Create A High End Market
1. Create a Positive Mindset
Your best products or services available on the market began as ideas in your head. Each one was born from a thought you had when looking at possible ways to expand your business. Your analysis of the target market reveals a problem that needs solving or a desire to fill. Your confidence that you are the solution to these situations grows. In doing so, you refuse to take ‘no’ for an answer from anyone. Your positive mindset fuels your persistence.
Pay no attention to the tiny voice inside your head that may be telling you going after the high-end target market is too risky and you can’t afford to take that risk. Focus on building yourself up. Go after high-end clients with the confidence that you will do so with great success. Listen to that voice that led you to go into business for yourself. That mindset will break down any mental barriers that pop-up and pave the way towards expanding your clientele.
2. Build a Customer Profile
To go after high-end clients, you must first have an idea of who they are, what they like about a company and what products or services they need. Start with creating a demographic profile that includes things like age, sex, location, income and family size. Next take psychographic information into consideration. Items in this category include personality, values, opinions and emotional responses that trigger purchases.
Finally, look at customer circumstances to create an idea of how potential customers develop an interest in your product or service. Include as much detail as possible for each of these areas as it will help you create an ideal customer image that closely resembles reality.
It may seem unnecessary at first to create a profile with an extensive amount of detail. Doing so will give you a roadmap of exactly what your marketing strategy must include when targeting this particular market audience. The details will let you go inside the mind of this potential customer group and view your products or services from their perspective.
3. Define a Marketing Strategy
Your product or service will only trigger an emotional purchase response in high-end clients if they determine that it can solve a problem they have or fulfill a need they desire. Therefore, your marketing strategy needs to focus on the benefits of a product or service rather than on the features. The features are what attracts potential customers to your product or service. For those features to result in a purchase, there must be an association to the personal benefit that the product or service can offer.
When a potential customer comes in contact with your product or service, she will ask herself “What’s in it for me?” Failure to design a marketing strategy around this question is a common misstep many companies make. Taking the time to define a marketing strategy that answers this question in a clear, concise manner places you ahead of the competition.
Do you need help defining a marketing strategy that works for you? Check out this resource to find ideas now!
4. Establish Credibility
It is a proven fact that customers are more likely to purchase products or services from people they trust. To attract high-end clients, you are going to have to show them that trusting you will not be a mistake. To do this, you will need to step outside of the sales box for a moment.
Create articles detailing how a product or service serves as a solution to a problem or desire. Share these articles across your social media channels and on your company blog. Engage in online conversations with potential customers to share what you know. Serve as a guest blogger on another website this target audience frequents and provide the benefits a product or service of yours offers.
As you start to appear in the places that potential high-end clients frequent and share your knowledge, they will sit up and take notice of your presence. You will begin to earn their trust and therefore, will be the only viable option in their mind to that problem or desire they need to resolve.
