Sales Tips Archives - Page 8 of 15

Building A Systematic Referrals Business

by Tony Vidler Building a successful advisory business requires building a systematic referrals process. Key words there are “systematic” and “process”. In the absence of a strong system referrals will simply be received on an ad hoc basis, drifting in whenever a particular customer is especially motivated to do so, or when an […]

How to Build Your Brand Influence

by Tony Vidler Every Adviser has a brand, whether they realise it or not. That brand influences prospects to engage you…or not. You may as well manage it to get more positive outcomes then, right? We recognise the power and importance of the personal branding in athletes, celebrities and politicians, and yet, all too […]

second opinion service from financial advisors

Marketing your Professional Opinion

by Tony Vidler One of the best marketing ideas I have come across is the “Second Opinion” service, because it positions you as a professional, and as an “adviser” rather than a product centric financial services person. The concept is brilliantly simple, and firmly centred upon providing sound professional advice. You provide […]

Client Engagement: The WIIFM Question Is Really 3 Questions

by Tony Vidler WIIFM. What’s In It For Me? No sale is ever made, no client ever signs on, until you’ve clearly addressed the WIIFM question as it is THE dominant question running through every prospects mind. Most of us know this….and despite knowing it, most people in professional services struggle to address […]

Slow down and get better results

by Tony Vidler To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive: Slowing Down. Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]

How to work in tandem with other professionals

by Tony Vidler Working in tandem with the clients other professionals such as their accountant and lawyer is the objective of most financial professionals. Yet, the challenge is often not the client, but the other professionals in making this a reality. We need to be able to show the other professionals who work […]

Using Visuals To Sell Bad News And Complex Ideas

by Tony Vidler Disclaimers and fine print don’t ever really help in selling tough ideas, but visuals do sell complex or tough-to-swallow concepts quickly and easily. Nowhere is this more true than when you want to manage client expectations and “pre-sell” what is likely to happen in the future so that everyone avoids […]

Valuing the TIME you save for clients

by Tony Vidler Valuing time is something we all do…or know we should do. And one of the most valuable things that financial advisers do for clients is to save the clients own time. How powerful would it be to quantify that in dollar terms for a client? Everyone knows the maxim […]

How to get the RIGHT referrals

by Tony Vidler We begin with the assumption that you deserve referrals….and thereafter it becomes a process of determining how best to position for the right referrals. It is important that you generate the right sort of prospective new clients as not all prospects become the right clients for your firm, and you […]

Buildong a COI referral system for financial advisors

How to build a COI referral system

by Tony Vidler If you want to get a regular, repeatable, stream of well qualified prospects for your business then nothing beats having a Centre of Influence (COI) driving the right types of ideal clients to you. A good COI will be an advocate for you and your business, and be proactively recommending […]

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