Sales & Marketing for Professional Services

There is some methodology to getting a listeners attention and positive engagement on the telephone…it isn’t just good luck! Of course, there is structure and methodology in building effective and entire telephone track. It should…

Value Proposition. It is the value that you propose to deliver to a potential customer. What it is not is anything other than the value you propose to deliver to them. Seems simple enough, doesn’t…

How can we create or transfer enthusiasm to a customer when: Our products are as boring as the boring-est thing ever. The Value that customers receive from financial services products could be years and years…

The prospecting method that keeps on delivering the most opportunities is Referrals. A distant second in the source of new clients for advice firms is Centre of Influence referrals. Research by the Financial Planning Association…

The Principle Of Scarcity One of the more powerful principles of influence is the Principle Of Scarcity: people tend to want what they perceive as being limited, or difficult to get. That is a difficult…

Thinking differently would seem to be an obvious thing to do if one wanted to be different. If you wanted your advisory firm to stand out from competitors it would make sense to DO something…

The Challenge: Getting prospects to buy into your financial advice planning process. The Solution: Show them HOW the process works before asking them to commit. The keywords there are “show” and “how“….and it is because…

IF you have bought into the key concept of providing good quality content, or information, to prospects in order to engage them until they are ready to use your services, the inevitable question becomes: “what…