The top 1 percent of households in America account for nearly 40
percent of the wealth. This same affluent market is growing seven
times faster than the household population in this country Thomas
J. Stanley - author of Selling to the Affluent and Marketing to the
Affluent - shows that, dollar for dollar, the most productive way
to penetrate the affluent market is to network with its members,
their advisors, and key members of their important affinity groups.
Affluent individuals report that interpersonal, or "word of mouth",
endorsements are the most influential in their decisions to
patronize a variety of product and service providers. Networking
with the Affluent and Their Advisors offers a proven method for
reaching the affluent through their affinity groups and using that
association to increase sales, billable hours, and client base.
With numerous case examples, Thomas J. Stanley answers several
important questions, including: . How did a young sales
professional gain the endorsement of a multimillionaire who headed
an important trade association? How did an accountant attract
hundreds of affluent business owners as clients in spite of never
making a single sales call? What commercial organizations can
assist the sales professional in setting up an influence network?
How did one sales professional propose to meet personally with 100
of the top business owners in his community? What provocative
themes were used in two toprated trade journal articles written by
extraordinary sales professionals who target the affluent? Imagine
the impact on even an ordinary sales professional's revenue if he
were endorsed by the president of a trade association composed of
hundreds of millionaires.In fact, this type of endorsement was
given at a trade conference. How did this endorsement come about?
The dramatic shift in orientation from being an ordinary sales
professional to being an extraordinary networker begins with
targeting. Networking with the Affluent and Their Advisors shows
you how to be the best networker by identifying and then
prospecting the advisors and the role models who influence the
affluent.
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