Sales & Selling Archives - Page 7 of 12

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 […]

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 […]

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, […]

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 […]

Getting More Prospects To Buy Your Advice

by Tony Vidler To get prospects to buy your advice and change direction you have to “sell emotion” and support it with logic, right? Not quite….there is a piece missing in this formula which is is largely accepted as the methodology for selling intangibles I believe. I believe that the missing ingredient is […]

Reaching todays “common client”

by Tony Vidler Reaching todays common client is not easy for professionals. They are easy to find for sure, but reaching them and getting their attention is something else again. When you consider how a buying process happens today it becomes a lot easier to understand why it is so hard – and what […]

When Your Sales Numbers Suck…

by Tony Vidler Sometimes the best thing an adviser can do is admit to themselves that their sales numbers just suck. It’s the age-old “you can’t improve something until you admit that there is something wrong with it“. The reason for pointing out the obvious here is that there are plenty of […]

Your Constant Output Problem Is Usually Really An Input Problem

by Tony Vidler We like constant output…constant revenue coming in the door is the output we seek right? Too often financial advice businesses struggle to achieve constant output though…it gets a bit “peak and trough”. Well…when we have a repeated problem – like inconsistent results – we need a process. Why? […]

Who is paying who for financial advice?

by Tony Vidler Who is paying who for financial advice will become the biggest question in consumers minds as the industry stakeholders continually and very publicly debate fees, commissions and conflicts of interest in financial services. For many advisers yet to experience it, full transparency on costs and fees is good for business. […]

Thoughtful Thank You’s Generate More Referrals

by Tony Vidler Getting more referrals from existing clients and relationships is often a challenge, but you can generate more referrals from past referrers with a little more thought. Being thoughtful about expressing gratitude extends beyond “what is an appropriate gift”. Being thoughtful about how you deliver a gift and how you […]

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