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Prospecting tip: “Fish at your feet first”
by Tony Vidler A fisherman friend gave me a great prospecting reminder: fish at your feet first. His point was a simple one: why spend a lot of effort casting, and risking throwing your bait, and then having to reel in loads of line until you’ve caught the ones right next to you? Isn’t that […]
by Tony Vidler What do you want most from your marketing: 1. More customers, or, 2. More revenue? Most marketing efforts are aimed at trying to convince strangers to bring their business to you. New clients are good of course, and are in fact vital for the long term success of a business. […]
by Tony Vidler In the perpetual search for new ways to get new clients many professional service firms overlook a really obvious, and incredibly lucrative, way of getting new business. That is getting other businesses to send their new clients to you. Unlike Center-Of-Influence (COI) marketing where an individual directs individual potential new […]
by Tony Vidler “try before you buy” is a great way of removing risk for a consumer from a big purchasing decision, isn’t it? We can learn from the retail sector here because they figured this out years ago. One of the toughest challenges is getting customers to switch brands or products. […]
5 basic tips for helping your next customers find you
by Tony Vidler In a perfect world customers would find you, rather than you having to find them. The world is never entirely perfect of course, but certainly we can often do better in having customers find us. We need to begin by understanding how they find anyone, then we can tap into […]
by Tony Vidler There is no doubt you can advertise pretty much anything, anywhere, these days. Many of the methods and techniques are highly questionable now though in terms of effectiveness, or ROI. The majority of advisers considering advertising are not terribly interested in creating a brand awareness campaign…they are interested in generating […]
by Tony Vidler The “prospecting problem” is the most frequently requested area for help amongst advisers…it is the p perennial problem. There just never seems to be quite enough of them to meet the new client acquisition needs of the firm! Often an adviser asks for help on prospecting right about the time […]
by Tony Vidler One of the areas which you would think would dominate our prospecting activities is one where many professionals struggle: getting friends and associates onboard as clients. A fantastic adviser that I knew well and who is since retired working in rural town in New Zealand managed to be one of […]
Getting New Clients: It all begins with one thing….
by Tony Vidler In 3 separate conversations this week with advisers we talked about different approaches to getting new clients onboard, and each had lost sight of what the single most important element in getting new clients onboard was. Each thought that the objective of their marketing was to get a new client onboard. […]
How to use the business you DON’T want to do to get the business you DO want
by Tony Vidler We all want to get more business, but we want to get the right sort of business for ourselves or our firm naturally. Once you have figured out what sort of business it is you do want to get you have (by default) figured out the areas of advice that […]