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How to do client video testimonials the right way!
by Tony Vidler        Testimonials are good for business – but we all know that, right? Video testimonials are even better for business – and not everyone has got THAT yet. Being able to see the body language, and hear the inflections in a clients voice as they talk about their positive experience, are far […]
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10 Ways To Build Trust With Prospects
by Tony Vidler        Trust is not given automatically by consumers. You have to build trust with prospects in todays market over time. That’s a reality.  It is earned. The very best we can hope for when someone doesn’t really know us yet is to be trusted enough to be given a chance to prove ourselves. There […]
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How EXCEPTIONAL advisers use their time is not like the average!
by Tony Vidler        Time management is where there is a huge difference between elite advisers and the average advisers. in fact, it is one of the biggest differentiators that help the best performers stand out and excel. However, the difference isn’t about micro-managing time slots, or about having better time management systems.  It is […]
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The case for using Case Studies
by Tony Vidler        One of most powerful marketing tools appears to be one of the least used in professional services. Case studies work so well in professional services because so much of what we can do for clients, or the outcomes they get from working with us, remain a mystery to the non-clients.  Great […]
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Are you willing to pay the price?
by Tony Vidler        Given the vast raft of changes and challenges facing advisers the question of whether one is willing to pay the price should be considered.  I tripped over this again a little while ago while re-visiting some classic books, which in this case was “The Feldman Method”, by Andrew H. Thomson. Ben […]
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3 Is The Key To Effective Presentations
by Tony Vidler        3 is the magic presentation number. Effective presentations are structured in “threes”. It is a well established principle that people absorb information best when it is presented in 3 points…and while listing your best 3 features or benefits is more effective than listing your top 10 to most consumers, applying a […]
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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.  We all sell stuff.  It seems like I’m selling my time these days…sometimes a product….sometimes it is just selling concepts and possibilities.  Mostly it is selling behavioural change & fixing other peoples’ problems though. But I sell.  […]
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Get other businesses to get you new business
by Tony Vidler        In the perpetual search for new ways to get new clients many professional service firms overlook a really obvious, and incredibly lucrative, way of getting new business. That is getting other businesses to send their new clients to you.  Unlike Center-Of-Influence (COI) marketing where an individual directs individual potential new client […]
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Let Your Prospects Try-Before-They-Buy
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. You know […]
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When clients say “too expensive” there is a value gap
by Tony Vidler        If there is one objection which continually gets professionals in a tangle it is the client who says “it’s too expensive”.  When a client says “too expensive” YOU you haven’t done your job…there is a gap between the value being delivered and value being perceived by the client.  A value gap […]
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