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Ask HN: Selling to the wealthy
Hi, recommendations to resources for selling and/or marketing to the wealthy?
Books, Tips, Videos, anything that helps.
Kind of the opposite of The Innovator's Dilemma book by Christensen.
(In that book he talks about introducing LOW priced items.)
thx
- onion2k 13y agoIn my limited experience wealthy people don't make many purchasing decisions based on research or marketing - they go very much by recommendations from their peers. As such, networking is the key to success in the luxury market.
- sogen 13y agothanks, like a small club! thanks for all the responses! BTW I'm listening to the SPIN Selling audiobook, so far so good on tips.
- weakai 13y agoMy (possibly contentious) experience: assume they are smart, like facts and can smell BS from a mile away. Most wealthy people have loads of experience with sleazy people trying to take money from them. So if they're still wealthy it probably means they're good at detecting BS and ignoring "sales tricks". So be genuine, be informed and be brief.
- applecore 13y agoLook into the art of selling luxury goods and services. Luxury is never about price—it's about aesthetics, authenticity, brand, and experience. In fact, price is an outdated concept that's only relevant in a socialist model of thinking (i.e. where the sole criterion for production is use-value). Price and value are incompatible with laissez-faire capitalism. Luxury transcends the value equation.
- deleted 13y ago[deleted]
- philiphodgen 13y agoAs someone who indeed sells (tax services) to the wealthy, my suggestions are to think long term. Build trust by doing what you say. Tell the truth. Be helpful. Provide value beyond the price you charge. (Value is in the person's brain. Price is money.) Everyone wants this. Don't treat sales to the wealthy as any different than sales to nonwealthy. It's sort of like advice for public speaking. Remember the three "B's": be honest, be brief, be seated.