Marketing to the Affluent by Thomas J. Stanley Ph.D

Author:Thomas J. Stanley Ph.D.
Language: eng
Format: mobi
Publisher: RosettaBooks
Published: 2012-06-28T14:00:00+00:00

Peak Concentrations of the Affluent

Abruptly, at 1043 hours on the morning of our fishing tour, the bluefish stopped feeding. Upon turning to our sonar scope, we found that they had disappeared. Even the $500-a-day fishing guides who were operating near our boat told us that they had lost contact with the bluefish. How does the feast and famine of fishing relate to the affluent market? If someone were to ask me where and when I had found the highest concentration of large bluefish, I would give the latitude and longitude of Greenwich Harbor and the hours 0600 to 1043 on a Sunday in September. If I were asked where and when the highest concentration of the affluent could be found, I would estimate that between 1800 and 0600 hours on weekdays it could be found, coincidentally, in Greenwich, Connecticut. There are many other high concentrations of the affluent in neighborhoods throughout America. However, like schools of game fish, the affluent have a tendency to change their location. Most of the really affluent of Greenwich do not work in Greenwich.

Where is the highest concentration of the affluent between 0800 and 1800 on weekdays? I would estimate that on a typical weekday the highest concentration can still be found in the Wall Street district of Manhattan. There are, however, irregular patterns in the concentration of the affluent.

One of the most affluent daytime clusters in America is an office filled with security brokers. It is not unusual for hundreds of productive sales professionals to be housed in a single office building. ESPs often think strategically in terms of big league prospects and big league concentrations of the affluent. Concentrated targets enable one to concentrate his marketing efforts. Many mediocre sales professionals spend more time traveling from prospect to prospect than they do actually selling. ESPs in growing numbers, however, focus on clusters of prospects who are in close proximity.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.