buying behavior

When it comes to getting people buying your advice one of the best tips I can give is “dumb it down- but don’t treat them like dummies“. There is a big difference between “dumbing it…

The decision-making process – or buying journey as it has become known – that prospective clients go through today is complex, time-consuming for all parties, and is also often an incredibly frustrating affair for all…

One of the primary functions of the professional adviser is to influence clients to make change. Or sometimes, influence them not to change things. Our role is to manage client behaviour to help generate the…

Becoming an advice client is not quick and easy for consumers really…every decision, every solution, every recommendation seems to be a major journey for them. We know it is true, and we know that the…

Reaching todays common client is not easy for professionals. They are easy to find for sure, but reaching them and getting their attention is something else again. When you consider how a buying process happens…