wealthier clients or charging higher prices for their services. The speaker encourages viewers to identify and overcome these blocks to unlock new business opportunities and potential for growth.

💡Efficiency

Efficiency in this context refers to the ability of a product or service to deliver value to the customer in the least amount of time or with the least amount of effort. Wealthy and successful individuals often prioritize efficiency in their purchasing decisions, valuing solutions that save them time and streamline their lives.

💡Uplevel Your Business

Upleveling your business involves improving and enhancing various aspects of the business to attract higher-paying clients and justify premium pricing. This can include updating branding, improving systems for better customer experience, and offering more valuable services.

💡Price Strategy

A price strategy is a business's approach to setting the prices of its products or services. It is a critical aspect of marketing and can influence customer perceptions of value and quality. In the video, the speaker emphasizes the importance of charging premium prices to attract wealthier clients and to avoid undervaluing one's services.

💡VIP Services

VIP services are premium offerings designed to provide a higher level of exclusivity, convenience, or luxury to clients who are willing to pay extra for expedited or personalized experiences. These services cater to clients seeking the fastest and most efficient solutions to their needs.

💡Money Mindset

Money mindset refers to an individual's attitudes, beliefs, and perspectives about money and wealth. A healthy money mindset is crucial for business success, as it affects how one values their own services, communicates about pricing, and manages financial relationships with clients.

💡Networking

Networking refers to the process of building and maintaining professional relationships, which can lead to business opportunities, referrals, and collaborations. In the context of the video, the speaker suggests that wealthy clients often rely on their networks for recommendations, making it beneficial to have a satisfied high-achiever client who can refer others.

💡Solutions

In the context of the video, solutions refer to the products or services that address the specific problems or needs of clients, particularly wealthier or successful individuals. Offering effective solutions is key to attracting and retaining clients who value the efficiency and expertise that a business provides.

💡Branding

Branding is the process of creating a unique name, symbol, or design that identifies and differentiates a business from others. It involves building an image and reputation that resonates with the target market. In the video, the speaker emphasizes the need for businesses targeting wealthier clients to have updated and professional branding that matches their premium offerings.

💡Value Proposition

A value proposition is the promise of value that a company communicates to its customers, explaining why they should choose its products or services over others. It should clearly articulate the benefits and unique selling points that address the customer's needs or problems.

💡Marketing Strategy

A marketing strategy is a plan or approach designed to achieve specific marketing objectives. It involves identifying target audiences, selecting appropriate marketing channels, and crafting messages that persuade potential customers to make a purchase. In the video, the speaker discusses the importance of not solely marketing on price, but rather on the value and benefits provided.

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]