professional marketing Archives - Page 2 of 3

Get better marketing results by using what’s in your hand

by Tony Vidler Every adviser wants better marketing results – no matter how good the existing results are. We want more, because in more or better marketing results lies the ability to leverage our businesses. Yet in the constant search for more or better many advisers are overlooking the thing in their hands: their […]

Peer-To-Peer Marketing: it’s just one Business Owner to another

by Tony Vidler Research keeps telling us that peer-to-peer marketing, or old fashioned word-of-mouth advertising and recommendations, is still the most effective form of marketing there is. Virtually no discriminating consumer today trusts advertising – and virtually all consumers who are prospective professional services clients are discriminating in that they are increasingly selective, wary […]

Little Giveaways Can Generate Recomendations

by Tony Vidler If you want to generate recommendations from clients and prospects it pays to understand how it is a different process from getting referrals, and if referrals are “the gold medal” then recommendations are the “silver”. Not the ultimate perhaps, but well worth having, and arguable a little easier to get. […]

Incentives For Clients: What is appropriate?

by Tony Vidler What incentives are appropriate for encouraging clients to refer other clients? Are incentives appropriate at all? Some would even ask “Why provide incentives at all? Surely if the product or the advice is good value in itself then no further incentive is needed?” These questions around incentives for promotions […]

How can you value financial advice?

by Tony Vidler Putting a value upon financial advice is a tough issue for advisers and consumers alike. There is a pretty basic concept as far as “Value” goes for any consumer purchase though which is not a bad starting point, and it can be put into a formula: “Value = Benefits – Cost“ It […]

You got the prospects attention…now what?

by Tony Vidler Advisers do not have a prospecting problem in todays world. They have an “attention-keeping problem”. Prospects have never been easier to find or reach out to, and getting their attention is not so hard – but keeping their attention most certainly is. It is probably the most critical step in developing a […]

Pitching Your Marketing To The Target Client’s Buying Journey

by Tony Vidler Every practice needs to be pitching their marketing efforts at the ideal point in the target market’s buying process, because no practice has enough money and time to cover every possibility. Today’s consumers go through a process of engaging with professionals which is a little different to the consumers of 20 years […]

Advisers need to get selling

by Tony Vidler Advisers: Good advice process is not enough. Being technically competent is not enough. You have to get selling. I know that “Sell” is seen as a bit of a diry word these days, but we cannot back away from it. You have to sell if you are going to be effective at […]

Professional Selling: It is a real thing!

by Tony Vidler Professional and selling are apparently 2 words which according to many just don’t go together these days…except they really do. I’ll go further in fact and say that professionals MUST be selling, but, selling must be professional. While there is an absolute requirement to place the clients interests above all […]

The Professional’s Branding Challenge: how to look different while blending in (& why it matters)

by Tony Vidler When it comes to creating a personal brand as a professional, the irony is we have to look different – while blending in and looking the same. One cannot afford to look any less professional than your peers or competitors. So to a large degree degree there is a market expectation […]

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