financial services marketing Archives - Page 5 of 34

25 Words and Phrases that KILL your subject line

by Tony Vidler We all hear about nthe importance of the subject line in a message, and then spend hours carefully constructing messages and marketing campaigns and thinking that we’ve come up with a winning subject line. Often however we make the mistake of including one of the words or phrases in the subject […]

Understand The Buying Journey To Get More Clients

by Tony Vidler The decision-making process – or buying journey as it has become known – that prospective clients go through today is complex, time-consuming for all parties, and is also often an incredibly frustrating affair for all parties. It is less frustrating if we understand what is actually going on and allow the […]

Help Referrers Really Understand Who You Want To Meet

by Tony Vidler One of the reasons referrers don’t give us quite the right quality referral most of the time is that we are often very poor at describing the person we work best with when we are having a referral discussion to begin with. It’s our fault; not theirs for the wrong sort […]

Know and Use the Principles Of Influence Deliberately

by Tony Vidler One of the most important pieces of work for professional advisers in the last 3 decades would have to be Robert Cialdini’s Principles Of Influence. Essentially he has distilled the lessons of human behaviour into a relatively small group of principles which most humans are influenced by. There are exceptions of […]

Target Market: You actually need 3 of them…

by Tony Vidler Whenever we talk about target marketing and chasing an ideal client it seems to be assumed that there is just one “right client profile”. Not true. There are usually 3 target market client profiles that I recommend, as we have a commercial requirement to balance up the odds of getting the […]

6 Things Banks Taught Us About Building A Super Profitable Business

by Tony Vidler The most profitable business to have in financial services is a bank. They know how to make money. They understand that the more you know about your customers the more business you can do with them. Not “will do with them”….but “can”. And that makes a lot of money for them. […]

Compliant Advice: Here are the only 3 things that matter

by Tony Vidler Whenever the topic of compliance, or the “advice process”, comes up most advisers see themselves like this: Everyone is throwing everything at you with the sole intention of destroying you, right? As a consequence, compliance is largely considered a burden. As is usually the way of these things a substantial body […]

Financial Advisers Problem? Not doing the One Thing.

by Tony Vidler Advisers have a few problems these days. The biggest financial adviser problem though is getting prospects to engage with us to begin with. Despite a couple of decades of positioning, developing and improving technical knowledge and qualifications, many financial professionals are struggling to get enough clients to engage in holistic planning. We […]

Clients need to be reasonable and meet expectations too

by Tony Vidler It is not unreasonable to have reasonable expectations, is it? Whenever we enter into an agreement with somebody else to work together on anything it is fair to say that we both have expectations about how the arrangement is going to work. That applies whether the arrangement is moving into a […]

Building Your Reputation: Talk About The Elephants In The Room

by Tony Vidler When Accountants struggle to be highly trusted then financial advisers are going to have a real battle doing so. If the Accountants only get rated as “Highly trusted” in professional ethics and honesty by less than half the population then what chance that an Insurance Broker will rank higher in the […]

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