Sales & Marketing for Professional Services

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The "service" bit in your service business just might be the best ROI
by Tony Vidler        The standout burning issue for most professional services firms remains attracting and developing new business, and advisers have a lot of distractions.  The thing that is often compromised is existing client service as advisers deal with all the change and try to remain commercially viable.   Yet, the most valuable investment […]
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The most relevant content for clients and prospects? THEIR questions…
by Tony Vidler        The constant puzzle for many looking to be more effective in engaging their clients is finding relevant content, or information to share.  One of the constantly overlooked areas of HIGHLY relevant content is the actual questions that clients ask…   There are several ways of sourcing client questions of course, from the […]
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Showcase your work online if you want customers to choose you
by Tony Vidler        There are a number of potential reasons why referrals, or good prospects from any source, decide not to choose  to work with an adviser.  Some recent research highlights that more often than not it comes down to “we look bad online” though.   One of the real areas of opportunity for […]
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Nobody Believes Your Advice Can Be Impartial AND Free
by Tony Vidler        The problem with “FREE” is nobody believes that whatever you are offering is actually free. It might be free in terms of there being no invoice or obvious price tag, but that doesn’t mean it is “free” does it? Consumers today are alert, have a world of information in their pocket […]
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Why have a WHY video, and what should it cover?
by Tony Vidler        There sure a variety of opinions on how a “WHY” video should be constructed, and what you should cover in it.  For me, most of the stuff you read and hear about how they should be just doesn’t make sense.  That’s probably because I keep thinking about it from the perspective of […]
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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 […]
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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.   […]
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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 […]
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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 […]
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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 […]
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