The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life by Matt Oechsli

Are you in sales or marketing and want to know how to better serve and retain your affluent customers and clients? Matt Oechsli has written “The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life,” a book that offers key tactics and strategies to increase sales and build strong relationships. Oechsli’s advice is backed by decades of experience, along with case studies, interviews, and other insights from successful strategic advisory programs.

The book begins with an exploration of why many sales and marketing professionals are reticent to engage with the affluent market. He then dives into the commonalities and distinctiveness of selling to affluent customers, and offers an overview of the best practices for success. From there, Oechsli lays out five habits of affluent marketing and sales professionals, and then examines the seven-step “Connecting With Your Affluent Market” process. Finally, he provides case studies and reviews the classic mistakes that lead to sales and marketing missteps.

Oechsli unpacks the nine keys to build strong relationships with the affluent, including developing expertise; preparation; exceeding expectations; remaining in communication; being transparent; building loyalty; maintaining relevance; adhering to industry guidelines; and making sure to protect the client. Furthermore, he examines the importance of talking through issues and not merely talking industry jargon.

When it comes to sales and marketing to the affluent, Oechsli stresses the importance of setting appropriate expectations and understanding their unique wants and needs. This includes recognizing that the affluent prefer personalized service and expert advice, and respecting the affluent’s time and their need for discretion. Further, Oechsli offers real-world examples and anecdotes to illustrate how to properly handle the challenging scenarios that can arise when working with affluent customers.

Oechsli further covers how to market and sell to affluent customers, including how to engage across different channels and build trust with clients. He covers how to differentiate the sales experience from other companies and the advantages and disadvantages of using technology to reach new customers. With technology continuously evolving, he offers advice on how to select the right marketing strategies, create compelling messaging, and develop strategies for efficient selling.

One of the greatest takeaways from the book is Oechsli’s focus on cultivating and maintaining relationships with affluent customers and clients. By putting additional effort into understanding the needs and wants of affluent customers, you can create an exceptional sales experience and loyal customers that will stay with you forever.

Matt Oechsli’s “The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life,” is an essential resource for sales and marketing professionals who want to better serve their wealthiest clients. With actionable advice, this book provides numerous tactics that you can immediately implement to build trust, exceed expectations and make the most of your sales and marketing efforts.