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The Number 1 Negotiating “Skill” That You Need
by Tony Vidler Every professional needs to use negotiating skills every week…if not every day. We are constantly negotiating with clients, or on behalf of clients, for a host of things, and it often becomes a source of stress and angst for all parties, with latent dissatisfaction underlying. The reason why that is […]
Get enthusiastic if you want clients to engage you
by Tony Vidler Which one of these 3 is most likely to get the job? Which one are you when meeting a prospective client for the first time, or at the start of an actual client engagement? Professional advisers have become dreadfully serious people in recent years with the shift to a […]
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, […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]