To successfully develop the high-end market, there are many methods and techniques, but the most important thing is to dare to explore, find more topics that are the same as customers, identify their demand points, and create more products that are used by customers. value. Insurance experts say that as China's reform and opening up continues to deepen, residents' income levels and quality of life are getting higher and higher. The number of newly wealthy people is increasing day by day. Many insurance marketing friends dream of finding high-end customers and signing big orders one day. Because judging from the time and energy spent, the cost of business development for high-end customers and ordinary customers is almost the same, but the benefits brought are very considerable. How to find high-end customers How to find high-end customers? High-end customers should be defined first. According to the survey and analysis of the Insurance Network, high-end customers in China should have the following characteristics: an annual income of more than 200,000 yuan, a relatively high-end house, a car worth more than 150,000 yuan, and at least one vacation abroad every year. Where can I find these high-end customers? There are two methods: first, use existing customer resources and make referrals through current customers. For example: In order to consult on some legal affairs, ask the current client to introduce some lawyers. Facts have proven that customers obtained through referrals have a high probability of promotion and require little effort. Secondly, you can find some places where high-end customers are more likely to appear, and then make unknown visits. For example, major clothing stores, hotels, high-end communities, large beauty salons and fitness centers, various lectures and forums, MBA EMBA classes and management training classes in universities, you can meet a large number of high-end prospective customers. Tips for contacting and signing contracts with high-end customers: 1. The vast majority of high-end customers are in a sub-healthy state. Since high income requires high effort, it is common for high-end clients to work overtime. They don't have much time to exercise and keep fit, so they often suffer from physical diseases. Some people who are willing to go to the gym will have membership cards for fitness clubs. But it doesn’t necessarily last long. Therefore, when communicating with such customers, you can talk more about health and wellness topics. In their daily work, insurance agents can learn more and collect relevant knowledge and give detailed guidance to customers, such as: how to balance diet, how to perform meridian massage, how to perform scientific exercise, etc. Many high-end customers may not necessarily ultimately follow these plans and Suggestions, but they appreciate you, everyone needs to care, high-end customers are no exception. These are not things that can be obtained through some gifts. There was once an insurance marketing expert who kept learning Chinese medicine knowledge in his spare time. When he met high-end customers, he would introduce health care knowledge to them. Many entrepreneurs became his customers because customers could get more benefits from him than the insurance itself. income. 2. The family life of high-end customers is not necessarily perfect. Every family has its own problems. Everyone has shortcomings and shortcomings, and high-end customers are no exception. Whether they are businessmen, professionals or senior gold-collar workers, some of their family lives are unhappy due to long hours of work. , husband and wife are at odds, and some have children who have not kept up with their education and are addicted to the Internet every day. If insurance agents pay more attention to them in this regard and think of some ways to help them, it will definitely produce very good results. I remember an insurance marketing expert who often brought her children with her every time she visited some bosses, because her children were not only polite but also had excellent academic performance. So when communicating with these high-end customers, by talking about children's stories, a buzz naturally arose. 3. High-end customers are generally busy, so don’t give up after one rejection. High-end customers are generally busy, and marketers should try to understand them. In addition, they should be fully prepared for each meeting. Sometimes, due to the self-protection mentality of marketers, it is difficult to bear rejection in front of high-end customers. In fact, some rejections from high-end customers may be real, such as in a meeting, driving, with a few friends, etc. It is inconvenient to meet, etc. , and some may be caused by not trusting insurance. At this time, it’s even more important to stay committed and don’t give up easily. This is also the key to signing big orders. In fact, what many big customers appreciate is the persistence and perseverance of marketers, because they can see the shadow of their own early struggles in them. 4. When communicating with high-end customers, you should learn more about their industry and learn more relevant knowledge. According to a survey by Wobao.com, many large-scale sales experts usually spend a lot of time and money to attend professional courses such as communication arts, management training, business etiquette, and personality analysis.

You can also learn extensively about architecture, aesthetics, music, and football. On the one hand, you can improve your knowledge and grow through learning; on the other hand, it is easy to find topics for communication; in addition, when participating in various trainings and forums, You will also get to know many high-level and high-end prospective customers during the seminar. For example, some universities will hold a series of MBA lectures. For example, Lingnan College of Sun Yat-sen University invites some social celebrities to give lectures every Saturday. Most of the participants are MBA and EMBA students, all of whom are social elites. You can also make a lot of friends in meetings. In addition, we can also provide customers with effective information and industry trends. If a customer needs real estate information, we can collect relevant trends; if a customer is interested in Feng Shui, etc., we can also provide them with information. 5. Make effective phone interviews before visiting high-end customers, and don’t be nervous when contacting them. Many high-end customers need to make phone appointments in advance due to their busy work schedule. At the same time, effective phone appointments are also the first step to successful sales. At this time, you can use the referral method and mention a recommender; you can also mention that you have met at a certain meeting and you need to ask some questions to make an appointment. Currently, the better method is to use existing customers. After filling out the emergency contact card, these high-end customers need their signatures as a reason to make an appointment. Some insurance agents can't help but feel nervous before meeting high-end customers, leading to lack of confidence. In fact, high-end customers are generally successful people in the industry, with high levels and high cultivation, which will make you feel more comfortable when interacting with them. Things to note when contacting high-end customers: 1. It is not necessary to calculate insurance benefits with high-end customers, but talk more about the meaning and function of insurance. According to relevant statistics from life insurance companies, the type of insurance that private business owners like to buy most is not financial management insurance with higher returns; it is children’s education insurance with lower financial returns. This is because many high-end customers have their own financial investment methods, and it is difficult to calculate them without talking about investment returns. Rather, we should talk about the protection function of insurance and the stability and reliability of insurance, which can protect wealth no matter in any risky situation. When talking about insurance with high-end customers, you can start with property preservation and diversified investments. You can start by asking customers about their opinions on insurance. If the customer answers that they don’t understand or disagree, you can start with the concept of insurance and introduce the details of insurance. Meaning and function. 2. High-end customers value service and quality, provide good service and focus on operations. Income can divide a person's life circle. Entering the high-end market is a long process. You can first find a few influential customers to follow up and provide good pre-sales, in-sales and after-sales services to win the market. Its trust. Enter their life circle and slowly get to know friends with similar financial strength in their circle. It is understood that this is also the reason why many experts keep making large orders. Moreover, many entrepreneurs are quite suspicious, so referrals are more effective. Insurance experts from Insurance Network remind that high-end customers value quality and should pay attention to their appearance when meeting them. Don't be nervous and show sincerity and sincerity. Don't be hesitant in your expression to avoid arousing suspicion. Of course, when contacting them, it is best to follow the local customs in dress etiquette and be consistent with the customers. In short, there are many methods and techniques to successfully develop the high-end market, but the most important thing is to dare to explore, find more topics that are the same as customers, identify their demand points, and create more value that can be utilized by customers.