Sales & Marketing for Professional Services

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 323 other followers

sidebar_tony
Facebook: 2831, Twitter: 13272, LinkedIn: 689
listen-to-clients
Listen to the market or get out while you can
by Tony Vidler        “Two Ears but only one mouth”…blah blah blah…sales training 101, right?   We know how important it is to “listen” to clients, and we know the danger of losing touch with what they want and what they are thinking.  Every single professional has lost good clients at some point simply because […]
Read more.
content-marketing
Tailoring: Making Your Content Fit Your Audience’ Desires
by Tony Vidler        One size does not fit all when it comes to content marketing: you need to make your content fit the audiences desires and moods.   As more professionals tap into the power of content marketing and create a presence on multiple social media channels and integrate those with other marketing tactics […]
Read more.
adviser-planning
How will next year be better?
by Tony Vidler        Just one question should be dominating practitioners minds at this stage of the year:   How will next year be better? HOW is the critical word here. Professionals are great at setting goals and targets.  They are great at analysing and doing the numbers that tell them what activity at the […]
Read more.
client-engagement-process
An advisers engagement process might look something like this…
by Tony Vidler        It is a rarity for a new customer to walk in off the street and just decide to buy some insurance or an investment product or a bit of planning from you, right?   That probably hasn’t happened for 10 years (if ever!).   So how do they decide to buy […]
Read more.
smartphone means smarter marketing needed
“My Phone is My Life” – Smartphones mean smarter marketing is needed
by Tony Vidler        Today’s professionals know it because we are them: Our smartphone is our life.   Is our marketing smart enough in the smartphone world though?   In little old New Zealand alone there are now more phones than humans, and 70% of the humans are using smartphones.  In fact they are using […]
Read more.
the prospecting process
Prospecting Today: It is a process, not a thing
by Tony Vidler        Prospecting today is a continual process, not a series of one off actions as it once was.     Eons ago when financial advisory work was essentially just a continual series of product sales the prospecting required to be successful was repetitive and continual, but each prospecting call was a one-time […]
Read more.
Here’s how to move into "Stealth Mode" when doing your prospecting research on LinkedIN.
by Tony Vidler        It seems that while a lot of professionals now have a presence on LinkedIn they are often not actually using it to prospect for potential new clients.  That seems odd to me given that Linkedin is a Business-2-Business networking platform: it exists to assist people in business network with other people […]
Read more.
creating customer convenience
The Professional Services Firm Model Of The Future Is Possibly A “Fast Food Alley”
by Tony Vidler        Ever noticed how the fast food stores tend to cluster together as some sort of “fast food alley”? Have you ever wondered why? There is a “convenience” element for the typical customer of course, however there is a more important reason – which might just be a useful lesson for professionals […]
Read more.
Learning to work LinkedIN
20 Lessons in the evolution of a LinkedIn user
by Tony Vidler Back in the beginning of my personal social media evolution, about 3 years ago, a friend sent me a LinkedIn connection request…and I had no idea what LinkedIn was, or why I should bother using it. So being a brilliant technology user, I rang him to find out why he had sent […]
Read more.