In this article, I'm continuing on from last week's introduction to learning how to tap into the market of affluent women. A big part of being effective with women is learning to understand them better. Let's take a minute and review personality profiles.
Types of women:
- Traditonal: Homemakers, cross between amiable (friendly) and expressive (talkative) personality.
- Combination: Wives, moms, executives and business owners, amiable to analytic personality.
- Nontraditional: Executives and business owners, driver (bottom line) and analytic (detail-oriented) personality.
Of these different types of women, it is important to understand how they react. Traditional and combination affluent women often do not complain or share their discontent without you soliciting it. Instead, they complain to their friends, family and any other women who will listen. When the opportunity presents itself, she leaves. To get this affluent woman to share how she feels, you have to gain her trust and create a relationship, so she feels comfortable and knows you truly care about how she feels.
A success system that works with women
One of the best financial advisor marketing strategies you can use to ask fabulous questions is a questionnaire process I created called the AskLearnRiches. Through this process, you find out everything you need to know about your target audience: how they feel, what they want, what is the best form of communication, what radio stations they listen to, what their hobbies are and anything else that gives you a competitive edge and a foundation upon which to build a real relationship.
Use these questions–and some typical female responses–as a guide:
1: What has to happen for you to be satisfied working with me?
Response: I need to have a plan, be listened to and get updated on my affairs on a regular basis.
2: What is your biggest financial concern?
Response: Having enough money.
3: What about money is important to you?
