Sales & Marketing for Professional Services Archives - Page 6 of 41

You fix financial worries…so why not market that?

by Tony Vidler It seems pretty much everyone has financial worries. “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 […]

One Fast-Track Method To Establishing A Reputation As An Expert

by Tony Vidler Personal reputation is more important than ever before, and not just because more people are googling you before deciding to meet with you. One of the other main reasons your professional reputation matters so much is because it is increasingly a driver of professional referrals. rofessional referrals are those where a client […]

Sales Activity Can Be Gamified

by Tony Vidler Some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them. “Sales activity” as a concept is probably abhorrent to many professionals today, but it is simply about managing the inputs which provide the outputs that your business wants. It […]

Uncomfortable with Referrals? No problem…there is another way…

by Tony Vidler Being a firm believer that Word-Of-Mouth marketing is THE most effective form there is, I do bang on about being referable and engaging with the target market…but… REALITY CHECK: Some people just never feel comfortable giving referrals. In fact there IS a good chance that you will jeopardise your existing business […]

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 coluntarily […]

There is a need for speed with lead conversion…

by Tony Vidler Speed kills…except in sales….there IS a need for speed with lead conversion. By calling a lead personally within 5 minutes of receiving a lead you can increase your chances of getting them as a customer by 100 times for example. Unbelievable, right? Research shows it to be absolutely true. Perhaps Maverick said […]

What is “Good Content” For Advisers To Use?

by Tony Vidler Nearly every advisory firm says “we need more prospects“. sure, more prospects helps build a business but what builds a business faster is good prospects who are a right fit, and who don’t really consider going anywhere else when the time is right for them to use an adviser. And frankly […]

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 informal […]

The “services” 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 for […]

Not All Customers Are Good Advice Clients

by Tony Vidler “All customers are good advice clients”…or are they? Robo-advisers, direct marketing, 24/7 online transaction facilities, product kiosks and over the counter solutions to shoppers at supermarkets…these are all “financial advice” choices for consumers today. (for “Financial Advice” read “anything associated with a financial services product or service which may or may […]

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