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How To Fix A Prospecting Problem
by Tony Vidler The “prospecting problem” is the most frequently requested area for help amongst advisers…it is the p perennial problem. There just never seems to be quite enough of them to meet the new client acquisition needs of the firm! Often an adviser asks for help on prospecting right about the time […]
Getting New Clients: It all begins with one thing….
by Tony Vidler In 3 separate conversations this week with advisers we talked about different approaches to getting new clients onboard, and each had lost sight of what the single most important element in getting new clients onboard was. Each thought that the objective of their marketing was to get a new client onboard. […]
by Tony Vidler Nearly every professional gives an initial “no obligation meeting” to prospective clients, and nearly everyone delivers value to those prospects during that initial meeting. But hardly anyone seems to market that value being delivered, instead opting to focus upon one of the other 2 immediate benefits to the prospect. When we […]
How to use the business you DON’T want to do to get the business you DO want
by Tony Vidler We all want to get more business, but we want to get the right sort of business for ourselves or our firm naturally. Once you have figured out what sort of business it is you do want to get you have (by default) figured out the areas of advice that […]
by Tony Vidler Advisers attend plenty of webinars, but very few seem to use a webinar marketing program themselves for marketing to potential clients, and it is a marvellous opportunity (if done well) to really position your expertise. Prospects generally have no issue tuning in to watch broadcasts on any number of areas of […]
by Tony Vidler When it comes to using social media for lead generation it would appear that the majority of professionals still have reservations about the effectiveness of it as a marketing strategy. Yet, everyone they know uses social to connect, research, engage and decide on future actions. It is clear that consumers […]
by Tony Vidler You will gain or lose potential clients in just 8 seconds….well, actually it is a lot less than that. The clock is ticking…and a lot faster than many realise. In reality you have 3 seconds or less to get them to engage with you and your message, or they are probably […]
by Tony Vidler The way prospects engage with professionals has changed, and it is logical for us to change how we engage with prospects also. In the old days we qualified prospects on the basis of a clearly identifiable need, the capacity to pay, approachability, and “insurability”. This last one evolved over time […]
Big Ticks: Best Stories For Professionals This Week
by Tony Vidler Information, ideas, tips…the articles for those giving professional advice which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead. These are the highlights from the week that you should stop and read, as they […]
by Tony Vidler Testimonials are great marketing, but they are losing their effectiveness to some degree. All is not lost however, as one small change CAN make them resonate with your target audience a little better. Consumers are not silly and they know we are never going to be silly enough ourselves to […]