Sales & Marketing for Professional Services Archives - Page 15 of 41

A Value Creation Model For Advisory Firms

by Tony Vidler Challenging times test whether we are truly delivering value, and whether we have a good value creation model for the advisory firm. Is the practice focussed upon the areas where it can improve in its value delivery to clients…does it even know which areas they are? Where do we need to […]

Note to self: Must take charge of my own brand

by Tony Vidler I listened to a good friend, who is also a client and a good centre of influence and an advocate, explain what I do to someone else. End result: I must take charge of my own brand, because this experience provided a shining example of why some prospects see us the […]

What do Life Insurance customers want?

by Tony Vidler One of the questions that continually vexes professionals is “what do customers want?“ In the life insurance area of financial services the answer is even tougher to find than usual, because insurance for virtually all consumers is an absolute grudge purchase. When we think about it logically every person who buys […]

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 […]

How will this year be better?

by Tony Vidler Just one question should be dominating practitioners minds at this stage of the year: How will this year be better? HOW is the critical word here. Advisers are usually great at setting goals and targets. They are great at analysing and doing the numbers that tell them what activity at […]

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? Change the business name? How do you even know when to think about it seriously? The “when” is driven by whether your business is growing at the rate you expect, and attracting new clients. If it […]

How to create more compelling offers

by Tony Vidler What financial advisers do is valuable, but it is often not compelling. To creating more compelling offers we need to bring the long term into short term focus, and the secret to that is defining short term gain. Because retirement is so far away…there’s plenty of time to do stuff, right? […]

When Social Media Marketing Sucks

by Tony Vidler A lot of advisers tell me that social media marketing sucks for financial services. They know, because they have been trying to market themselves using social media and the results are not good for them. If it isn’t working it must suck, right? “Working” generally means “getting new prospects or […]

5 Points That Align Interests For The Adviser AND The Firm

by Tony Vidler A key to success for an advisory firm hiring other advisers is making sure that you align the interests of both parties. That is, getting the behaviour you want as an employer while ensuring that the new adviser is most likely to be getting the outcomes they want too. There […]

Know, Like or Trust? Where do you start?

by Tony Vidler By now pretty much everyone has got the mantra that people do business with people that they know, like and trust, but which comes first? Where do you start? the Know, Like or Trust? Simple questions perhaps, however when you are first meeting prospective clients and know full well that […]

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