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How Much You Know Is Not That Important
by Tony Vidler        Today’s professional knows way too much to be used in any given client meeting or engagement.  One of the great skills of the super successful professionals in fact is figuring out what stuff they know which is not useful to any particular client, and then not using it.   That shouldn’t […]
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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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sales-words
The Words We Use Can Make Or Break The Sale
by Tony Vidler        When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and often do not realise that they can make or break us in business.   The actual words that we use convey emotion, bias, judgement, attitude….all heavily  influential aspects in having […]
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voicemail-answer
How To Get Your Voicemail Message Responded To
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 […]
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upsell-services
How To “Up-Sell” Your Professional Services
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 […]
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Fighting Off “Free” Advice
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.   […]
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task-management
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. […]
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best-negotiating-skill
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 […]
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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 […]
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Big Ticks: Best Stories For Professionals This Week
by Tony Vidler         Information, ideas, tips…the articles for professional advisers which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead.   These are the highlights from the week that you should stop and read, as they […]
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