get prospects Archives

One sure way to build an audience

by Tony Vidler As more professionals lean more on social media as an integral part of their marketing a common question is “how do I get more people following me?“. How do you guild an audience in other words. There are a lot of ways to create an audience of course, but there is […]

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 client […]

The simple prospecting system from the worlds greatest ever salesman

by Tony Vidler According to the Guiness Book Of World Records the greatest salesman in the world was Joe Girard. Joe sold cars…an incredible 13,001 cars sold in his career. One at a time…working “retail” with high priced items. And selling the same things, at the same price, as a heck of a […]

Is that Prospect really a Prospective Client YET?

by Tony Vidler Oddly, many advisers do not quite get what a prospect is. They often think it is a name with a phone number. But is that enough for a prospect to really be a “prospective client”? Knowing their name and how to contact them? Somewhere on the path to professionalism some of […]

Are Advisers Overlooking The Obvious?

by Tony Vidler Advisers are racing to use new technologies and modify engagement & busines processes, and that is totally understandable. But there is a real risk of losing sight of the essentials and overlooking some basics. Like, answering a customer enquiry. Or helping your community in the way you can help best – […]

If you need more clients then you probably need different skills

by Tony Vidler Financial advisers who need more clients need to be better marketers than salespeople in todays environment. For most that means they probably need new, or more, skills. Not more technical skills; more commercial skills. While financial advisers have been figuring out how to get ever-more-compliant and deliver yet-more-paper over the […]

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 […]

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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