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Just BECAUSE…..
by Tony Vidler        One of the most powerful words in sales and marketing is “because”….and it doesn’t get used enough. …with BECAUSE we can link ideas of logic and emotion.  The linking of logic and emotion makes ideas far more powerful and memorable because we can feel and analyse simultaneously.   More importantly though it […]
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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 […]
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The Top Challenge In Shifting From Product Sales To Advice Delivery
by Tony Vidler        I was asked a simple, but loaded, question: What is the biggest future issue for financial advisers specialising in business insurance?   I qualified my answer by saying that the biggest issue is the same one that faces all financial advisers regardless of their area of specialisation.   The biggest issue […]
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A surefire way to get a Prospect to choose You!
by Tony Vidler        You are ALWAYS competing to have the next prospective client choose you.  In fact, even with existing clients who are still deciding on whether to follow the next piece of advise, there is a decision being made about whether to choose to follow it…or choose “you” as it were.  We are […]
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I sell…You sell…We ALL sell. Or should do…
by Tony Vidler        I am a professional.  I am a salesman. These two things are not contradictory.  I sell stuff.  It seems like I’m selling my time these days…sometimes a product….sometimes it is just selling concepts and possibilities.   But I sell.  And I think I am a professional too.   Why do we […]
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Promo Gifts: Give quality AND useful things only
by Tony Vidler        Giving promotional items as “thank you’s” is not as straightforward as many professionals seem to think. The promo gift seems more often to be “promo” than “gift”.   I’d suggest that is a waste of money in the main, as most consumers today are very quick indeed to dump stuff that […]
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The Magnificent 7: who you need if you want corporate clients
by Tony Vidler        One of more unusual things that has been observed repeatedly over the years is that usually there are 7 people you have to get onboard to get a corporate account as a new client….   Exactly who is in the “Magnificent 7” depends on the size of the firm, and even […]
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The emotions that drive client decisions
by Tony Vidler        There are three basic emotions that drive most client purchases, 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 […]
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First, Become Famous In Your Neighbourhood
by Tony Vidler        Where are your advertising dollars, and efforts, going to get the best return?   It seems that the majority of small businesses get the majority of their new clients from their local area, which is not terribly surprising given that most professional service businesses largely compete on “convenience”.   Without a […]
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How To Generate Referrals When You Want Them
by Tony Vidler        Referral business is pure gold…it is the Holy Grail for advisers to be running a business where they are only working with referrals.   Most have the problem of having to sit back and wait for clients or centre’s of influence to refer, but you can generate the referrals you want […]
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