Sales Tips Archives - Tony Vidler

Lost Sales Skills: How to “get down to business” without drama

by Tony Vidler The advice industry has lost a lot of sales skills, and it needs them. If we are to help consumers make better decisions and change behaviour then we have to be able to help convince them to change. The first tension point for today’s professionals is how to transition from the […]

You need to get selling

by Tony Vidler Advisers: Good advice process is not enough. Being technically competent is not enough. You have to get selling. I know that “Sell” is seen as a bit of a dirty word these days, but we cannot back away from the need for it. You have to sell if you are going to […]

How do you create an “Act Now” mindset with clients?

by Tony Vidler One of the ongoing challenge in marketing professional services is simply getting people to “act now”. We have to overcome their lack of urgency. Because our service will still be there tomorrow, right? And usually the need to be addressed by us is a future need, and maybe well into the future….so […]

The Top Challenge In Shifting From Product Sales To Advice Delivery

by Tony Vidler Lots of financial advisers are still figuring out how to get paid for advice delivery, not just implementation of product solutions. Now, the simplistic answer is of course: “easy…just position for it and tell clients that’s how you work now.” That answer really is glib though and doesn’t touch upon the […]

How much client contact is too much contact?

by Tony Vidler Getting the frequency of newsletters or regular client communications right is a real challenge. How much is too much, and runs the risk of you being a nuisance? How much is too little, and runs the risk of you being forgotten? The right answer is “it depends”. It depends on your audience, […]

Give COI’s the experience of what you do

by Tony Vidler One of the most effective things you can do to create confidence and support from prospective COI’s is take them through your client experience. Actually do the job that you do, for the Centre Of Influence. It is incredibly powerful and effective, and the chances are good that you will pick them […]

Use a puzzle to provide clarity to clients!

by Tony Vidler How often do financial advisers struggle to explain to prospective clients, or audiences at large, what it is they do? Providing clarity so that clients do not struggle to understand the explanation must be the objective, surely? This diagram pictured on the left is an excellent tool that works well (even with […]

The emotions that drive client decisions

by Tony Vidler There are three basic emotions that drive most client decisions, or actions, in financial services: 1. Fear 2. Greed 3. Love The one we often shy away from is the first one: Fear. I am going to suggest you might want to consider “slapping” some clients with it sometimes…not literally of […]

Sales Technique Is The Key To Opening Minds

by Tony Vidler “Sales Technique”…the very phrase sends shudders down the spines of professionals today it seems. Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers do actually have to “sell” – even if they don’t want to face up to that. A large problem for many newer […]

One tactic to make people remember your message…in just another moment…

by Tony Vidler Ever wondered why infomercials or news broadcasts come up with lines like this: “XYZ Corporation closed its doors on customers today leaving 10,000 without the products they had paid for already…more on that shortly.” The “more on that shortly” part creates intrigue of course….but the reason why TV stations do this is […]

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