engage with prospects Archives - Page 2 of 4

6 Steps to becoming the “Go To” Adviser

by Tony Vidler “The modern sales professional doubles as an information concierge – providing the right information to the right person at the right time in the right channel. Socially surround your buyers and their “sphere of influence”…” Jill Rowley; Oracle. The phrase “information concierge” captures the essential strategy for professional positioning […]

digital marketing for financial advisors

5 basic tips for helping your next customers find you

by Tony Vidler In a perfect world customers find you, rather than you having to find them. The world is never entirely perfect of course, but certainly we can often do better in having customers find us…and the good news is that today’s customers are out there looking for the right provider. We […]

How To Fix A Prospecting Problem

by Tony Vidler The “prospecting problem” is the most frequently requested area for help from financial advisers…it is the perennial problem. There just never seems to be quite enough of them to meet the new client acquisition needs of the firm AND it is getting harder to get prospects attention and have them engage. […]

For Converting Prospects Patience Pays Off!

by Tony Vidler Converting prospects is no longer about sales technique, it is about patiently engaging and educating and matching their timeframe. But being a lot more patient than ever before pays off with higher value clients who stay longer. But how patient do you have to be? Research consistently shows that […]

Lead with the business you DON’T want to get the business you DO want

by Tony Vidler We all want to get more business, but we really want to just get the right sort of business for ourselves or our firm naturally. If you have figured out what sort of business it is you do want to get then you have (by default) figured out the areas of […]

Getting A New Client Begins With 1 Thing….

by Tony Vidler When I ask advisers what is the number 1 thing in getting a new client I nearly always get an answer linked to marketing…the new client needs to be found via one method or another. I see the logic of that answer, but disagree with it. A prospect is found via marketing […]

8 Seconds to Get – or Lose – Your Prospect. Maybe less.

by Tony Vidler You will get or lose your prospect – your potential future client – in just 8 seconds….well, actually it is a lot less than that. The clock is ticking…and a lot faster than you realise. In reality you have 3 seconds or less to get them to engage with you and […]

You Deliver Value, So Why Not Promise Value Up-Front?

by Tony Vidler Why not promise value up-front if you know you can deliver that? It sems an obvious question to ask, yet I find myself continually asking it of financial advisers. Nearly every professional gives an initial “no obligation meeting” to prospective clients, and nearly everyone delivers value to those prospects during that initial […]

2 Things To Do For Social Media Lead Generation

by Tony Vidler When it comes to social media 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. Somehow most think that all of these […]

7 Warning Signs That The Prospect Is Wrong For You

by Tony Vidler No matter how hard you try to get it right, sometimes the prospect is wrong for you. You are wasting your time and would be best to just cut your losses and move on quickly. They are not a right fit for you, or you are not a right fit for […]

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