Sales Tips Archives - Page 5 of 16

Get other businesses to get you new business

by Tony Vidler In the perpetual search for new ways to get new clients many professional service firms overlook a really obvious, and incredibly lucrative, way of getting new business. That is getting other businesses to send their new clients to you. Unlike Center-Of-Influence (COI) marketing where an individual directs individual potential new client […]

Let Your Prospects Try-Before-They-Buy

by Tony Vidler “try before you buy” is a great way of removing risk for a consumer from a big purchasing decision, isn’t it? We can learn from the retail sector here because they figured this out years ago. One of the toughest challenges is getting customers to switch brands or products. You know […]

When clients say “too expensive” there is a value gap

by Tony Vidler If there is one objection which continually gets professionals in a tangle it is the client who says “it’s too expensive”. When a client says “too expensive” YOU you haven’t done your job…there is a gap between the value being delivered and value being perceived by the client. A value gap […]

What are we really “selling” in Professional Services?

by Tony Vidler It is a simple enough question but knowing what we are REALLY selling makes a profound difference to an advisers’ business success. So what are we really selling? People in the industry tend to answer by saying “product”….people think they are selling insurance product, or wealth creation products, or taxation products….or […]

A simple approach to getting clients to ACT now

by Tony Vidler We often find ourselves giving good advice only for clients to then dawdle over the implementation of it. Getting clients to act NOW is a challenge. Not acting on the advice presents a range of “risks” for clients of course as well as being frustrating for the adviser, and possiblu jeopardising […]

A surefire way to get a Prospect to choose You!

by Tony Vidler You are ALWAYS competing to have the next prospective client choose you. In fact, even with existing clients who are still deciding on whether to follow the next piece of advise, there is a decision being made about whether to choose to follow it…or choose “you” as it were. We are […]

How to create more compelling offers

by Tony Vidler What financial advisers do is valuable, but it is often not compelling. To creating more compelling offers we need to bring the long term into short term focus, and the secret to that is defining short term gain. Becvause retirement is so far away…there’s plenty of time to do stuff, right? […]

Know, Like or Trust? Where do you start?

by Tony Vidler By now pretty much everyone has got the mantra that people do business with people that they know, like and trust, but which comes first? Where do you start? the Know, Like or Trust? Simple questions perhaps, however when you are first meeting prospective clients and know full well that […]

Brainstorming for fact finding financial advice

How to challenge clients thinking without being confrontational

by Tony Vidler Perhaps the toughest task any adviser faces is to challenge clients’ own thinking, but without getting into a confrontation that threatens the entire relationship. Most of us find ourselves occasionally dealing with a client who already thinks they know the answers – they haven’t come to us for advice, they have […]

digital marketing for financial advisors

5 basic tips for helping your next customers find you

by Tony Vidler In a perfect world customers find you, rather than you having to find them. The world is never entirely perfect of course, but certainly we can often do better in having customers find us…and the good news is that today’s customers are out there looking for the right provider. We […]

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