How to Recognize and Sell to the New Post-Recession Affluent Consumer

Category: The Luxury Market Business 6853 Views Pamela N. Danziger

If you missed the November 12 webinar, Field Guide to the New Luxury Consumer Market, you can still participate

How to Recognize and Sell to the New Post-Recession Affluent Consumer

New Top-Of-The-Line Webinar Will School Luxury Marketers And Retailers About The New Luxury Consumer Market AFTER The Recession Virtual Webinar is accessible anytime, anywhere

If one thing is certain about the prospect of a post-recession luxury market, it is this: Once the recession ends, the luxury consumers aren't going to return to the way they were before and that includes affluent fashion customers.

Marketers cannot expect to serve the same customers in the same way that they did before the recession. Instead, savvy marketers need a field guide to marketing and selling to the new luxury consumers -- who they are, where and how they shop, and how their attitudes about luxury have changed for good.

New Top-Of-The-Line Training Webinar is available at your convenience

Unity Marketing recently conducted an in-depth attitudes and motivations study of the luxury consumer market, entitled Luxury Consumers' Attitudes and Motivations Report: An Attitudes and Motivations Study of the 'New Normal' Luxury Consumer Market after the Recession.

The major research findings from this study provide the subject matter for a new Top-Of-The-Line Training webinar presented by Pam Danziger, Unity Marketing's lead investigator, and Greg Winston, expert in high-performance sales training, and author of Opting for Opulence: 14 Proven Strategies to Master Selling in the Luxury Market.

The webinar in available at your convenience, either over the telephone or via the Internet. The cost for registration is $97 per person. With your registration you will also receive a copy of the powerpoint slides that illustrate the webinar.

In the webinar Danziger and Winston explain the mindset of today's luxury consumer and present key tactics to market and sell more effectively to the new luxury consumers. This webinar is filled with facts and figures, but it doesn't stop with the data -- It pushes further to help marketers and sales professionals put the information and insights to use. The goal is to translate research-based findings into information, strategies and tactics that marketing and sales executives can use to make critical business decisions and improve sales results.

In the webinar Danziger introduces the five personalities that make up the new luxury market. Winston follows up with specific sales strategies and tactics that will maximize sales to each of the different personalities based upon their unique consumer psychology.

Luxury marketers and retailers: Meet your new affluent customers

Here is an introduction to the five personalities that will be covered in the webinar:

X-Fluents (Extremely Affluent) who spend the most on luxury and are most highly invested in luxury living. In the webinar you will learn whythe share of X-Fluents is on the rise in the current market, as other personality types drop out of the overall luxury market. Learn the clues and cues to identify the X-Fluents and the 'hot buttons' that will move them to buy.

Butterflies, the most highly evolved luxury consumers who have emerged from their luxury cocoons with a passion to reconnect with the outside world. Powered by a search for meaning and new experiences, the Butterflies have the least materialistic orientation among the segments. Learn how to encourage this post-materialistic consumer to buy high-end material goods.

Luxury Cocooners who are focused on hearth and home. They spend most of their luxury budgets on home-related purchases. Find out how to recognize a Cocooner and what you can do to make the sale.

Aspirers, those luxury consumers who have not yet achieved the level of luxury to which they aspire. They are highly attuned to brands and believe luxury is best expressed in what they buy and what they own. Discover how to connect more effectively with this consumer who gains status by linking with your brand.

Temperate Pragmatists, a newly emerged luxury consumer who is not all that involved in the luxury lifestyle. As their name implies, they are careful spenders and not given to luxury indulgence. Learn why this customer could be your 'worst nightmare' or the key to your future as a luxury marketer.

The Top-Of-The-Line training webinar is designed to generate top-of-the-line growth by turning sales professionals into marketers and marketers into sales professionals. The concept is to help both marketers and sales professional to understand the new psychology of their affluent customers and to put those insights to work in improved sales and marketing strategies.

Winston says, "The time when Luxury and Quality items were sold without sales skills has passed. With a reduced number of customers, retailers can't gamble on outdated -- or non-existent -- sales skills. Each customer contact today is worth easily 50 percent more than it was two years ago. Selling the customer, not just presenting merchandise, is what is needed today."

Danziger concludes, "It is exciting to be working with Greg to bring not just keen strategic marketing insights, but to translate those ideas into sales tactics that work on the selling floor. Our unique advantage is the ability to research and discover consumer behaviors and translate those into sales and marketing strategies. From 'shops that pop' to 'people that shop', our curriculum will deliver results."

For media: Danziger and Winston available for interviews. Charts, tables and graphs detailing major findings in the research also are available.

About Greg Winston, the Sales Innovator

Greg Winston is a pioneer in the study of high-performance in the area of sales. His innovative ideas and methods have had a lasting positive impact on the careers of many hundreds of marketing professionals. Companies at all levels use his seminars and training programs with proven tools for increased personal and professional success. Greg has been referred to as being the best there is for enhancing motivation and creating achievement. That keeps him busy speaking at company, association and volunteer meetings.

In his early years Greg began a sales career with the Xerox Corporation and became one of their lead sales professionals. At one point in his year-to-date sales figures were 10 times more than the average sales representatives. While most sales representatives averaged 125% of budget, Winston set a branch record of 1003%. Immediately following that success he was then promoted to work with new hires. He used those same concepts during stints with CBS Television and Radio then Warner Bros. And now Greg brings those skills and more to your organization.

Greg is one of the few speakers guaranteed to receive a standing ovation with his interactive motivational speeches and sales training.