networking Archives - Tony Vidler

The key to successfully networking with Accountants

by Tony Vidler The key to successful professional networking is as simple as creating a win-win…everyone knows that. Networking with accountants will be successful if you know what the “win” looks like for them. Advisers historically – for all their networking and personal sales and relationship management skills – have not been terribly successful at […]

The 10 Things To Get Right For COI’s To Start (and Keep) Referring

by Tony Vidler A great Centre-of-Influence keeps referring…they are not really COI’s unless they keep referring. That relatively reliable constant stream of introduction to target market prospects can build an advisory business better than any other form of marketing – especially if you have a few of them. So identifying a potentially great Centre-Of-Influence […]

Could you be a Thought Leader Adviser?

by Tony Vidler Business would be easier if people recognised their problems and knew you were the one with the answers, and they just came straight to you to get them solved, right? To achieve that you should be positioning as a thought leader. THE subject matter experts expert. To put it in its […]

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 […]

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 wrong […]

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 […]

You Need A “Tight 5” For Ongoing New Business Success

by Tony Vidler You want new business and new clients, right? When it comes to building an audience of influencers, advocates, raving fans and interested spectators who will all send business your way, it all begins with having your own Tight 5. If you follow rugby you probably know where I am heading straight away, […]

Target Marketing: Is it an “Either/Or”?

by Tony Vidler Advisers talk about target marketing as if it is an “either/or” choice. One has to be focussed on the ideal client only and ignore everyone else, or alternatively, you have to be focussed on dealing with as many potential clients as possible and give up on the idea of the “ideal”. […]

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, wary and sophisticated consumer? 1. The clever sales technique that has you […]

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