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 305 other followers

sidebar_tony
Facebook: 7618628, Twitter: 14062, LinkedIn: 689
Professional Triage: Targeting The Immediate Need
by Tony Vidler        A huge mistake many advisers make is trying to deliver comprehensive advice to a client concerned only with an immediate need.  We need to recognize when triage is required, as opposed to when ongoing nursing is needed.   The immediate need is the more often the trigger for an advice client to […]
Read more.
One incredibly powerful (and under-utilised) Adviser marketing tool
by Tony Vidler        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 your expertise is the Case Study.  It is one of the more powerful marketing tools for professionals services, and appears to be largely ignored by professionals.   […]
Read more.
Use Video To Improve Your Client Experience & Service
by Tony Vidler        The majority of professional service firms do not appear to have really taken advantage of the consumer appetite for video as yet, and it seems they have not done so because it is in the “too hard” basket.   Or perhaps because there is a perception that to use video as […]
Read more.
How clients choose when Advisers all seem the same
by Tony Vidler        How do clients choose which adviser to use when to outsiders looking at the profession as a whole, everyone looks about the same? Sure there are individual differences in the human beings, with the full range of beautiful people, and those who are beautiful only to their mothers perhaps, and all […]
Read more.
You fix financial worries…so why not tell prospects that?
by Tony Vidler        “Investors spend 475 hours a year worrying about money” apparently.  Well I bet the people who don’t have enough to be considered “investors” spend a heck of a lot more time than that worrying about money….but still, this is about 20 days each year spent just thinking or worrying about money […]
Read more.
Help Referrers Really Understand Who You Want To Meet
by Tony Vidler        One of the reasons referrers don’t give us quite the right quality referral most of the time is that we are often very poor at describing the person we work best with when we are having a referral discussion to begin with. It’s our fault; not theirs for the wrong sort […]
Read more.
Paying COI’s: Perhaps prepare for the harvest before you prepare for the feast
by Tony Vidler        Is it appropriate to be paying COI’s a share of your success from their influences?   Or, to put it bluntly, nother way, should you share remuneration or the spoils of the sale with referrers?   Personally, I think not.  However, it is actually just a little more complicated than that […]
Read more.
Uncomfortable with Referrals? No problem…there is another way…
by Tony Vidler        Being a firm believer that Word-Of-Mouth marketing is THE most effective form there is, I do bang on about being referable and engaging with the target market…but… REALITY CHECK: Some people just never feel comfortable giving referrals.   In fact there IS a good chance that you will jeopardise your existing […]
Read more.
Building Your Reputation: Talk About The Elephants In The Room
by Tony Vidler        When Accountants struggle to create a universally good reputation for their industry then we are going to have a real battle doing so.  If they only get rated as “High” or “Very High” in professional ethics and honesty by half the population then what chance that an Insurance Broker will rank […]
Read more.
Clients need to be reasonable and meet expectations too
by Tony Vidler        It is not unreasonable to have reasonable expectations, is it? Whenever we enter into an agreement with somebody else to work together on anything it is fair to say that we both have expectations about how the arrangement is going to work. That applies whether the arrangement is moving into a […]
Read more.