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The 10 Things To Get Right For COI’s To Start (and Keep) Referring
by Tony Vidler        A great Centre-of-Influence keeps referring…they are not really a COI unless they keep referring.  That relatively reliable constant stream of introduction to target market prospects can build an advisory business better than any other form of marketing – especially if you have a few of them.  So identifying a potentially great […]
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The Gordian Knot of Getting Referral Business
by Tony Vidler        Getting referral business is hard…but oddly enough it is also easy. Lots of advisers say they get all their new business from referral, but when you dig into things it seems that actually they don’t get a lot of referrals. The ones they get are great, but they don’t get loads […]
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referral generation for financial advisers
How to position yourself for referrals from clients
by Tony Vidler        Getting referrals on an ongoing basis from happy clients largely comes down to positioning for them correctly.   Put some thought into how you will position the expectation, and when you will do it in your client engagement, to increase your chances of success.   Most importantly though, earn the right to […]
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How to Position For The Right Referrals
by Tony Vidler        Getting referrals is difficult enough for many, but getting the right referrals is even tougher. It’s always nice to get a referral of course, but it doesn’t help if we do get a referral and it is someone that we just can’t deliver great value to.   So we do want to […]
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Word of Mouth prospecting is still where it is at!
by Tony Vidler        Digital marketing and using social media to create an audience and engage with prospective customers is essential for professional services today…BUT…   Word-of-mouth marketing is still where it’s at in professional services.   In fact, it is more important than ever before.   The more impersonal that society becomes and the […]
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Unremarkable Means Un-Referable
by Tony Vidler        Virtually all professional service firms would love to work on referral business alone, but somehow struggle to even get to the point where they have regular referrals from clients that are unsolicited.  They are simply not referable.   The missing ingredient for many service firms is remarkable service.   Customers are […]
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Building a Referral Business is Systematic
by Tony Vidler        Building a successful advisory business requires building a successful referral system.   In the absence of a strong system referrals will simply be received on an ad hoc basis, drifting in whenever a particular customer is especially motivated to do so, or when an adviser remembers to try and obtain one. […]
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referral-who-do-you-know
Dropping the “Who Do You Know” bomb is dumb.
by Tony Vidler        One of the time-tested techniques of sales is to obtain referrals by dropping a “who do you know” bomb on them…and it is dumb.   It has never actually worked all that well really, and it works even less well today.   Adding an extra word in there doesn’t make it […]
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referral-generation
More Referrals Are Created By Repetition
by Tony Vidler        Referrals remain the most powerful marketing for professionals despite the plethora of advertising and marketing tactics we have available today.  The “transfer of trust” which is created by positive endorsement and personalised introduction or recommendation results in he highest likelihood of a prospective client choosing to do business with you.   Referrals […]
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equitable-business-alliances
Creating Equitable COI Referral Alliances
by Tony Vidler        If one forms a business alliance and one party gets more out of it than the other, is that alliance likely to last long term?   Of course not.  It is not equitable.   One party at some point is going to feel that the relationship is rather one-sided and and […]
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