How can small companies reach the types of customers most likely to be willing to pay their prices for their products and or services.
Individuals normally hang-out with folks that are within 20% of their own salary range. If we want to improve our social-economic standing, we need to associate with the same income level that we want to achieve.
We can use this knowledge in attracting the clients that you want.
1) Be clear and explicit in your target client description.
Include in your description:
- yearly income
- type of neighborhoods they live
- the size and price of the homes that they would typically live in
- types of hobbies
- types of charity events
- type of cars, boats, premier service they use
- type of transportation that they normally use
- type of events and meetings they attend
- type of restaurants, parks, activities that they take advantage of
- type of magazines that they normally subscribe
2) Then start networking and showing up at the same places.
- Volunteer at the charity events that your target clients normally attend. Pick a position that allows you to connect and interact with your target client. Don’t accept a position that keeps you in the background. Since you are volunteering your time,make sure that the ROI is to your advantage.
- Become the program committee chairman at some of the associations and events that they atend. Being the program chairman of these types of associations gives you an easy ice-breaker. You can then invite them to speak or attend these gathering as a way to introduce yourself and your service.
- Get in the position to invite some of your target clients to speak or present at a special and prestigious event
- Attend some open-houses of the type of homes they would buy
- Put on a free event in the club-house of their neighborhood or resort/golf-club that they would normally attend
- Get in the position to speak (or even just introduce/MC) at some of the events and meetings that they normally attend
- Facilitate or organize the type of charity event or catalyst event that they normally would attend.
- Attend boat shows and car shows that they would normally attend
- Advertise in magazines that they would normally purchase.
- Write articles or columns in magazines or electronic magazines that they normally read
- Write “letters to editors” and comment on articles that would interest your target client
3) Where ever you show up, make sure you are adding value to the interchange
4) After you have built a relationship with a few of your target market — ask for referrals. Even though they may not need your services at this time, they may have friends and neighbors that would be interested. Remember, they will also hang-out with folks that are in their same social-economic standing.