Quick Tips Videos Archives - Page 18 of 21

You got the prospects attention…now what?

by Tony Vidler Advisers do not have a prospecting problem in todays world. They have an “attention-keeping problem”. Prospects have never been easier to find or reach out to, and getting their attention is not so hard – but keeping their attention most certainly is. It is probably the most critical step in developing a […]

Advisers should use Facebook – and think like clients when doing it

by Tony Vidler Most Advisers using digital marketing today have Facebook as part of their marketing strategy, and I see most using it wrong in my view. Facebook can be an immensely powerful element of your content marketing, or engagement marketing, if it is used well. The key to using it effectively is […]

Lost Sales Skills? Trial Closing Techniques Are Still Very Useful

by Tony Vidler Trial closing techniques from the world of sales are still very useful for modern professionals wanting to figure out whether their prospective client is getting onboard with the advice or not. Nobody likes to be “closed” by a sales person, and we sure don’t want prospects to feel like we […]

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 […]

The Right Way To Present An Advice Recommendation

by Tony Vidler When you are presenting quotes or recommending product solutions, are you still giving the prospect a few choices, like 3 perhaps? Don’t do it. Consumers are onto it, so as a “sales technique” it loses impact…and it was never fabulous technique to begin with. More importantly, it undermines your professional […]

Do you want to be seen as independent? Then don’t make this BIG mistake…

by Tony Vidler There is one really big mistake that many advisers who wish to be seen as fully independent make repeatedly. By “independent”, I am not referring to a regulators interpretation of the word, but being an independent business which is not overtly aligned to one or product manufacturers. Running an independent business, […]

Should you give a sly kickback to referrers?

by Tony Vidler One of the ethical challenges for professionals is how to appropriately recognise the value of a great referrer or Centre-Of-Influence. A little kickback on the sly? Hardly professional. Don’t talk about it and pretend there is no commercial significance? Not great for maintaining trust long term. It doesn’t have to become […]

How to Position For The Right Referrals

by Tony Vidler Getting referrals is difficult enough for many, but getting the right referrals is even tougher. It’s always nice to get a 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 […]

Want to Cross-Sell? Then put a bit of planning into it…

by Tony Vidler We all know that cross-selling services and products to clients is critical to maximising the value of the client relationship as well as ensuring you are delivering full value to your clients. So why is it so often neglected? In part cross-selling is skipped because so many professional advisers […]

The Continuous Cycle That Is Social Media Marketing

by Tony Vidler Marketing via social media is a bit like riding a bike: you have to keep pedalling that cycle or the lack of momentum will make it fall over. Many professionals beginning with social media as part of their marketing mix fail to recognise that continual movement is a critical part of making […]

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