Sales & Marketing for Professional Services

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What is the point of an expensive CRM system?
by Tony Vidler        An adviser who plans on being in the business for another couple of decades asked what the point is in paying for an expensive and fancy CRM system. Honest.  He did ask that. He has a list of clients in Outlook and has the clients home addresses, phone numbers, and sometimes […]
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Are sales letters ancient history?
by Tony Vidler        A traditional marketing practice for financial advisers has been sending “pre-approach” sales letters to prospective clients.  It seems that very few still do it, and yet I am often asked if they are worthwhile, and if so, how does one get the best results from them?   Here’s the no frills, […]
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Professional Positioning Powers Elite Performance
by Tony Vidler        The elite performing financial advisers are substantially better at positioning themselves professionally than average advisers are.   That positioning really pays off too: surveys suggest that they get 2.5 X MORE business from new clients than average advisers.  And to really highlight the performance difference they are getting vastly higher business levels […]
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The Professional’s Branding Challenge: how to look different while blending in (& why it matters)
by Tony Vidler        When it comes to creating a personal brand as a professional, the irony is we have to look different – while blending in and looking the same.   One cannot afford to look any less professional than your peers or competitors.  So to a large degree degree there is a market […]
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Give clients the Red Carpet. (But only a small one!)
by Tony Vidler        What is more effective: running a client seminar with 100 guests, or running 5 client events of only a dozen or so at a time?   Research suggests that the best financial advisers tend to run smaller and more intimate client appreciation events, and do them regularly.   The best advisers […]
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The BEST Prospecting Question Ever
by Tony Vidler        One of the areas which you would think would dominate our prospecting activities is one where many professionals struggle: getting friends and associates onboard as clients.   A fantastic adviser that I knew well and who is since retired working in rural town in New Zealand managed to be one of […]
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3 ways to get the low-hanging fruit
by Tony Vidler        Everyone wants business to be as easy as possible, yet we so often make it harder than it has to be.   What’s wrong with living on some low hanging fruit if there is more of it than you can eat? Nothing is wrong with it – it’s smart business.  And […]
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The 6 P’s of Sustained Peak Performance
by Tony Vidler        How to stay on top of your game, get the results that you want in business, and maintain peak performance….it all comes down to having a system, or a process.   Consistent output does after all usually result from consistent inputs….but putting in the right amount of the right things is what […]
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For Better Conversion, Leads need 2 speeds!
by Tony Vidler        Every lead is gold, and ideally every lead would result in conversion to a client.  The conversion rate really is often the difference between getting a good return on your prospecting and marketing efforts, or perhaps getting no return at all.   The short cut to better conversion is often a […]
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How Big Is The Goldmine WITHIN An Advisers’ Practice?
by Tony Vidler        Just how much opportunity is sitting inside the typical adviser practice?  How much new business is waiting inside that existing database?   It Is Usually A Goldmine.   A report from a couple of  years ago highlights the point: A lot of clients do not give advisers all their investable funds. […]
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