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new-clients
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.   […]
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practical-financial-planning
Describe Your Services In Practical Terms To Get More Buy-In
by Tony Vidler        Advice should, almost by definition, be “practical”.  It should be a clear course of action that a client can use to achieve a specific outcome.  Why don’t we describe our advice services that way then?   Consumers often struggle to understand what we can achieve for them (or help them achieve), […]
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prospecting
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 […]
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get-attention
8 Seconds to Get – or Lose – That Prospect
by Tony Vidler        You will gain or lose potential clients in just 8 seconds….well, actually it is a lot less than that.  The clock is ticking…and a lot faster than many realise.   In reality you have 3 seconds or less to get them to engage with you and your message, or they are probably […]
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prospecting
Which Prospects Are Worth YOUR Time?
by Tony Vidler        The way prospects engage with professionals has changed, and it is logical for us to change how we engage with prospects also.   In the old days we qualified prospects on the basis of a clearly identifiable need, the capacity to pay, approachability, and “insurability”.  This last one evolved over time […]
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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 to some degree.  All is not lost 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 going to be silly enough ourselves to […]
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sales-words
The Words We Use Can Make Or Break The Sale
by Tony Vidler        When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and often do not realise that they can make or break us in business.   The actual words that we use convey emotion, bias, judgement, attitude….all heavily  influential aspects in having […]
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prospecting-barriers
12 Prospect Barriers WE Must Negate
by Tony Vidler        “What do we have to get right for prospects to become clients?” “Remove or negate the barriers to them deciding to business” “What barrier?” “All of them…..”   There are many barriers which can prevent a prospect from engaging in the professional financial advice process, and WE have to try and […]
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happy-client
Creating Happy Clients Is Not Enough
by Tony Vidler        Creating and keeping happy clients IS essential for the success of a professional practice.  There is no question about that.  But is it enough to help a practice grow at a greater than industry average pace?   I don’t believe so.   Being a great practitioner and running an efficient & […]
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Taking Prospects On A Journey: It Is Worth It!
by Tony Vidler        There is very little in financial services which is quick and easy for consumers really…every decision, every solution, every recommendation seems to be a major journey for them.   At least that is what consumers think and say.  Those inside the industry think otherwise.  But of course we would.   The […]
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