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 321 other followers

sidebar_tony
Facebook: 2831, Twitter: 13314, LinkedIn: 689
creating-a-value-proposition
Is Your Value Proposition Consistent With Your Strategy?
by Tony Vidler        Two areas advisers wrestle with forever seem to be creating a value proposition and creating a strategy.  There is a way of  helping to define both in broad terms quickly, and that carries the massive advantage of ensuring that the two are aligned.  Your value proposition should reinforce where you are […]
Read more.
How To “Up-Sell” Your Advisory Services
by Tony Vidler        There are many advisory services which most professionals can provide to clients and a distinct area of opportunity is to look at combining those services where it makes sense to do so, and up-sell a higher value package of service to clients. Up-selling is not the same as cross-selling however, and […]
Read more.
prospecting-barriers
12 Prospect Barriers WE Must Address
by Tony Vidler        There are many barriers which can prevent a prospect from engaging in the professional financial advice process, and those prospect barriers are our problem to address.  WE have to try and eliminate or negate all of them.     The first step in understanding how to negate them is of course […]
Read more.
The Shortcut To Creating Trust
by Tony Vidler        Simply creating trust with a prospective client is the initial hurdle to having them engage in the advice process.  To be fair the required level of trust initially is relatively low – can they trust you not to waste their time…can they trust that you really know what you are doing….can […]
Read more.
marketing-position
The Formula For Positioning Yourself For Ideal Clients
by Tony Vidler        “Poor positioning of yourself and what you can achieve for your ideal clients is the number 1 reason for ideal business opportunities not coming to you….”   Many professionals experience the frustration of good clients doing good business elsewhere, or ideal prospective clients not being referred and ultimately doing their business […]
Read more.
client-testimonial
Why You Need PLENTY Of Positive Consumer Reviews
by Tony Vidler        Experience reviews…consumer reviews…I blame TripAdviser for it; but maybe it wasn’t them…Whatever, everyone out there now expects to be able to give a review of any business, and read others reviews of that business.  In fact they can’t wait to provide their opinion of your business. It has become the norm. […]
Read more.
professional-reputation
Reputation Is Everything Today, So Manage It.
by Tony Vidler        For anyone in professional services reputation is everything today.   It is a trust-creator, or a trust-killer.  Basically everything you do – every engagement  you work on, every social media post, everything you do at a function – adds to or detracts from your reputation.   A professional’s personal reputation is […]
Read more.
great-testimonials
Make Your Testimonials Resonate With Prospects
by Tony Vidler        Testimonials are great marketing, but they are losing their effectiveness a little if you still do them conventionally.  All is not lost with testimonials however, as one small change CAN make them resonate with your target audience a little better.   Consumers are not silly and they know we are never […]
Read more.
It Is A Journey To Becoming An Advice Client
by Tony Vidler        Becoming an advice client is not quick and easy for consumers really…every decision, every solution, every recommendation seems to be a major journey for them.   We know it is true, and we know that the process of onboarding a new client takes longer than ever and more barriers to engagement […]
Read more.
self-interest-of-centre-of-influence
Appealing To An Influencers Self Interest For Common Good
by Tony Vidler        Advisers should not overlook the potential to generate more interest with influencers in referring clients by appealing to their self interest.   I am talking about their self-interest in the context of helping them keep their clients in business – not from the perspective of tryin g to simply make more […]
Read more.