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prospecting-barriers
12 Prospect Barriers WE Must Address
by Tony Vidler        There are many barriers which can prevent a prospect from engaging in the professional financial advice process, and those prospect barriers are our problem to address.  WE have to try and eliminate or negate all of them.     The first step in understanding how to negate them is of course […]
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The Shortcut To Creating Trust
by Tony Vidler        Simply creating trust with a prospective client is the initial hurdle to having them engage in the advice process.  To be fair the required level of trust initially is relatively low – can they trust you not to waste their time…can they trust that you really know what you are doing….can […]
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fee-discount
When – and how – To Discount Your Fees
by Tony Vidler        As a general rule I don’t recommend that a professional discount fees as it tends to undermine their entire value proposition whilst also creating a mindset for the client that the adviser is a price-taker rather than the price-setter.   Discounting fees usually moves a professional from being an expert with […]
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Fighting Off The “Free” Advice Competitor
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. Someone […]
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task-management
Productivity Tip: Prioritise the Activities that Yield the most
by Tony Vidler        Managing time is not a productivity tip.  Time ticks on regardless and you can’t “manage” it.  What you can do is prioritise how you use it. So here’s the top productivity tip: To handle a significant workload AND get the results you want you need to prioritise the activities that yield […]
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follow-advice
How To Make More Effective Advice Recommendations
by Tony Vidler        If we can make more effective advice recommendations we increase comprehension and engagement and shorten the implementation timeframe.  That’s good for everyone involved in the process.  More people will follow our advice, we help more people get the outcomes they are looking for, and business is better for everyone.   So […]
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cold-calling-is-dead
Cold calling just ain’t social enough
by Tony Vidler        “Advisers are finding success using social sites to cull prospects, build their brand, communicate with clients and improve their referral network”    Apparently some 85% of advisers in the US are now actively using social media, and while I am mildly surprised by this result as it is higher than I […]
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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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socialising with clients
Socialise With Key Clients And Get More Business
by Tony Vidler        We know intuitively that when we socialise with key clients it builds trust and ultimately we get more business. More conversations create more opportunities, right?   What we don’t know though is how much more business it leads to…so we often wonder how much more we should socialise with key clients, […]
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YOUR need will kill the sale
by Tony Vidler        I think it has always been true, but it is more true than ever: a needy adviser is a major turn off to potential clients.  YOUR need will a sale.   Sometimes, perhaps too many times, the reason why consumers do not buy is because of us. Whether we are trying […]
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