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sales-words
The Words We Use Can Break Or Make The Sale
by Tony Vidler        We can break a probable sale or make the sale in an instant. It can turn on a phrase or sometimes even a single word. The words we use matter. When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and […]
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voicemail-answer
How To Get Your Voicemail Message Responded To
by Tony Vidler        Voicemail messages which do not get responded to is without doubt the bane of most professionals working lives…frustrating, time consuming, inefficient….voicemail has become the “first line of defence” for prospects and clients alike.  Their number 1 method of avoiding you.   Too many minutes & hours are lost constantly leaving messages […]
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fee-discount
When – and how – To Discount Your Fees
by Tony Vidler        As a general rule I don’t recommend that a professional discount fees as it tends to undermine their entire value proposition whilst also creating a mindset for the client that the adviser is a price-taker rather than the price-setter.   Discounting fees usually moves a professional from being an expert with […]
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Fighting Off The “Free” Advice Competitor
by Tony Vidler        “Free” advice is never actually “free”, is it?   None of us are silly – including the people we are talking to as prospective clients.  Everyone knows advice isn’t free…it is at someone’s expense, and someone is hoping to get a payday from delivering the “free stuff” at some point. Someone […]
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self-interest-of-centre-of-influence
Appealing To An Influencers Self Interest For Common Good
by Tony Vidler        Advisers should not overlook the potential to generate more interest with influencers in referring clients by appealing to their self interest.   I am talking about their self-interest in the context of helping them keep their clients in business – not from the perspective of tryin g to simply make more […]
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follow-advice
How To Make More Effective Advice Recommendations
by Tony Vidler        If we can make more effective advice recommendations we increase comprehension and engagement and shorten the implementation timeframe.  That’s good for everyone involved in the process.  More people will follow our advice, we help more people get the outcomes they are looking for, and business is better for everyone.   So […]
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The Number 1 Negotiating “Skill” That Advisers Need
by Tony Vidler        Every adviser needs to use negotiating skill every day…if not every single meeting in every day. We are constantly negotiating with all stakeholders of course but it is the constant negotiating with clients, or on behalf of clients, that often becomes a source of stress and angst for all parties, with […]
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center of influence referral marketing
Bring Back The Long Lunch…it will be good for your business!
by Tony Vidler        Tom Peters suggested many years ago that one of the most effective marketing activities a professional could engage in were weekday lunches. 250 of them in fact over the course of the year.     That is perhaps a bit excessive in today’s environment (and for ageing waistlines), but the concept […]
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YOUR need will kill the sale
by Tony Vidler        I think it has always been true, but it is more true than ever: a needy adviser is a major turn off to potential clients.  YOUR need will a sale.   Sometimes, perhaps too many times, the reason why consumers do not buy is because of us. Whether we are trying […]
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sales-numbers-suck
When Your Sales Numbers Suck…
by Tony Vidler        Sometimes the best thing an adviser can do is admit to themselves that their sales numbers just suck.   It’s the age-old “you can’t improve something until you admit that there is something wrong with it“.   The reason for pointing out the obvious here is that there are plenty of […]
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