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Sell holes, not drills, to get more customers
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 […]
The Professional’s Branding Challenge: how to look different while blending in (& why it matters)
by Tony Vidler When it comes to creating a personal brand as a professional, the irony is we have to look different – while blending in and looking the same. One cannot afford to look any less professional than your peers or competitors. So to a large degree degree there is a market expectation […]
An advisers engagement process might look something like this…
by Tony Vidler It is a rarity for a new customer to walk in off the street and just decide to buy some insurance or an investment product or a bit of planning from you, right? That probably hasn’t happened for 10 years (if ever!). So how do they decide to buy […]
by Tony Vidler Professionals should take a leaf out of George’s playbook and share their story. Be like George. Who is George? He’s just a young man who is trying to get ahead in life and who took the initiative to get out and start marketing himself – and is doing […]
Here’s how to move into "Stealth Mode" when doing your prospecting research on LinkedIN.
by Tony Vidler It seems that while a lot of professionals now have a presence on LinkedIn they are often not actually using it to prospect for potential new clients. That seems odd to me given that Linkedin is a Business-2-Business networking platform: it exists to assist people in business network with other people […]
The Professional Services Firm Model Of The Future Is Possibly A “Fast Food Alley”
by Tony Vidler Ever noticed how the fast food stores tend to cluster together as some sort of “fast food alley”? Have you ever wondered why? There is a “convenience” element for the typical customer of course, however there is a more important reason – which might just be a useful lesson for professionals […]