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These 4 things make it easy for prospects to say YES
by Tony Vidler We all want all of our prospects to say YES, but getting them to do so isn’t necessarily about having a clever line that they can’t say “no” to. Which do you think is more effective with todays educated and sophisticated consumer? 1. The clever sales technique that has you […]
by Tony Vidler When people go to the hardware store and buy a fantastic electric drill they are not usually terribly interested in the drill itself. They want a hole. This is an elementary truth about consumers buying behaviour They buy products for what the products can do for them, not because […]
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 […]
by Tony Vidler There is a “pathway to greatness as an adviser”…and it’s an evolutionary journey, but one where the adviser largely controls how long it takes to evolve. The professionals who consistently achieve exponential growth and performance results are superb on at least one of the following: know their clients personal lives incredibly […]
Which would you rather be: a Brilliant Technician, and bored, or the Orchestrator running the show?
by Tony Vidler Professional development is all the rage…the regulators and the professional associations and training providers in the compliance space are all putting it top of mind continuously. And virtually all of them have an extremely narrow focus when it comes to the concept of developing a professional. Virtually no emphasis upon […]
When you cannot think of a better way to market yourself, try this…
by Tony Vidler When all else fails and you are at a loss to market your particular value as an adviser, the safest marketing path is to sell “convenience”. We all know, because we all do it, it is simply more convenient to go to the supermarket than an array of specialty shops. […]
by Tony Vidler One of the toughest things for professional services firms to do – especially those that operate in the advice space – is settle on a strategy to guide the decisions in building the business. It is helpful to consider strategy from a very broad perspective to begin with, and settle […]
by Tony Vidler In order to be different, and stand out in a positive way in a crowded and noisy marketplace, it pays to do things a little differently to your key competitors. But just “A little differently” doesn’t mean you have to be radical. The first step in working out how and where […]
Value is not Black and White, it is Shades of Grey
by Tony Vidler At the most basic level “Value” can easily be defined: Value is Benefits less Costs. That simple definition doesn’t highlight the enormous range of definitions for “Benefits” though, which is why trying to understand what value is results in everyone seeing a different shade of grey. The range of […]
by Tony Vidler You are ALWAYS competing to have the next prospective client choose you. In fact, even with existing clients who are still deciding on whether to follow the next piece of advise, there is a decision being made about whether to choose to follow it…or choose “you” as it were. We are […]