marketing proposition Archives

How To Get (and “do”) Client Testimonial Video’s

by Tony Vidler One of the most powerful marketing tactics is getting client testimonial video’s. Yet, the majority of advisory firms do not appear to have really taken advantage of the consumer appetite for video or how they can use video to improve client service & experience as yet, and it seems they have […]

How to make yourself scarce…and more valuable!

by Tony Vidler Make yourself scarce. It is a well established economic AND behavioural principle is that people generally will have higher demand for that which is more difficult to get. Less of something makes it more valuable, right? It is a pretty sound principle that consumers tend to have a higher want for whatever […]

What IS good content for sharing and engaging prospects?

by Tony Vidler When it comes to creating GOOD content that is engaging prospects and your target audience there are a few things to get right, but most of the things you need to get right are not really about what you write or produce. So what makes really good content is not just […]

Prospecting Idea: Reconnect to Create New Opportunities

by Tony Vidler A simple prospecting idea which usually pays off is simply re-connecting with those who you have spent time with, but did not do any business with. I am talking about “prospects” from 6 months ago…or 12 months ago. There are always people we are seeing who are potentially great customers, but for […]

The Gordian Knot of Getting Referrals

by Tony Vidler Getting referrals consistently is hard for most…but oddly enough it is also easy for many. Or is it? Lots of advisers say they get all their new business from referral, but when you dig into things it seems that actually they don’t get a lot of referrals. The ones they get […]

Want to Cross-Sell? Then put a bit of planning into it…

by Tony Vidler We all know that cross-selling services and products to clients is critical to maximising the value of the client relationship as well as ensuring you are delivering full value to your clients. So why is it so often neglected? In part cross-selling is skipped because so many professional advisers today do […]

Why Your Advisory Practice Needs 2 Marketing Targets

by Tony Vidler When considering advisory practice marketing the primary focus from most advisers is “How much should I spend to get a new client onboard?” It is a single marketing focus; just one marketing target. You need one more. While the answer will vary for everyone of course as to how much one new […]

Sell holes, not drills, to get more customers

by Tony Vidler When people go to the hardware store and buy a fantastic electric drill they are not usually terribly interested in the drill itself. They want a hole. This is an elementary truth about consumers buying behaviour They buy products for what the products can do for them, not because they just […]

Demonstrating Value To Make Prospects Choose You

by Tony Vidler Successful advisers today make sure they are demonstrating value to prospects...before the prospects have agreed to engage and become clients. Having a prospect who is interested enough to hear what you have to offer has always been a necessary step on the path to getting a client, and it obviously remains […]

How clients choose a Financial Adviser when they all seem the same

by Tony Vidler How do clients choose a financial adviser to use when everyone looks about the same? Sure there are individual differences in the human beings, with the full range of beautiful people, and those who are beautiful only to their mothers perhaps, and all the different skin tones and body shapes that […]

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