Sales & Marketing for Professional Services

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Is this why prospects ignore your networking effort?
by Tony Vidler        Networking often seems to be harder than it should.  It is amazing how many people forget, or ignore, basic social skills and common courtesies when trying to network – especially in online networking platforms such as LinkedIn.   Speaking personally, I ignore people trying to network with me on a daily […]
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Question: What’s the worst that could happen if you asked this?
by Tony Vidler        Great questions are integral to client engagement, but what is a really GREAT question?   One of the keys to success for any professional is having strong sales skills, or to put it another way, the ability to influence clients to shift their thinking.  Is that “selling” though, or is that just […]
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Are you offering Advice clients Fast Food or Fine Dining?
by Tony Vidler        Many advisers are unsure about what they offer advice clients – cheap and cheerful advice on the fly, or a superb planning experience.  Both do the job, albeit in different ways.  But offering fast food at silver service prices is a business model that will struggle…and that’s what happens when there […]
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Your Reputation IS Your Personal Brand – and it is what matters most
by Tony Vidler        For most advisers the only brand that truly matters is, or should be, their personal brand.  Not the corporate brand, or licensees brand, or dealer group or avourite financial insititutions…YOUR brand.  And when it comes to your personal brand, reputation is everything really.   A lot of professionals get their branding […]
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Want Prospects To Open Up? Take a tip from the professional interviewers
by Tony Vidler        Once upon a time everyone was taught the difference between open and closed questions as the key to engaging prospects…and it worked for a fair while. In today’s world with it’s much greater emphasis upon individual opinion and with our professional focus having shifted entirely onto what the client cares about rather […]
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Commission-Based Life & Health Advisers Need To Get Moving
by Tony Vidler        There is clearly a mood afoot for various industry stakeholders to see up-front commissions reduce in size in a number of financial products, particularly in life and health insurance products.   It will become a self-fulfilling prophecy of course, as the more it gets debated the greater the acceptance of the inevitability.  […]
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Using Gamification To Engage With Prospects
by Tony Vidler        Behavioural finance meets gaming meets technology and that means “marketing opportunity”. One of the newer marketing concepts arising from these trends converging is “gamification”, and while it is being used in all sorts of industries to engage consumers with new products and services it doesn’t appear to have really attained great traction […]
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Target Marketing: The Smart Play For Marketing Your Advice Business
by Tony Vidler        Target marketing is usually the difference between those firms who get the right sort of clients, and those who just get customers. Clients follow advice, because they value it. Customers engage in transactions.  They buy products.  They take a bit of advice here and there…as it suits them. Trying to get more […]
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This is how Professional Services marketing has changed
by Tony Vidler        This is how much professional services marketing has changed in just the last few years…the head of a national real estate firm which settles 14,000 deals a year explained the marketing process and how they achieve their results.  Here it is: Over 95% of all new customer enquiries now begin online. 100% of […]
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Ask the expert? Be The Expert That Gets Asked!
by Tony Vidler        It is so easy today to get yourself “in print” and be positioned as the expert that target market customers ask for advice. and being the expert that gets asked leads to those customers doing business with you.   Setting up chat forums, blogs, ezines and so on are all relatively easy […]
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