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This Is Why Most Centre-Of-Influence Referral Marketing Efforts Fail
by Tony Vidler        When it comes to referral marketing efforts there are basically two types of consistent ongoing referrers you can cultivate: 1. happy & satisfied clients 2. centres-of-influence   The second category is the one that many advisers struggle with particularly, and the reason they struggle is because they try to develope the […]
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Should you give a sly kickback to referrers?
by Tony Vidler        One of the ethical challenges for professionals is how to appropriately recognise the value of a great referrer or Centre-Of-Influence. A little kickback on the sly? Hardly professional. Don’t talk about it and pretend there is no commercial significance? Not great for maintaining trust long term.   It doesn’t have to become […]
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Don’t rush to go “The Extra Mile” in client service just yet…
by Tony Vidler        Go the extra mile and clients will love you, right?   Maybe not.   While I would be the first to say that an area of opportunity for professional services firms to excel in comparison to their competitors is in “providing service”…the answer to getting to more clients on the “satisfied” […]
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It’s Prime Networking Time!
by Tony Vidler        There are two types of advisers at this time of year: 1.  those who begin finding it tough to close out the game 2.  those who are already started on a new game. Typically in December & January most clients are trying to close out their own business games….get THEIR jobs […]
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Choose your words carefully…they can change the choices that prospects make!
by Tony Vidler        There are decades of good quality research now which help us understand how people are influenced, and what words or language are most likely to influence them.  The words that financial advisers choose to use matter more than ever before if we want people to follow our advice given that professional advice […]
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Professional Selling: It is a real thing!
by Tony Vidler        Professional and selling are apparently 2 words which according to many just don’t go together these days…except they really do.  I’ll go further in fact and say that professionals MUST be selling, but, selling must be professional.   While there is an absolute requirement to place the clients interests above all […]
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keep it simple
Great Advisers Stay Simple
by Tony Vidler        One of my favourite quotes of all time is by Einstein: “If you cannot explain it simply then you do not understand it well enough” and nowhere is this more true than in providing advice in complex areas. Great advisers stay simple when handling complex matters.   It is not easy […]
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Here’s how to move into "Stealth Mode" when doing your prospecting research on LinkedIN.
by Tony Vidler        It seems that while a lot of professionals now have a presence on LinkedIn they are often not actually using it to prospect for potential new clients.  That seems odd to me given that Linkedin is a Business-2-Business networking platform: it exists to assist people in business network with other people […]
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creating customer convenience
The Professional Services Firm Model Of The Future Is Possibly A “Fast Food Alley”
by Tony Vidler        Ever noticed how the fast food stores tend to cluster together as some sort of “fast food alley”? Have you ever wondered why? There is a “convenience” element for the typical customer of course, however there is a more important reason – which might just be a useful lesson for professionals […]
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