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When – and how – To Discount Your Fees
by Tony Vidler As a general rule I don’t recommend that a professional discount their fees, as it tends to undermine their entire value proposition. Discounting fees usually moves a professional from being an expert with highly specialised and valuable knowledge to someone simply selling hours of billable time in a consumers mind. […]
7 Warning Signs That The Prospect Is Not Right For You
by Tony Vidler No matter how hard you try to get it right, some prospects are just not right for you. You are wasting your time and would be best to just cut your losses and move on quickly. The problem we have is that often we don’t figure that out until we […]
by Tony Vidler Introducing leverage into a professional services firm is most often done through adding people, and growing the people leads to growing the firm. Finding and developing the right people is one of the greatest challenges for professional services firms, and also one of the greatest opportunities it has for creating […]
by Tony Vidler Voicemail messages which do not get responded to is without doubt the bane of most professionals working lives…frustrating, time consuming, inefficient….voicemail has become the “first line of defence” for prospects and clients alike. Their number 1 method of avoiding you. Too many minutes & hours are lost constantly leaving messages […]
by Tony Vidler Without doubt the question I am asked most about my own marketing is “how do you produce those videos that you put out each week”. The ugly truth is that I spend twice as long figuring out what I want to produce a video about than I do figuring out […]
by Tony Vidler There are many services which most professionals can provide to clients, and a distinct area of opportunity is to look at combining those services where it makes sense to do so, and up-sell a higher value package of service to clients. Up-selling is not the same as cross-selling however, and […]
by Tony Vidler Many general practitioners would like to be seen and accepted as a recognised expert in a particular area, and for many of them this is a genuine opportunity. The competency, depth of knowledge or mastery of subject, and professionalism are all there more often than not. They are already actually experts […]
by Tony Vidler You probably have a professional philosophy, even if you’ve never really thought of it as a philosophy. Most experienced professional advisers have formed views and opinions about the right way to do things for clients. They form beliefs, or philosophies about how things should be. Yet, different professionals from […]
by Tony Vidler “Free” advice is never actually “free”, is it? None of us are silly – including the people we are talking to as prospective clients. Everyone knows advice isn’t free…it is at someone’s expense, and someone is hoping to get a payday from delivering the “free stuff” at some point. […]
Productivity Tip: Prioritise the Activities that Yield the most
by Tony Vidler To handle a significant workload AND get the results you want you need to prioritise the activities that yield the most, not waste time trying to manage time. Time cannot be managed as such….the clock ticks inexorably onwards no matter what you do with the time. Tasks can be managed. […]