How To Market To The Affluent With Mark Satterfield

Fish where the fish are...and sell where the money is!

Wes Schaeffer
August 14, 2023

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He has a lot of women in his groups and communities
People like the direct approach
It was an evolutionary process to start selling to the rich
He ran into some financial services prospects, and he liked the challenges they had in connecting with the affluent
Mark is a direct marketing guy
Direct marketing is very applicable in marketing to the affluent
He grew up wealthy
His friends are wealthy
The expectations of his dad was that his kids would make money, and we did
He had a good perspective into the lives of the affluent
He found it was a good niche
Dan Kennedy markets to the affluent very well
It’s still not a crowded space
He likes people who are selling to the wealthy
He likes high-end art dealers
He likes luxury real estate people, etc.

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Why sell to poor people?”

Mark Satterfield on The Sales Podcast

Poor people will return your phone call because they have nothing else to do.
Poor people don’t live interesting lives.
Their interests are narrow.
There are a lot of wealthy people who got there by hard work.
Mark can be your sherpa.
Young people are incorrect in thinking they must be wealthy to do business with the wealthy.
Are you interesting?
If so, reach out to the wealthy.
Mark saw a wealthy, hard-to-reach friend engaging with a young man at a party and he gave the young man his business card because the salesman did his research.
Have a plan.
Do your homework.
The young salesman bought a ticket to a charity event.
A friend recommends that salespeople go to events in groups of two or three.
Dress as well or slightly better than everyone in the room.
The salesman played the long game.
Stop jumping right into “Hey, buy my stuff!”
Take the time to attend the right functions
Where do the wealthy spend their time and get their information?
The wealthy read their mail.
His wife is into purses, and they were in Vegas hitting the shops, and he was watching the salespeople who judged them based on the simple bag she was carrying.
We’re all judging one another.
Fall within the range of reasonableness.
He now writes books and publishes a newsletter and a group coaching program.
He does no one-on-one or DFY marketing for clients.
He’s building a community now.

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