Sales & Selling

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programming-clients
10 Steps To Programming Clients For Referrals
by Tony Vidler        Getting referrals is usually a very hit & miss thing for professionals…IF they remember to put the issue on the table at all.   Then there is the angst-filled question of when it is best to table the topic….early in an interview, or at the end? When someone is still a prospect, […]
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you-kill-the-sale
YOUR need will kill the sale
by Tony Vidler        I think it has always been true, but it is more true than ever before: a needy adviser is a major turn off to potential clients.  It kills sales.   Rather than talk about why customers buy, it is worth focusing upon why they do not buy as that doesn’t get […]
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value-of-advice
Getting Prospects To Buy Your Advice
by Tony Vidler        To get prospects to buy you and your advice you have to “sell emotion” and support it with logic, right?   Not quite….there is a piece missing in this formula which is is largely accepted as the methodology for selling intangibles. The missing ingredient is “beliefs”, and it is understanding the […]
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common-client-experience
How to reach the “common client”
by Tony Vidler         I reckon our household is pretty common really. We are probably what could be called a pretty “common client”. It’s a pretty common target market for most professional services, and how the people in our house buy things is probably pretty common too.   Like buying a tree as a present […]
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action-plan-for-effective-results
The Weekly Action Plan That Produces Consistent Results
by Tony Vidler        Having an action plan for every working week that produces consistent results is a challenge for many professionals.   Part of the challenge is that outside forces place a lot of emphasis upon “doing things right”, but the commercial needs of the firm or individual practitiioner need to be to be […]
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qualifying-a-prospect
Is that Prospect just yanking your chain?
by Tony Vidler        We’ve all had the prospects who seem to be engaged, but turn out to be yanking our chains….complete time-wasters who cannot bring themselves to say “no thanks”.   They cost a ton in time and wasted effort, and advisers often kid themselves that they have a pipeline full of suitable future […]
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sales-numbers-suck
When Your Marketing Is Fine But Your Sales Suck
by Tony Vidler        Sometimes the best thing an adviser can do is admit to themselves that their sales just suck.   It’s the age-old “you can’t improve something until you admit that there is something wrong with it“.   The reason for pointing out the obvious here is that there are plenty of people […]
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adviser-value-proposition
What is NOT a Value Proposition…and what is.
by Tony Vidler        Value Proposition. It is the value that you propose to deliver to a potential customer.   What it is not is anything other than the value you propose to deliver to them.   Seems simple enough, doesn’t it?   Apparently it isn’t though.   Pretty much every professional you talk to […]
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who-pays-advice-fee
Who is paying who?
by Tony Vidler        Who is paying who is becoming the biggest question in consumers minds as the public debate around fees and commissions  and conflicts of interest increases in financial services.   That’s a great thing for professional advisers.  It is however a question that many struggle to answer adequately when commission on products […]
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socialising with clients
Socialise With Key Clients To Get More Clients
by Tony Vidler        We know intuitively that when we socialise with key clients it builds trust and ultimately leads to more business. More conversations create more opportunities, right?   What we don’t know though is how much more business it leads to…so we often wonder how much more we should socialise with key clients, […]
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