Engaging with High-Net-Worth Clients
engaging with High-Net-Worth Clients
Who is this for:
Associates at all levels
Duration:
One-day
Outcomes:
Understand how to build relationships with HNW clients
Delivery:
In-person and onsite at your preferred location.
Look, Speak and Fit the Part
As a brand, you need to look, speak and fit the HNWIs high expectations, matching what they are used to seeing. Understand your current customer base to ensure that this is your target customer before creating your personas, segmenting your lists, re-designing your client journey and building your culture of luxury.
These individuals might raise the bar for businesses with regard to their high expectations but being very digitally skilled and online daily, they are easier to reach than ever before. Additionally, once onboard, HNWIs are loyal to those who’ve given them a positive experience and they are happy to refer you to their friends and colleagues
Insights into high-net-worth clients
It does not matter what you sell, whether it is luxury cars, luxury properties or a luxury service, targeting high-net-worth clients is a completely different game than attracting prospects in general.
This group are highly skilled, digitally savvy and spend a lot of time online, they’re well-read and extremely selective on which brands they share their personal information with, when sharing on social media or online in general.
This informative training will give your team insights and actionable steps they can take to build relationships, engage and generate leads from High Net Worth Individuals.
Understanding HNWI behaviour
The key to lead generation for High Net Worth Individuals (HNWIs) is in understanding their behaviour as consumers. A good starting point is to look at the brands they currently buy from e.g. Aston Martin, Mercedes, Rolls Royce, Mont Blanc, Rolex etc.
Studying these brands will give you valuable insights into what these individuals expect from their buying experiences and how your brand should match these experiences. The buying behaviours of affluent individuals can be confusing and seem contradictory.
For instance, they enjoy high-end products but also every-day items. This is where common misconceptions come to play which in turn produce ineffective communications aimed to this high-end client segment.
Polished, professional and in control
In this programme for luxury professionals, we will guide your team to explore every component of luxury sales, immersing them in the world of wealth so they can better understand how the affluent think and act and understand the critical factors that shape their buying decisions.
To be treated as an expert, you must first act like an expert and the Engaging with High Net Worth Clients programme will ensure your team leave polished, professional and in control.
Course Curriculum
High-Net-Worth Clients
- Four Categories of Wealth
- Luxury Consumer Profiles
- Dealing with Upset HNW Clients
- Effective Communication with HNW Clients
- Engaging Effectively with HNW Clients
Creating the Experience
- Luxury Expert Approach
- Negotiating with HNW Clients
- Etiquette & Behaviour
- Expectations of HNW Clients
Enquire about this course
Luxury Academy
Fergusson House
London, EC1V 2NX
United Kingdom
T: +44 20 3603 9085
E: [email protected]
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