professional prospecting

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lead-generation
2 Things To Do For Social Media Lead Generation
by Tony Vidler        When it comes to using social media for lead generation it would appear that the majority of professionals still have reservations about the effectiveness of it as a marketing strategy.  Yet, everyone they know uses social to connect, research, engage and decide on future actions.   It is clear that consumers […]
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get-attention
8 Seconds to Get – or Lose – That Prospect
by Tony Vidler        You will gain or lose potential clients in just 8 seconds….well, actually it is a lot less than that.  The clock is ticking…and a lot faster than many realise.   In reality you have 3 seconds or less to get them to engage with you and your message, or they are probably […]
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prospecting
Which Prospects Are Worth YOUR Time?
by Tony Vidler        The way prospects engage with professionals has changed, and it is logical for us to change how we engage with prospects also.   In the old days we qualified prospects on the basis of a clearly identifiable need, the capacity to pay, approachability, and “insurability”.  This last one evolved over time […]
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great-testimonials
Make Your Testimonials Resonate With Prospects
by Tony Vidler        Testimonials are great marketing, but they are losing their effectiveness to some degree.  All is not lost however, as one small change CAN make them resonate with your target audience a little better.   Consumers are not silly and they know we are never going to be silly enough ourselves to […]
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poor-prospect
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 […]
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face-2-face
Face-to-Face Time Fuels Referrals
by Tony Vidler        If there is one thing that can help any professional increase their referral rate it is face-to-face time with clients and influencers.   Actual getting-together-with those other humans more often tends to lead to better or deeper relationships, and more opportunities to be positioned for referrals and recommendations.  And more meetings […]
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prospecting-barriers
12 Prospect Barriers WE Must Negate
by Tony Vidler        “What do we have to get right for prospects to become clients?” “Remove or negate the barriers to them deciding to business” “What barrier?” “All of them…..”   There are many barriers which can prevent a prospect from engaging in the professional financial advice process, and WE have to try and […]
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trusted-adviser
The Shortcut To Trust For Professionals
by Tony Vidler        Creating sufficient trust with a prospective client is the critical initial hurdle to having them engage with a professional advice process.   We need to have potential clients open up about their financial history, health and family issues, their future dreams and aspirations….all the deeply personal things that they generally don’t […]
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effective-advertising-campaign
The 5 Steps To An Effective Advertising Campaign
by Tony Vidler          To create an effective advertising campaign – one that gets you the results you wanted to begin with – there are 5 essential steps.  Many professional services firms miss at least a couple of them, and inevitably are disappointed with the results of their advertising efforts.   That is not […]
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get-more-referrals
The Easiest Way To Get More Referrals…
by Tony Vidler        Quite possibly the easiest method for anyone to generate more referrals and favourable introductions is to give more referrals and introductions.   This is just not done as much as it could or should by most professionals, and usually they say it is because they “didn’t think of it”.   That […]
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