There are many methods and skills to successfully explore 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 needs, and create more value that customers can use. Insurance experts said that with the deepening of China's reform and opening up, the income level and quality of life of residents are getting higher and higher. The number of newly affluent classes is increasing day by day. Many insurance marketing friends dream of finding high-end customers and signing big orders one day. Because from the time and energy spent, the exhibition cost of high-end customers and ordinary customers is almost the same, but the income is very considerable. How to find high-end customers how to find high-end customers? First of all, we must define high-end customers. According to the survey and analysis of insurance network, high-end customers in China should have the following characteristics: a relatively high-end house with an annual income of more than 200,000 yuan, a car with a value of more than 1.5 million yuan, and going abroad for a holiday at least once a year. Where can I find these high-end customers? There are two ways: one is to make use of existing customer resources and make recommendations through existing customers. For example, now introduce some lawyers to your clients on the grounds of consulting some legal affairs. Facts have proved that customers obtained through recommendation have a high probability of promotion and spend less energy. Secondly, you can find some places where high-end customers are more likely to appear, and then make strange visits. For example, major clothing stores, hotels, high-end communities, large beauty salons and fitness centers, various lectures and forums, MBAEMBA classes, and management training courses in universities can meet a large number of high-end prospective customers. Tips for contacting high-end customers to sign bills 1. Most high-end customers are in a sub-health state. It is common for high-end customers to work overtime, because high income requires high remuneration. They don't have much time for exercise and fitness, so they often have some diseases. Some people who want to go to the gym will have membership cards of health clubs. But not necessarily for long. Therefore, when communicating with such customers, we can talk more about health care topics. In daily work, insurance agents can learn to collect relevant knowledge and give detailed guidance to customers, such as how to balance diet, how to massage meridians, and how to carry out scientific exercise. Many high-end customers may not listen to these plans and suggestions in the end, but they are grateful to you. Everyone needs to care, including high-end customers. These are not available through some gifts. There was once an insurance marketing expert who kept learning Chinese medicine knowledge in his spare time. When you meet a high-end customer, introduce him to health care knowledge. Many entrepreneurs become his customers because customers can get more benefits from him than insurance itself. Second, the family life of high-end customers is not necessarily perfect. Everyone has their own problems, everyone has their own shortcomings and defects, and high-end customers are no exception. Whether businessmen, professionals or senior gold collars, part of their family life is unhappy because of long-term participation in work, and the husband and wife are not harmonious. Some of them are children who have not kept up with education and are addicted to the internet every day. If insurance agents pay more attention to them in this respect and think of some ways to help them, it will certainly produce very good results. I remember an insurance marketing expert who often took her children with her when she visited some bosses, because her children were not only polite, but also had excellent academic performance. Therefore, in the communication with these high-end customers, by telling children's stories, there will naturally be a buzz. Third, high-end customers are generally busy. Once you refuse, don't give up. High-end customers are generally busy, so marketers should try their best to understand and be fully prepared every time they meet. Sometimes, due to the self-protection psychology of marketers, it is difficult to bear rejection in front of high-end customers. In fact, some of the refusal of high-end customers may be true, such as being in a meeting, driving, and being with a few friends, which is inconvenient to meet, and some may be caused by not believing in insurance. It is more important to give up at this time. Don't give up easily. This is also the key to signing big orders. In fact, many big customers appreciate the persistence and perseverance of marketers, because they can see the shadow of their early struggles. Fourth, when communicating with high-end customers, we should know more about their industries and know more about them. According to Wobao's investigation. Com, many single adults usually spend a lot of time and money to attend the study and learn some professional courses, such as communication art, management training, business etiquette, personality analysis and so on. You can also learn a lot 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 the topic of communication; In addition, when attending various trainings, forums and seminars, you will meet many high-level and high-end potential customers. For example, some universities 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 e MBA students, all of whom are social elites. You can also make many friends at the meeting. In addition, it can provide customers with effective information and industry trends. If customers need real estate information, they can collect relevant trends; If customers are interested in Feng Shui, they can also provide information to them. 5. Have an effective telephone interview before visiting high-end customers, and don't be nervous when contacting. Many high-end customers need to make an appointment by telephone in advance because of their busy work, and an effective telephone interview is also the first step to successful sales. At this time, you can mention a referee by way of recommendation; You can also mention that you met at a meeting and need to ask some questions to make an appointment. At present, a better way is to make an appointment on the grounds that these high-end customers need their autographs after filling out the emergency contact card. Some insurance agents can't help being nervous before meeting high-end customers, which leads to lack of confidence. In fact, high-end customers are generally successful people in the industry, with high level and high cultivation, and contact will make you feel more comfortable. Precautions for contacting high-end customers 1. You don't have to calculate insurance income with high-end customers, but talk more about the significance and role of insurance. According to the statistics of life insurance companies, the kind of insurance that private entrepreneurs like to buy most is not financial insurance with higher returns; It is a children's education insurance with low financial income. This is because many high-end customers have their own financial investment methods, and it is difficult to calculate the return on investment without talking about it. Rather than the guarantee function of insurance, it is better to say that the stability and reliability of insurance can maintain wealth under any risk situation. Talking about insurance with high-end customers can start with property preservation and diversification of investment. We can start by asking customers questions about insurance. If customers don't understand or agree, they can start with the concept of insurance and introduce the significance and function of insurance in detail. Second, high-end customers pay attention to service, quality, good service and key management. Income can divide a person's life circle, and entering the high-end market is a long process. You can find some influential customers to follow up first, and do a good job in pre-sales, in-sales and after-sales services, so as to win their trust. Enter his life circle and gradually get to know friends with similar economic strength in his circle. It is understood that this is also the reason why many experts continue to make big orders. Moreover, many entrepreneurs are suspicious, and the recommendation effect is better. Insurance experts remind that high-end customers pay attention to quality and pay attention to appearance when meeting them. Don't be nervous, show sincerity and sincerity. Don't hesitate to express it, lest it arouse suspicion. Of course, it is best to do as the Romans do and be consistent with customers when contacting them. In short, there are many ways and skills to successfully explore high-end markets, but the most important thing is to dare to explore, find more topics that are the same as customers, identify their needs, and create more value that customers can use.