Sales & Marketing for Professional Services

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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 […]
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Top Time Management Tip: Take Time Off…
by Tony Vidler        A quick Google search on Time Management books threw up 714,000,000 results…so there is no shortage of information out there for busy professionals looking to organise their work, and themselves, better.   No matter how many books you read or conference presenters you listen to, the struggle remains the same….too much […]
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5 Tips for selling, or buying, a practice.
by Tony Vidler        There are a number of traps that professionals consistently fall into when selling (or buying) a book of business.   The mistakes are so consistent and prevalent that there is are some golden rules evolving on how to make sure any sale is successful.   The Top 5 are: 1. Get […]
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Use a puzzle to provide clarity to clients!
by Tony Vidler        How often do financial advisers struggle to explain to prospective clients, or audiences at large, what it is they do? Providing clarity so that clients do not struggle to understand the explanation must be the objective, surely?   This diagram pictured on the left is an excellent tool that works well (even […]
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The Maximum Value Zone For Advisers
by Tony Vidler        For many professional services firms delivering value from actively lifting service levels is also a means of differentiation from the competition – and it is an excellent strategy that leads to a good business.   The zone of maximum potential value for a services firm though is elevated service levels over […]
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Value is not Black and White, it is Shades of Grey
by Tony Vidler        At the most basic level “Value” can easily be defined: Value is Benefits less Costs.   That simple definition doesn’t highlight the enormous range of definitions for “Benefits” though, which is why trying to understand what value is results in everyone seeing a different shade of grey.   The range of […]
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A surefire way to get a Prospect to choose You!
by Tony Vidler        You are ALWAYS competing to have the next prospective client choose you.  In fact, even with existing clients who are still deciding on whether to follow the next piece of advise, there is a decision being made about whether to choose to follow it…or choose “you” as it were.  We are […]
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When it is time for a business name makeover?
by Tony Vidler        Where do you start when it is time to get a makeover for your business?  How do you even know when to do it?  Well I’d suggest “when” is driven by whether your business is growing at the rate you expect, and attracting new clients.  If it isn’t achieving that, then […]
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One sure way to build an audience
by Tony Vidler        As more professionals start to tap into the power and reach of social media a common question is “how do I get more people following me?”     There are a lot of ways to create an audience of course, but there is one method which doesn’t get spoken of very […]
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Sales management is more than “make the troops jump through hoops”
by Tony Vidler        The majority of professionals running practices have superb technical competency, and often have significant commercial management skills, but a very common shortcoming is “Sales Management” experience or skills.   The typical result of this shortcoming is that management of the revenue producers in a professional practice becomes a matter of making […]
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