Sales & Marketing for Professional Services Archives

You Need A “Tight 5” For Ongoing New Business Success

by Tony Vidler You want new business and new clients, right? When it comes to building an audience of influencers, advocates, raving fans and interested spectators who will all send business your way, it all begins with having your own Tight 5. If you follow rugby you probably know where I am heading straight away, […]

Content for your marketing has never been easier…just get it delivered.

by Tony Vidler Content marketing is resonating with financial advisers but many still struggle with working out what content to share, and most still think they have to create it all themselves. Yet getting content for your marketing has never been easier. So it shouldn’t be the barrier to improving, or increasing, engagement that many […]

The Case Study is an incredibly powerful (and under-utilised) Adviser marketing tool

by Tony Vidler The case study is without doubt one of the most effective marketing tools a professional can use today as clients demand more and more content which engages them and highlights expertise. It is one of the more powerful marketing tools for professionals services, and appears to be largely ignored by professionals. It […]

How to Position To Get The Right Referrals

by Tony Vidler Getting referrals is difficult enough for many, but to get the right referrals is even tougher. It’s always nice to get any referral of course, but it doesn’t help if we do get a referral and it is someone that we just can’t deliver great value to. So we do want to […]

If you want people buying your advice, then dumb it down!

by Tony Vidler When it comes to getting people buying your advice one of the best tips I can give is “dumb it down- but don’t treat them like dummies“. There is a big difference between “dumbing it down” and treating people as if they are dumb. The first is about simplifying the message in […]

Details Matter: They Can Double The Return On Your Marketing

by Tony Vidler Details matter. That attitude was a significant contributor to Apple’s success. It was the centrepiece of Steve Jobs approach to design. It made him (and Apple) swags of money. While beautiful design is perhaps not really the forte of professional services firms, we do share something in common with Apple back when […]

Target Marketing: Is it an “Either/Or”?

by Tony Vidler Advisers talk about target marketing as if it is an “either/or” choice. One has to be focussed on the ideal client only and ignore everyone else, or alternatively, you have to be focussed on dealing with as many potential clients as possible and give up on the idea of the “ideal”. […]

How often is too often to send emails?

by Tony Vidler “How often should I send emails?” is the perpetual question asked by advisers who are beginning to build an engagement marketing system or lifting their client communications and services standards. There is not a magic number that applies to everyone I am sorry to say. The objective is to find that […]

Prospecting tip: “Fish at your feet first”

by Tony Vidler A fisherman friend gave me a great prospecting tip: fish at your feet first. His point was a simple one: why spend a lot of effort casting, and risking throwing your bait, and then having to reel in loads of line until you’ve caught the ones right in front of you? Isn’t […]

Creating Content That Engages Prospects

by Tony Vidler Creating content that engages your target audience takes a lot of effort, and nothing is more frustrating than creating something which you think is marvellous only to find that it goes nowhere because nobody knows about it, and nobody shares it around. It doesn’t have to be that way of course. While […]

Sales & Marketing for Professional Services

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