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Is this why prospects ignore your networking effort?
by Tony Vidler        Networking often seems to be harder than it should.  It is amazing how many people forget, or ignore, basic social skills and common courtesies when trying to network – especially in online networking platforms such as LinkedIn.   Speaking personally, I ignore people trying to network with me on a daily […]
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Ask the expert? Be The Expert That Gets Asked!
by Tony Vidler        It is so easy today to get yourself “in print” and be positioned as the expert that target market customers ask for advice. and being the expert that gets asked leads to those customers doing business with you.   Setting up chat forums, blogs, ezines and so on are all relatively easy […]
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How One Successful Financial Planner Gets New Business (part 2)
by Tony Vidler         Professionals are always interested in what other professionals are doing that leads to new business and becoming more successful.  The constant question is: “What are others doing that are successful for them?”   In a previous post one leading financial planner shared where he gets his new business from, and the […]
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choosing you is a no brainer
These 4 things make it easy for prospects to say YES
by Tony Vidler        We all want all of our prospects to say YES, but getting them to do so isn’t necessarily about having a clever line that they can’t say “no” to.   Which do you think is more effective with todays educated and sophisticated consumer? 1. The clever sales technique that has you […]
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One sure way to build an audience
by Tony Vidler        As more professionals start to tap into the power and reach of social media a common question is “how do I get more people following me?”     There are a lot of ways to create an audience of course, but there is one method which doesn’t get spoken of very […]
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Get other businesses to get you new business
by Tony Vidler        In the perpetual search for new ways to get new clients many professional service firms overlook a really obvious, and incredibly lucrative, way of getting new business.   That is getting other businesses to send their new clients to you.  Unlike Center-Of-Influence (COI) marketing where an individual directs individual potential new […]
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Let Your Prospects Try-Before-They-Buy
by Tony Vidler        “try before you buy” is a great way of removing risk for a consumer from a big purchasing decision, isn’t it?   We can learn from the retail sector here because they figured this out years ago.  One of the toughest challenges is getting customers to switch brands or products.   […]
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How Effective is Advertising For Lead Generation?
by Tony Vidler        There is no doubt you can advertise pretty much anything, anywhere, these days.  Many of the methods and techniques are highly questionable now though in terms of effectiveness, or ROI.   The majority of advisers considering advertising are not terribly interested in creating a brand awareness campaign…they are interested in generating […]
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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 […]
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best-prospecting-question-ever
The BEST Prospecting Question Ever
by Tony Vidler        One of the areas which you would think would dominate our prospecting activities is one where many professionals struggle: getting friends and associates onboard as clients.   A fantastic adviser that I knew well and who is since retired working in rural town in New Zealand managed to be one of […]
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