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Going The Extra Mile for Your Affluent Clientèle

I saw an article recently about the Ritz Carlton Hotel. It's a perfect example of what needs to be done in order to court and cater to (and persuade) an affluent client base. This is exactly the way to keep your clients interested and involved with you and your product or service.

It is the policy of the Ritz Carlton Hotel that any employee (ANY employee) can spend up to $2,000 without management's prior authorization, to solve the problem or need of a client of the hotel.

A business man was staying at the Atlanta Ritz Carlton and headed out to Hawaii for a very important meeting and presentation. He realized he had forgotten his laptop in Atlanta. Without his laptop, he had no presentation. He called the hotel and his call was routed to housekeeping who had informed him that they had found his computer.

The businessman asked them if they would please send it by FedEx so that he could have it first thing in the morning for his presentation.

Early the next morning, a woman from Atlanta Ritz Carlton's housekeeping department showed up in Hawaii and handed him his computer. She said, 'This was too important.'

I'm quite certain this man will never stay anywhere but Ritz Carlton when he's in Atlanta, maybe when he's in any city that has a Ritz Carlton. And I'm also quite certain that he told his friends and colleagues about the service he received and that this story has generated a decent amount of publicity for an already well regarded business.

Going above and beyond doesn't mean we have to spend $2,000 a day. Sometimes it means an effortless consideration. Sometimes it can be as simple as a note, a birthday card even.

One of my coaching students, a financial adviser, recently told me a story about sending a birthday card to one of her EX clients. This was an EX client only because she was prevented from courting her due to a non-compete clause which was about to expire. My student followed up the birthday card with a phone call a few weeks later and the ex client (soon to be reinstated client) said to her, 'You know, my husband's financial adviser sent out a birthday card as well. But instead of sending me the birthday card, he sent it to my husband, whose birthday isn't for seven months.'

Mistakes happen. But this was totally avoidable and costly for that other financial adviser.

Attention to detail, going above and beyond, simple pleasantries, even a kind word. . . all of these things not only make other people feel compelled to do business with you, but they make the recipient feel good. Funny thing is, they also have the added bonus of making the person giving them feel good.

Article Source: http://www.uberarticles.com/articles

Kenrick Cleveland teaches strategies to earn the business of wealthy prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies. Get your own completely unique content version of this article.

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