Sales & Marketing for Professional Services

While talking to a very experienced and successful adviser I asked him what he put his phenomenal success down to. He said: “I am dependable”. As simple as that…a 40 year record of happy clients…

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…

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…

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…

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…

I think it has always been true, but it is more true than ever: a needy adviser is a major turn off to potential clients. YOUR need will a sale. Sometimes, perhaps too many times,…

When all else fails and you are at a loss to market yourself effectively the easiest marketing path is to sell “convenience”. One thing you can count on is that there will be a significant…

Is it time for financial advisers to re-think what they think they know about clients? People won’t pay for advice, right? Insurance is sold, it isn’t bought, right? People don’t value advice, right? Really? I…