professional services marketing Archives - Page 2 of 3

Maybe Financial Advisers Could Be Selling Coffee?

by Tony Vidler Do you remember when petrol stations competed on client service? Fundamentally they were all selling the same basic commodity, at about the same price, to anyone who drove up. That included the regulars who lived in the area and who had high lifetime value and the out-of-towners cruising through who just needed […]

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 […]

The Formula For Writing Winning Headlines

by Tony Vidler Coming up with a winning headline or subject line is the first objective when writing for clients or prospects. Anything else we have to say in the body of the message just doesn’t really matter if we can’t get their attention and engagement first. Whether we are writing for a […]

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. […]

The Importance of Frequent Client Contact

by Tony Vidler Advisers underestimate the importance of frequent client contact and “Frequent contact” is in itself a phrase that is interpreted differently amongst advisers. So how often is “frequent”? How often is often enough? For a long while the mantra was “be in touch every 90 days”, but that was in a […]

Do you really know what your clients want?

by Tony Vidler Do you really know what your clients want? A classic mistake that professionals tend to repeat is assuming that their clients all want the same thing, which coincidentally is the very thing that the professional specialises in. There are usually 2 things wrong with this assumption: clients are not all […]

What is the missing ingredient in your marketing campaign?

by Tony Vidler There are some great and clever marketing campaigns put together by professional services firms and their marketing advisers, and they often get “good” results. Typically one thing stops them from getting great results: The follow through. Just like a great golf swing, what happens in the first half is only…well…”half […]

Prospecting has never been easier…for some!

by Tony Vidler Prospecting seems to remain the biggest day to day business problem for financial advisers, yet prospecting has never actually been easier. If you polled 100 advisers with this simple question I would wager that more than half would answer: “getting enough new business prospects to meet my business objectives”. Prospecting […]

The New Paradigm of Professional Services Marketing

by Tony Vidler There has been a significant paradigm shift in how professional services marketing and sales functions interact. A fundamental change to how we understand and use the knoweldge of the consumers emotional buying cycle has already happened. The traditional view of “marketing generating leads” and then “sales converting leads into customers” […]

Position Advice Properly as Success Coaching

by Tony Vidler The perennial challenge in selling advice is positioning it as valuable, and we should think about it and describe it the right way: great advice is about coaching. It IS coaching. Giving advice is all about analysing the desired outcomes for clients, weighing up the possibilities, deciding on the optimal […]

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