networking

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…

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…

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…

Is it appropriate to be paying COI’s a share of your success from their introductions or referrals? Should you share fees or commissions in other words. Personally, I think not. However, it is just a…

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…

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…

Getting the frequency of newsletters or regular client communications right is a real challenge. How much is too much, and runs the risk of you being a nuisance? How much is too little, and runs…

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…