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Uncomfortable with Referrals? No problem…there is another way…
by Tony Vidler Being a firm believer that Word-Of-Mouth marketing is THE most effective form there is, I do bang on about being referable and engaging with the target market…but… REALITY CHECK: Some people just never feel comfortable giving referrals. In fact there IS a good chance that you will jeopardise your existing […]
by Tony Vidler That sinking feeling you get when an insurer comes back with an adverse decision and you have to present it…basically telling the client that actually, they are a higher risk of something bad happening….it is an unpleasant and stressful time for a financial adviser. Presenting these adverse decisions such as […]
by Tony Vidler Creating sufficient trust with a prospective client is the critical initial hurdle to having them engage with a professional advice process. We need to have potential clients open up about their financial history, health and family issues, their future dreams and aspirations….all the deeply personal things that they generally don’t […]
by Tony Vidler I blame Uber for all of this. But maybe TripAdviser started it…Whatever, everyone out there now expects to be able to give a review of any business, and read others reviews of that business. it has become the norm. Positive reviews of a business are a pretty serious driver of trust […]
Create Top Of Mind Awareness With Your Own Clients
by Tony Vidler Who do most people turn to first for financial advice? Their family. Research in multiple countries and jurisdictions repeatedly shows that the number one source of advice for consumers who do not currently take financial advice from a professional is their family, closely followed by their friends. The numbers […]
The Kardashian’s Can Teach Us Reputation Marketing
by Tony Vidler For many successful advisers their reputation is the critical marketing success factor in their careers. And who does “famous for simply being famous” better than the Kardashians? Reputation in professional services often drives more recommendations or referrals that lead to new business than practitioners generate from individual client referrals. Entire […]
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 are […]
by Tony Vidler Plenty of research is telling us that our future clients are making buying decisions differently today, than say 5 years ago. Yet despite the impact of online content and search many consumers still ask their friends and family for recommendations. How do we prepare our existing clients for that moment […]