Sales Tips Archives - Tony Vidler

customer service pays for financial advisors

Professional Service: There’s extra money in going the extra mile with your service

by Tony Vidler Often advisers forget how valuable the service bit is in their “professional service” business. Everyone has heard some story about how a business did well from going the extra mile for a customer…but rarely do you hear about a professional services business that has a standing process for going the extra […]

The Words We Choose To Use Have Power

by Tony Vidler If we want to give ourselves the best chance possible of influencing clients and prospects to change course, which is what professional advice is all about really, then there is no doubt that the words we choose to use can make an enormous difference. Enough experts have done enough research over enough […]

Want Prospects To Open Up? Learn from the Pro’s who make millions doing it for a living…

by Tony Vidler We need prospects to open up if we are to to do our jobs well and help them as much as possible. That takes a bit more thought and skill than merely flicking between open and closed questions. In today’s world with it’s much greater emphasis upon individual opinion and with our […]

How to Position To Get The Right Referrals

by Tony Vidler Getting referrals is difficult enough for many, but to get the right referrals is even tougher. It’s always nice to get any referral of course, but it doesn’t help if we do get a referral and it is someone that we just can’t deliver great value to. So we do want to […]

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 […]

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