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Just BECAUSE…..
by Tony Vidler        One of the most powerful words in sales and marketing is “because”….and it doesn’t get used enough. …with BECAUSE we can link ideas of logic and emotion.  The linking of logic and emotion makes ideas far more powerful and memorable because we can feel and analyse simultaneously. More importantly though it is […]
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I sell…You sell…We ALL sell. Or should do…
by Tony Vidler        I am a professional.  I am a salesman. These two things are not contradictory.  We all sell stuff.  It seems like I’m selling my time these days…sometimes a product….sometimes it is just selling concepts and possibilities.  Mostly it is selling behavioural change & fixing other peoples’ problems though. But I sell.  […]
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Financial advisor sales activity
Slow down and get better results
by Tony Vidler        To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive:  Slowing Down.   Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]
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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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How To “Up-Sell” Your Advisory Services
by Tony Vidler        There are many advisory 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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professional-services
Maybe You Should Stop Selling “Service”
by Tony Vidler        Here’s a wild thought for financial services providers: maybe you should stop selling service.  Sell your products by all means. Sell advice and the different outcomes it can create. Sell time…but maybe stop selling service.   Professionals sell time and knowledge primarily, but with many financial advisers finding they are unable […]
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The Number 1 Negotiating “Skill” That Advisers Need
by Tony Vidler        Every adviser needs to use negotiating skill every day…if not every single meeting in every day. We are constantly negotiating with all stakeholders of course but it is the constant negotiating with clients, or on behalf of clients, that often becomes a source of stress and angst for all parties, with […]
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telephone track sttyle and structure
How to get the listener’s interest on the phone
by Tony Vidler        Generating the listener’s interest in your message is the single most critical element in an effective telephone track, and like each part of a well organised track there structure and technique in how to achieve it.   As I have stressed throughout this mini-series, there is structure and methodology in building […]
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What is the missing ingredient in your marketing campaign?
by Tony Vidler        There are some great and clever marketing campaigns put together by professional services firms and their marketing advisers, and they often get “good” results.  Typically one thing stops them from getting great results:   The follow through.   Just like a great golf swing, what happens in the first half is only…well…”half […]
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For Client Presentations Going Low-Tech Works
by Tony Vidler        As client presentations become more compliance-focused, lengthy, and technical in nature there is an corresponding increase in client dissatisfaction with financial advice.  Coincidence?  I think not. There has been a trend for years for financial advice, particularly comprehensive financial plans, when presented to clients to be “too clever” with clients not necessarily understanding […]
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