professional selling Archives - Page 2 of 4

Some customers you don’t want

by Tony Vidler Some customers you just don’t want, because not all customers are good customers for us. Even some of those who look like they commercially viable customers we just don’t want. There are some who can use our help..want our help…but that doesn’t mean they are good clients for us. Most […]

Slow down and get better results

by Tony Vidler To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive: Slowing Down. Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]

A financial advisers best weapon: The Meeting Agenda

by Tony Vidler One of the most powerful weapons in an advisers armory is the Client Meeting Agenda. Yet, so few use them regularly…. The client meeting agenda sets up the entire professional relationship – not just the next hour or so that you happen to be with a client. In addition; It minimises […]

Fix the prospecting problem forever

by Tony Vidler You can fix all prospecting problems forever if you generate enough referrals. It is that simple. Get this right, and prospecting problems are non-existent, as the number one source of professional prospecting is going to be “word of mouth” for some time to come. The theory on getting more refrrals […]

Understanding why people buy…anything.

by Tony Vidler When it comes to advising clients to change course or do something new we should remember the reasons why people buy anything, including “advice”. If we want our advice to be effective (and lead the client to do something better than they are currently doing) then it is best to make […]

A Value Proposition is simply about the value for THEM

by Tony Vidler Financial advisers generally struggle to create a value proposition that accurately expresses how they work differently, or what makes them special compared to others. It isn’t that they don’t have points of difference, or that they struggle to put ideas into words…generally they are very good at both. Each adviser has […]

The Art Of Giving Suitable Advice Which Is Defensible

by Tony Vidler The most challenging area in forming a professional opinion is ensuring that it is “suitable advice”, as what is suitable is subjective – until the time comes somewhere in the future to see if the advice actually worked. Despite the issue of nobody actually knowing whether advice really was suitable much […]

How to get Clients to agree to the right cover level

by Tony Vidler It can be challenging getting clients to agree to what we know is the right cover level for their insurance needs. Whatever numbers we come up with analytically and logically are greeted with disbelief more often than not. Considering that most clients see most insurance most of the time as […]

How To Get Your Voicemail Message Responded To

by Tony Vidler Voicemail messages which do not get responded to is without doubt the bane of most professionals working lives…frustrating, time consuming, inefficient….voicemail has become the “first line of defence” for prospects and clients alike. Their number 1 method of avoiding you. Too many minutes & hours are lost constantly leaving messages […]

How To “Up-Sell” Your Advisory Services

by Tony Vidler There are many advisory services which most professionals can provide to clients and a distinct area of opportunity is to look at combining those services where it makes sense to do so, and up-sell a higher value package of service to clients. Up-selling is not the same as cross-selling however, and […]

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