Networking With the Affluent

by Thomas Stanley

McGraw-Hill Education | August 22, 1997 | Trade Paperback

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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

Format: Trade Paperback

Dimensions: 288 pages, 9.2 × 5.7 × 0.7 in

Published: August 22, 1997

Publisher: McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10: 0070610487

ISBN - 13: 9780070610484

Found in: Sales and Selling

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Networking With the Affluent

Networking With the Affluent

by Thomas Stanley

Format: Trade Paperback

Dimensions: 288 pages, 9.2 × 5.7 × 0.7 in

Published: August 22, 1997

Publisher: McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10: 0070610487

ISBN - 13: 9780070610484

About the Book

From the New York Times bestselling author of The Millionaire Next Door, the classic guide on how to network with the affluent client. "Tom Stanleys 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 Ive seen."- Mary B. Lehman, Managing Director, Bankers Trust Company, The Private Bank. "Networking was a magicians illusion until Dr. Stanley taught us the secret."Norman M. Mendelson, . Chairman, Earth First Corporation.

From the Publisher

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

From the Jacket

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

Thomas J. Stanley was born in 1944 in the Bronx, New York City. He went to college in Connecticut, did graduate work at the University of Tennessee, and received a doctorate at the University of Georgia. He was a marketing professor at Georgia State University, a public speaker, a consultant on selling to the rich, and an author. He wrote books on the habits of millionaires including The Millionaire Next Door and The Millionaire Mind. He died in a car accident on February 28, 2015 at the age of 71.