Sales & Marketing for Professional Services Archives - Page 2 of 41

Target Marketing: Is it an “Either/Or”?

by Tony Vidler Advisers talk about target marketing as if it is an “either/or” choice. One has to be focussed on the ideal client only and ignore everyone else, or alternatively, you have to be focussed on dealing with as many potential clients as possible and give up on the idea of the “ideal”. […]

How often is too often to send emails?

by Tony Vidler “How often should I send emails?” is the perpetual question asked by advisers who are beginning to build an engagement marketing system or lifting their client communications and services standards. There is not a magic number that applies to everyone I am sorry to say. The objective is to find that […]

Prospecting tip: “Fish at your feet first”

by Tony Vidler A fisherman friend gave me a great prospecting tip: fish at your feet first. His point was a simple one: why spend a lot of effort casting, and risking throwing your bait, and then having to reel in loads of line until you’ve caught the ones right in front of you? Isn’t […]

Creating Content That Engages Prospects

by Tony Vidler Creating content that engages your target audience takes a lot of effort, and nothing is more frustrating than creating something which you think is marvellous only to find that it goes nowhere because nobody knows about it, and nobody shares it around. It doesn’t have to be that way of course. While […]

Eliminate tyre kickers, and value your expertise properly

by Tony Vidler Being properly valued for your expertise and eliminating the time-wasting tyre-kickers is an ongoing problem for many financial advisers. That is even more true for those making the transition from purely commission-based remuneration to generating fee-paying work where they are charging for that time or expertise. Managing the remuneration transition whilst also […]

How to get more eyeballs on your Call-To-Action

by Tony Vidler Getting prospective customers to move from content engagement to your call-to-action is a critical step in improving qualified leads, and conversions of them to clients. One of the things I love about technology today is that there are always new applications helping you to improve your sales and marketing efforts in this […]

The Biggest Mistake In Financial Adviser Digital Marketing

by Tony Vidler I found this cartoon ages ago and I love it because it so accurately describes what I think is the biggest mistake in financial adviser digital marketing and I just keep seeing it happen over and over. Enormous effort and resource is put into creating wonderful websites, facebook pages and blogs…..then……nothing! […]

Paying COI’s: Should You Be Sharing Fees Or Commissions?

by Tony Vidler Is it appropriate to be paying COI’s a share of your success from their introductions or referrals? Should you share fees or commissions in other words. Personally, I think not. However, it is just a little more complicated than a simple “yes” or “no” because there are perhaps conflicting views. So […]

Lost Sales Skills: How to “get down to business” without drama

by Tony Vidler The advice industry has lost a lot of sales skills, and it needs them. If we are to help consumers make better decisions and change behaviour then we have to be able to help convince them to change. The first tension point for today’s professionals is how to transition from the […]

Get Better Focus On YOUR Marketing Message

by Tony Vidler Getting attention in an era of message bombardment is tough, but there are techniques that can help you get better focus on YOUR marketing message. There is no doubt that professionals have to work that much harder to make valuable content stand out and get noticed. It is a challenge when we […]

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