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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.   […]
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whats in it for me
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 this 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 […]
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If you have repeated problems, you need a process!
by Tony Vidler        For financial advisory firms the word “process” has become synonymous with “best practice advice”, but good process is so much more than just a compliant and well-documented series of advice documents.   Process is what builds franchise businesses.  Process is what creates turnkey operations that are highly valued by prospective purchasers. […]
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A simple approach to getting clients to ACT
by Tony Vidler        We often find ourselves giving good advice only for clients to then dawdle over the implementation of it.  That of course presents a range of “risks” for clients as well as being frustrating for the adviser.  Whether that risk is the “time cost of their money”, or an opportunity cost, or […]
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The times are a changin’…Business as usual is a dead end!
by Tony Vidler        The difference between any two professional practices filled with well qualified and well meaning people is usually that a different culture exists in each.     All businesses develop a “way we do things here” over time…whether they meant to or not.  A culture evolves within the business…whether you wanted it […]
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How To Get Clients Choosing You
by Tony Vidler        Clients don’t always choose you, and often you don’t know that they were comparing advisers until it is too late and the choice has been made.  It happens to all of us in our careers.  Once that choice has been made there is not much we can do, but when we […]
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How do you WOW the new customer?
by Tony Vidler        What steps do you take to eliminate buyers remorse?   It happens with virtually all new clients: You do all the hard work of finding, attracting and engaging a new customer, and of course you have superb service for ALL your ongoing clients….BUT…at the outset when the dust has settled on […]
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The most powerful word in marketing!
by Tony Vidler        What is the most powerful word in marketing?   It is “Guarantee“   How can we tap into the power of providing a guarantee in professional services, especially in these increasingly litigious and compliance-focussed times?   We can use it by understanding the fears of prospective customers and then addressing them […]
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Are you sure your clients know what else you COULD do for them?
by Tony Vidler        All too often advisers are disappointed to find that a client has done business elsewhere…that their “main” adviser could have done for them!   The reason is usually a very simple one: the clients do not know everything we could do for them.  Or perhaps they did know, but forgot.  Or […]
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Business planning a struggle? Perhaps you should plan “life” instead…
by Tony Vidler        Why did you go into business?   You could have had an easy job somewhere, and just made a living….but you would have gone into business for yourself because you saw it as your best chance of building the life you want.   This a particularly pertinent issue as many financial […]
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