Sales & Marketing for Professional Services

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How do you know when you have a “great practice”?
by Tony Vidler        I was given this question in the headline recently and the quick answer is:   “When it is delivering the income and lifestyle that you imagined.”   However, that benchmark is perhaps misleading.  It is potentially an incomplete answer as simply obtaining the lifestyle and income that you want from your […]
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An old-school attention-grabbing technique that still works!
by Tony Vidler        In the bid to cut through the clutter and noise that surrounds prospects today we often overlook the simple things that used to work – and still will work if we use them.  In fact, arguably some of the old-school marketing techniques are potentially more useful in the digital world simply because […]
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How To Deliver Value During Prospect Engagement
by Tony Vidler        Sometimes when professional advisers are struggling to engage meaningfully with prospective clients, or struggling to get them to engage at all, the solution is to go back to the very basics and question whether YOU are delivering value in their minds.   In the continual battle to be relevant and valuable […]
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The Easiest FREE Way To Get Found By Prospects
by Tony Vidler        If you want to get found – and chosen – by prospects you really need to nail that LinkedIn profile!  It is the easiest – and cheapest – way to get a good online presence if a prospect does decide to check you out (and most do I’d guess).   Surprisingly […]
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Why Lawyers sell more than Financial Planners
by Tony Vidler        Why is it that everyone tells jokes about lawyers and begrudges their work, yet lawyers tend to do pretty well in business?   How is it that lawyers who tend to be pretty awful at marketing their services get so much business?   Why is it that so many financial advisers […]
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Just a little different is enough to stand out
by Tony Vidler        In order to be different, and stand out in a positive way in a crowded and noisy marketplace, it pays to do things a little differently to your key competitors.  But just “A little differently” doesn’t mean you have to be radical.   The first step in working out how and where […]
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How to Find Your Facebook Mojo
by Tony Vidler        Facebook…love it or loathe it….it matters in creating an online brand.   In the serious world of professional services with all its technical jargon, graphs, charts, acronyms and incredibly dull stuff as far as the average consumer is concerned, Facebook presents an opportunity to showcase individuals as unique personalities.   Therein […]
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Word of Mouth prospecting is still where it is at!
by Tony Vidler        Digital marketing and using social media to create an audience and engage with prospective customers is essential for professional services today…BUT…   Word-of-mouth marketing is still where it’s at in professional services.   In fact, it is more important than ever before.   The more impersonal that society becomes and the […]
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Blending Old Ways With Modern Comms To Get Attention
by Tony Vidler        Blending the old and the new can be a great way to stand out in the digital world, and there are few better examples than this one from an older adviser who was happy for me to share it.  He generates excellent engagement and responses…and it is so simple!   Remember […]
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Know, Like or Trust? Where do you start?
by Tony Vidler        By now pretty much everyone has got the mantra that people do business with people that they know, like and trust, but which comes first?  Where do you start on building that presence, or relationship? Simple questions perhaps, however when you are first meeting prospective clients and know full well that you […]
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