How to Target Higher-Paying Clients

If you had to choose between two clients one who values quality and another who prioritizes cost, which would you choose?

Most people would prefer a client with an expensive taste, yet few consider this when trying to attract them.

The majority of the time their approach is anybody they can get. 

Logically this only leaves you attracting a majority of bottom feeders.

In this article, I will discuss how to become a magnet for the whales in your industry.

We will start with one of the first laws of affluent marketing.

If You Sell To Everyone, You Sell to No One

Traditional marketing approaches often treat all customers equally without differentiating their value. Imagine fishing for sardines, shrimp, and tuna using the same bait for all of them. No fisherman worth his salt would ever attempt that. Just as fishermen target the biggest fish they can handle, we need to do the same in marketing.

Trying to catch a marlin on a 12 ft kayak isn’t smart, nor is trying to catch 100 minnows.

Instead, focus on a manageable and valuable target. If you're on a kayak, snappers are ideal—they're tasty, not too big, not too small, and you can hold a few on board.

In marketing terms, this means identifying and targeting a specific segment of customers who provide the most value to your business, just like any sensible fisherman.

Limited resources 

A fisherman’s dream might be unlimited bait and time. But even with everything he needs, it’s useless if he’s fishing in the desert.

No matter how many resources you have, if you're not targeting the right audience, your efforts will be wasted. When you focus on the right audience, your investment yields returns tenfold.

Having the best tool, such as Meta ads, combined with knowledge of your ideal client is crucial.

Who are they? What do they need? Where do they spend their time?

Like a fisherman knows his fish, you need to know your clients’ behaviors and preferences.

Strategies for Catching the Big Fish

Understanding who your whales are lets you make smart decisions about how to attract them.

There are three primary methods for attracting the big fish:

1. Small Pond Fishing: Create a direct hit list of potential high-value clients and target them specifically.

2. Wide Net Fishing: Develop an environment that attracts whales, allowing them to self-select and rise above the crowd.

3. Wide Net Fishing with Lead Generation: Use Targeted Advertising to draw in potential whales with specific bait.

Each method has its perks and works best when combined. Don’t just rely on one—mix it up to cover all your bases and maximize your chances of landing high-value clients.

Using only one tactic leaves too many opportunities on the table. Diversifying your methods maximizes your reach and effectiveness.

Ready to Attract Whales Instead of Minnows?

I know we’ve covered a lot, and going into detail on each of these strategies in depth would be too much for one article.

There is still a lot to learn and I want to ensure you don’t miss out on transforming your business with these proven methods.

That said – If you want to guarantee that you attract whales, then I’d like to invite you to reach out to me for a marketing consultation and I’ll review your current systems for FREE

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