Embracing Luxury

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.

Strangely, however, no one's telling us to reign in the spending and tighten our belts. SPEND!!! That's the message. Not only should we spend, we should spend like there's nothing to worry about as a patriotic duty. So people are still spending, but much more conservatively than before. They're looking for the best deal, comparing prices, bargain hunting, using coupons, and as a trainer of and former sale professional myself, I know many sales professionals are feeling the pinch. My clients are mainly geared toward an affluent clientle and are not necessarily feeling the same pressures as other folks (with the exception of real estate agents in Florida!) And because there aren't the same pressures in a tight economy, there's no need for us to gear our message (or prices) toward the bargain hunters.

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.

In order to do this, maintain your prices. Don't haggle. You have premium pricing because you are premium. Your services are elite. Additionally, maintain your individuality (and as a persuader, you are quite unique). This comes naturally as a result of understanding what criteria has to do with sales.

Focusing on word of mouth and referrals as a result of the experience of working with us, is key. We have special knowledge as persuaders, and can most definitely deliver the emotional experience that people are craving in a business (or social or other) interaction. Keeping in mind that everyone, EVERYONE, rich, poor, in between, man, woman, child, EVERYONE wants to feel understood and everyone wants to feel special.

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 techniques to earn the business of affluent prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.

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