Sales Tips Archives - Page 3 of 15

How To Get Buy-In From Clients To Full Advice

by Tony Vidler Clients often want advisers to deal with just one element of financial planning…their current “burning issue” that triggered the need for advice to begin with. Getting them to engage in full advice can be tough and they need to understand what you CAN do for them, and where your knowledge and skills […]

You fix financial worries…so why not market that?

by Tony Vidler It seems pretty much everyone has financial worries. “Investors spend 475 hours a year worrying about money” apparently. Well I bet the people who don’t have enough to be considered “investors” spend a heck of a lot more time than that worrying about money….but still, this is about 20 days each […]

Sales Activity Can Be Gamified

by Tony Vidler Some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them. “Sales activity” as a concept is probably abhorrent to many professionals today, but it is simply about managing the inputs which provide the outputs that your business wants. It […]

Uncomfortable with Referrals? No problem…there is another way…

by Tony Vidler Being a firm believer that Word-Of-Mouth marketing is THE most effective form there is, I do bang on about being referable and engaging with the target market…but… REALITY CHECK: Some people just never feel comfortable giving referrals. In fact there IS a good chance that you will jeopardise your existing business […]

Professional Triage: Targeting The Immediate Need

by Tony Vidler A huge mistake many advisers make is trying to deliver comprehensive advice to a client concerned only with an immediate need. We need to recognize when triage is required, as opposed to when ongoing nursing is needed. The immediate need is the more often the trigger for an advice client to coluntarily […]

There is a need for speed with lead conversion…

by Tony Vidler Speed kills…except in sales….there IS a need for speed with lead conversion. By calling a lead personally within 5 minutes of receiving a lead you can increase your chances of getting them as a customer by 100 times for example. Unbelievable, right? Research shows it to be absolutely true. Perhaps Maverick said […]

3 Must Haves For Effective Marketing Copy

by Tony Vidler For marketing copy 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 well then […]

Blending Old Ways With Modern Comms To Get Attention

by Tony Vidler Blending the old and the new can be a great way to get attention in the digital world, and there are few better examples than this one from an older adviser who was happy for me to share it. He generates excellent engagement and responses…and it is so simple! Remember the […]

Presenting Professional Collaboration to Clients Simply

by Tony Vidler Consumers increasingly need solutions which require professional collaboration between different experts, and while plenty of suggestions can be found about how to collaborate with others from other professions, there is not quite so much suggestion about how to collaborate successfully with professionals from within the same sector. Consumers usually want fairly […]

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 they […]

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