sales tools Archives - Tony Vidler

Sales Technique Is The Key To Opening Minds

by Tony Vidler “Sales Technique”…the very phrase sends shudders down the spines of professionals today it seems. Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers do actually have to “sell” – even if they don’t want to face up to that. A large problem for many newer […]

How To Get Buy-In From Clients To Full Advice

by Tony Vidler Clients often want advisers to deal with just one element of financial planning…their current “burning issue” that triggered the need for advice to begin with. Getting them to engage in full advice can be tough and they need to understand what you CAN do for them, and where your knowledge and skills […]

How do you know your financial advice is suitable?

by Tony Vidler Knowing that your financial advice is suitable for a client is something that every professional adviser is willing to attest to, but proving it when challenged can be incredibly dificult. Advisers are increasingly being challenged and therefore seeking assurance that their practices are robust and will withstand such scrutiny. Whether that scrutiny […]

Are you sure your clients know what else you COULD do for them?

by Tony Vidler All too often advisers are disappointed to find that a client has done business elsewhere…that their “main” adviser could have done for them! The reason is usually a very simple one: the clients do not know everything we could do for them. Or perhaps they did know, but forgot. Or worse, […]

Sales Activity Can Be Gamified

by Tony Vidler Some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them. “Sales activity” as a concept is probably abhorrent to many professionals today, but it is simply about managing the inputs which provide the outputs that your business wants. It […]

There is a need for speed with lead conversion…

by Tony Vidler Speed kills…except in sales….there IS a need for speed with lead conversion. By calling a lead personally within 5 minutes of receiving a lead you can increase your chances of getting them as a customer by 100 times for example. Unbelievable, right? Research shows it to be absolutely true. Perhaps Maverick said […]

What is “Good Content” For Advisers To Use?

by Tony Vidler Nearly every advisory firm says “we need more prospects“. sure, more prospects helps build a business but what builds a business faster is good prospects who are a right fit, and who don’t really consider going anywhere else when the time is right for them to use an adviser. And frankly […]

The most preferred, and most effective, client communication tool?

by Tony Vidler Engaging with clients and prospects is critical to getting the right business from the right people, and there is a surefire client communication winner (still): The humble electronic newsletter. Let’s begin by thinking about what you are trying to achieve with any client engagement method and you will probably come up […]

Blending Old Ways With Modern Comms To Get Attention

by Tony Vidler Blending the old and the new can be a great way to get attention in the digital world, and there are few better examples than this one from an older adviser who was happy for me to share it. He generates excellent engagement and responses…and it is so simple! Remember the […]

Presenting Professional Collaboration to Clients Simply

by Tony Vidler Consumers increasingly need solutions which require professional collaboration between different experts, and while plenty of suggestions can be found about how to collaborate with others from other professions, there is not quite so much suggestion about how to collaborate successfully with professionals from within the same sector. Consumers usually want fairly […]

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