Sales & Marketing for Professional Services Archives - Page 18 of 41

Powerful marketing uses this word…

by Tony Vidler Powerful marketing uses powerful words, and there is no word more powerful in marketing professional advice than this one. It is: “Guarantee“ How can we tap into the power of providing a guarantee in professional services, especially in these increasingly litigious and compliance-focussed times? We can use it by […]

why financial planning clients leave the financial adviser

Client Twisting: Why clients move

by Tony Vidler Clients move firms. It is just a fact of life. When they leave us most times we blame someone else…we call it “twisting” or “churning”. The immediate inference is the client only left because somebody else – who is less ethical – took perfectly good business and moved it for no […]

How financial advisors can be relevant to clients

Working out how to be relevant to your clients

by Tony Vidler Two of the key things that all professionals struggle with is firstly to be relevant, and then remaining relevant. Amongst the most common questions that arise when marketing or client servicing is discussed for professional service firms is: “what do I say or write?“ You know what you know…and […]

Some customers you don’t want

by Tony Vidler Some customers you just don’t want, because not all customers are good customers for us. Even some of those who look like they commercially viable customers we just don’t want. There are some who can use our help..want our help…but that doesn’t mean they are good clients for us. Most […]

second opinion service from financial advisors

Marketing your Professional Opinion

by Tony Vidler One of the best marketing ideas I have come across is the “Second Opinion” service, because it positions you as a professional, and as an “adviser” rather than a product centric financial services person. The concept is brilliantly simple, and firmly centred upon providing sound professional advice. You provide […]

Client Engagement: The WIIFM Question Is Really 3 Questions

by Tony Vidler WIIFM. What’s In It For Me? No sale is ever made, no client ever signs on, until you’ve clearly addressed the WIIFM question as it is THE dominant question running through every prospects mind. Most of us know this….and despite knowing it, most people in professional services struggle to address […]

Slow down and get better results

by Tony Vidler To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive: Slowing Down. Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]

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 […]

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 […]

Valuing the TIME you save for clients

by Tony Vidler Valuing time is something we all do…or know we should do. And one of the most valuable things that financial advisers do for clients is to save the clients own time. How powerful would it be to quantify that in dollar terms for a client? Everyone knows the maxim […]

Sales & Marketing for Professional Services

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