Sales & Marketing for Professional Services

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 315 other followers

sidebar_tony
Facebook: 0, Twitter: 13935, LinkedIn: 690
Patience Pays Off! (More than ever before)
by Tony Vidler        How patient do you have to be in today’s world to turn an enquiry into a customer?   A lot more patient than ever before…but it pays off!   Research consistently shows that around 79% of the time “salespeople” have around 3 contacts with a prospective customer before they give up.  […]
Read more.
Professional Credibility & the “Trust Me…I am experienced” line
by Tony Vidler        How many times have you heard a professional claiming that a client should trust them and deal with them because they have X number of years experience?  Does this “years of experience” thing really translate into professional credibility?   Cynical consumers increasingly ask themselves “do you really have 20 years experience, […]
Read more.
No Value Proposition? Then how will prospects decide who to choose?
how to avoid being a commodity as a professional adviser and being chosen on price or convenience comes down to having a strong value proposition. Building a great brand involves more than just a value proposition, but this alone can eliminate those who choose just on price...
Read more.
differentiating
Differentiate By Building A Strong Promise
by Tony Vidler        There are notable differences between high growth professional firms and others when it comes to differentiating themselves.  How they choose to express their value and stand out is quite different to the mainstream.   Undoubtedly the average or low growth firms inability to express what their difference is in relation to […]
Read more.
Brainstorming for fact finding financial advice
How to challenge a clients thinking without actually getting into a challenge
by Tony Vidler        Perhaps the toughest task any adviser faces is challenging a clients’ own thinking, but without getting into a confrontation.  Most of us find ourselves occasionally dealing with a client who already thinks they know the answers – they haven’t come to us for advice, they have come to us for validation […]
Read more.
your brand
How to Build Your Brand Influence
by Tony Vidler        Every individual has a personal brand – whether they realise it or not. And that brand can have, indeed it “should have”, influence.   We recognise the power and importance of the personal branding in athletes, celebrities and politicians, and yet, all too often it is the most under-rated contributor to commercial […]
Read more.
Building a Referral Business is Systematic
by Tony Vidler        Building a successful advisory business requires building a successful referral system.   In the absence of a strong system referrals will simply be received on an ad hoc basis, drifting in whenever a particular customer is especially motivated to do so, or when an adviser remembers to try and obtain one. […]
Read more.
Where to begin with social media marketing?
by Tony Vidler        As professional advisers are more often than not still contemplating how to use social media as part of their overall marketing and client communication strategies 3 huge questions dominate their thinking: 1.  Which social media platform should I use? 2.  What should I post or publish? 3.  How often should I […]
Read more.
Twitter for financial advisors
3 things will get you attention and traction with Twitter.
by Tony Vidler        “How should I use Twitter” is the question which follows the decision to embrace it.  In other words, how do you get Twitter attention and then get traction with a following?   There has been a paradigm shift in recent years as more and more information is available, and on more […]
Read more.
professional advisers working together
How to work in tandem with other professionals
by Tony Vidler        Working in tandem with the clients other professionals such as their accountant and lawyer is the objective of most financial professionals.  Yet, the challenge is often not the client, but the other professionals in making this a reality.   We need to be able to show the other professionals who work […]
Read more.