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prospecting
Lead with the business you DON’T want to get the business you DO want
by Tony Vidler        We all want to get more business, but we really want to just get the right sort of business for ourselves or our firm naturally.   If you have figured out what sort of business it is you do want to get then you have (by default) figured out the areas of […]
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new-clients
Getting A New Client Begins With 1 Thing….
by Tony Vidler        When I ask advisers what is the number 1 thing in getting a new client I nearly always get an answer linked to marketing…the new client needs to be found via one method or another.  I see the logic of that answer, but disagree with it.  A prospect is found via marketing […]
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trade-show-prospecting-tips
10 Top Tips for Trade Show Prospecting
by Tony Vidler        Trade show prospecting will be making a comeback, and these large “expo’s” are potentially fabulous sources of qualified prospects if you are clear about who your target market is.  They can be a highly effective element in the firms marketing plan.   A trade show focussed on “Big Boys Toys” where […]
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get-attention
8 Seconds to Get – or Lose – Your Prospect. Maybe less.
by Tony Vidler        You will get or lose your prospect – your potential future client – in just 8 seconds….well, actually it is a lot less than that.  The clock is ticking…and a lot faster than you realise.   In reality you have 3 seconds or less to get them to engage with you and […]
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2 Things To Do For Social Media Lead Generation
by Tony Vidler          When it comes to social media lead generation it would appear that the majority of professionals still have reservations about the effectiveness of it as a marketing strategy. Yet, everyone they know uses social to connect, research, engage and decide on future actions.  Somehow most think that all of these […]
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poor-prospect
7 Warning Signs That The Prospect Is Wrong For You
by Tony Vidler        No matter how hard you try to get it right, sometimes the prospect is wrong for you.  You are wasting your time and would be best to just cut your losses and move on quickly.  They are not a right fit for you, or you are not a right fit for […]
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face-2-face
Does Face-to-Face Time Fuel Referrals Really?
by Tony Vidler        Virtual meetings are efficient, but if there is one thing that can help any professional fuel referrals it is face-to-face time with clients and influencers.   Actual getting-together-with those other humans more often tends to lead to better or deeper relationships, and more opportunities to be positioned for referrals and recommendations. […]
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prospecting-barriers
12 Prospect Barriers WE Must Address
by Tony Vidler        There are many barriers which can prevent a prospect from engaging in the professional financial advice process, and those prospect barriers are our problem to address.  WE have to try and eliminate or negate all of them.     The first step in understanding how to negate them is of course […]
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The Shortcut To Creating Trust
by Tony Vidler        Simply creating trust with a prospective client is the initial hurdle to having them engage in the advice process.  To be fair the required level of trust initially is relatively low – can they trust you not to waste their time…can they trust that you really know what you are doing….can […]
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great-testimonials
Make Your Testimonials Resonate With Prospects
by Tony Vidler        Testimonials are great marketing, but they are losing their effectiveness a little if you still do them conventionally.  All is not lost with testimonials however, as one small change CAN make them resonate with your target audience a little better.   Consumers are not silly and they know we are never […]
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