Just about every professional services firm would like more high net worth clients. Whether you’re an accountant, a solicitor, a surveyor, a wealth management practice or a firm in another market niche offering products and services to the affluent, you would like more of the “right” clients.
Yet, selling to the high net worth market is difficult. High net worth people don’t go around with a label on them stating the value of their portfolios. They may live relatively modest lives. They may not associate with the wealthy. This is a group that you cannot necessarily recognise easily and its members do not congregate in the same places.
What can a professional services firm do, if it wants to attract more high net worth clients? Here are some suggestions to help you make a start. [Read more...]