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Why settle for average?
by Tony Vidler Advisers frequently settle for being average, and it is definitely not because they want to be average, but because they don’t really know what it takes to elevate their performance exponentially. They often ask how one professional can be so much more successful than they are and assume that there […]
by Tony Vidler “try before you buy” is a great way of removing risk for a consumer from a big purchasing decision, isn’t it? We can learn from the retail sector here because they figured this out years ago. One of the toughest challenges is getting customers to switch brands or products. […]
by Tony Vidler One of my favourite quotes of all time is by Einstein: “If you cannot explain it simply then you do not understand it well enough” and nowhere is this more true than in providing advice in complex areas. Great advisers stay simple when handling complex matters. It is not easy […]
Client Engagement: The WIIFM Question Is Really 3 Questions
by Tony Vidler WIIFM. What’s In It For Me? No sale is ever made, no client ever signs on, until you’ve clearly addressed this question as it is the dominant question running through every prospects mind. Most of us know this….and despite knowing it, most people in professional services struggle to address […]
5 basic tips for helping your next customers find you
by Tony Vidler In a perfect world customers would find you, rather than you having to find them. The world is never entirely perfect of course, but certainly we can often do better in having customers find us. We need to begin by understanding how they find anyone, then we can tap into […]
by Tony Vidler We often find ourselves giving good advice only for clients to then dawdle over the implementation of it. That of course presents a range of “risks” for clients as well as being frustrating for the adviser. Whether that risk is the “time cost of their money”, or an opportunity cost, or […]
by Tony Vidler For marketing collateral to be truly effective it must have “readability”. If something is easy to read and comprehend quickly then it will be effective – assuming the actual message wasn’t rubbish to begin with. If you have a good offer, or story, or service and can word that […]
What are you really “selling” in Professional Services?
by Tony Vidler It is a simple enough question in the headline, but knowing the right answer could make a profound difference to a professional’s business success. So what are you really selling? People in the industry tend to answer by saying “product”….people think they are selling insurance product, or wealth creation products, […]
by Tony Vidler What steps do you take to eliminate buyers remorse? It happens with virtually all new clients: You do all the hard work of finding, attracting and engaging a new customer, and of course you have superb service for ALL your ongoing clients….BUT…at the outset when the dust has settled on […]
by Tony Vidler I just covered the need for practitioners to raise clients awareness of everything that you can do to help them – making sure they know all of your areas of expertise. All too often professionals lose business from good clients simply because the clients were not aware that the practitioner was […]