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Networking with the Affluent, by Thomas Stanley
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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 Adv
- Sales Rank: #56421 in Books
- Published on: 1997-08-22
- Original language: English
- Number of items: 1
- Dimensions: 9.20" h x .70" w x 5.70" l, .85 pounds
- Binding: Paperback
- 288 pages
From the Back Cover
From the New York Times bestselling author of The Millionaire Next Door, the classic guide on how to network with the affluent client. "Tom StanleyÕs ideas regarding Networking with the Affluent and Their Advisors have produced strengthened relationships throughout our multinational accounts. The bottom line is increased customer loyalty, our most precious asset."-Keith Martino, Global Sales Manager, Federal Express Corporation. "This book is the best guide to success IÕve seen."- Mary B. Lehman, Managing Director, BankerÕs Trust Company, The Private Bank. "Networking was a magicianÕs illusion until Dr. Stanley taught us the secret."ÑNorman M. Mendelson, Chairman, Earth First Corporation.
About the Author
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
Most helpful customer reviews
56 of 59 people found the following review helpful.
A very under-rated book! Where are the readers?
By Chuck Kimbriel
I cannot believe that there is not at least three pages of reviews for this great book.Being able to link up with "Mr/Mrs High Credibility" is so essential to successand this is the only book that shows the why, who, where and how.Severall years ago I joined toastmasters and as a result was invited to join other organizations as well. I have to admit that I was [initially] very uncomfortable sitting with some of the top CEO's, Board Members and social elite of my city. This book was recommended to me then and I have never looked back.As a result, I have been able to increase my client base, penetrate the affluent market and network with their associates.As I said in the heading, I cannot believe that there are not more reviews here. Perhaps readers are hoping to keep this their secret. I know that when I first heard about this book, I was hoping that none of my competitors would find out about it.I also recommend Dr. Stanley's excellent "Selling To The Affluent" and "The Winners Circle" by Robert Shook.
69 of 75 people found the following review helpful.
Entrepreneurs, new salespeople read this book.
By A Customer
Starting a new business? New to sales? (Feel you are too young/old to jump start your production?
Dr. Stanley's books should be required reading for any business student or business owner. In Networking with the Affluent, Dr. Stanley discusses SEVERAL methods of establishing productive relationships with your target prospect group and their advisors.
Networking is NOT trading names or client lists with every salesperson you meet. These methods are not restricted to finding affluent clients.
If you are not good at phone sales, how about writing letters to the editor of your local paper supporting a local industry or business? Then follow up and send the owners/managers of that business a copy of your printed letter in the paper. These business owners would probably rather deal with a person who understands the issues of their business than someone who shows no interest in their business. This is just one of Dr. Stanley's methods. In this book, you will ! find a method just right for your personality to increase your business. While you are at it, purchase his other books on Marketing and Selling to the Affluent.
29 of 29 people found the following review helpful.
Especially good for people in financial services
By Dee Byrd
I work for one of the big 3 insurance companies and getting to know the affluent and working their nests is critical to my success.
In Networking with the Affluent, Dr. Stanley shows how to get into this market and offer quality financial products and services. To serve the affluent and others in their network.
You won't find any tricky techniques. But you will find some powerful ideas on how to substantially increase your production.
I have recommended this book to dozens of people over the years. And I can tell by their productivity if they have actually read it.
Get this book. It's great.
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