marketing proposition Archives - Page 2 of 12

If you still 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 do you create an “Act Now” mindset with clients?

by Tony Vidler One of the ongoing challenge in marketing professional services is simply getting people to “act now”. We have to overcome their lack of urgency. Because our service will still be there tomorrow, right? And usually the need to be addressed by us is a future need, and maybe well into the future….so […]

Why we get fee resistance

by Tony Vidler Whether we like it or not there is always the possibility of fee resistance in delivering financial advice, and how we present our service is a large part of that problem. Price is always a problem in the absence of obvious value. It doesn’t have to be…we just need to think through […]

Professional Practice Evolution: What Separates Modern Professionals From The Past?

by Tony Vidler There are lessons to be learned from the evolution of the modern professional practice for those who are not quite there yet. When you compare the two – the modern professional financial advisory practice, and the historic product-focussed financial services brokerage business – it seems there are 5 distinct points of difference […]

Your Reputation IS Your Personal Brand – and that matters most

by Tony Vidler For most advisers the only brand that truly matters is, or should be, their reputation. It IS their personal brand. The corporate brand, or licensees brand, or dealer group or favourite financial insititutions…they are secondary to YOUR brand. And when it comes to your personal brand, reputation is everything really. A […]

The Ultimate Personal Brand Position: Own A Word

by Tony Vidler The ultimate goal in building a strong personal brand is to own a word in your target markets mind. It may be own a phrase rather than own “a word” of course, but the point is you want to be KNOWN for something. You want to create a position where your target […]

Target Marketing: The Smart Play For Your Advice Business

by Tony Vidler Target marketing is usually the difference between those firms who get the right sort of clients, and those who just get customers. Clients follow advice, because they value it. Customers engage in transactions. They buy products. They take a bit of advice here and there…as it suits them. Trying to get more […]

You COULD generate more business than you can handle if you use digital marketing well

by Tony Vidler Regular readers will know that I am a massive fan of using social media and other digital marketing tools and tactics, especially in professional services where we are trying to market our expertise, rather than sell a tangible product. My reasons are simple: we need to create recognition in our target markets […]

A simple way to boost your marketing impact with your daily emails

by Tony Vidler Have you thought about the marketing impact you could get with your daily emails? Probably not, because rarely do we think of the 60-100 emails we send 1-to-1 daily as “marketing” so we also don’t think of them in terms of having a potential return on investment either. But we should…in fact […]

Give COI’s the experience of what you do

by Tony Vidler One of the most effective things you can do to create confidence and support from prospective COI’s is take them through your client experience. Actually do the job that you do, for the Centre Of Influence. It is incredibly powerful and effective, and the chances are good that you will pick them […]

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