prospect engagement Archives

Engage, Engage, Engage…make it a PROCESS!

by Tony Vidler If real estate is driven by location, location, location, then surely the advice business is driven by engage, engage, engage. I’ve previously posted about the problem with generating referrals consistently largely coming down to the lack of engagement with, and by, clients. A process of engagement is also often the […]

The easiest content-creation idea in the world!

by Tony Vidler Even when advisers finally buy into the need to engage patiently with prospects the content creation required to feed an engagement marketing system worries them. Creating content seems to be so hard for so many, which is odd because professional advisers are masters of creating content. They do it every day […]

Financial Adviser Marketing: Creating Ghost Town’s?

by Tony Vidler I found this cartoon ages ago and I love it because it so accurately describes a huge marketing mistake that I keep seeing when it comes to financial adviser marketing: Enormous effort and resource is put into creating wonderful websites, facebook pages and blogs…..then……nothing! While there is an excellent […]

These 4 things make it easy for prospects to say YES

by Tony Vidler We all want all of our prospects to say YES, but getting them to do so isn’t necessarily about having a clever line that they can’t say “no” to. Which do you think is more effective with todays educated and sophisticated consumer? 1. The clever sales technique that has you […]

Lead Nurturing: “Me luv you long time” actually pays off

by Tony Vidler It’s funny how the phrase “me luv you long time” has become iconic while being used as a blatant untruth. The way it is used in modern pop culture is to highlight precisely the opposite attitude – me no luv you much at all, but me luv your money. Adopting this […]

When To Take Online Engagement Offline

by Tony Vidler A frequently asked question by professionals using digital marketing is “how, and when, do I take the online engagement offline into the real world?” Let’s assume for the exercise that you have made a new connection on Linked for example. Often professionals will make new connections and then wonder what […]

Just a little different is enough to stand out

by Tony Vidler In order to be different, and stand out in a positive way in a crowded and noisy marketplace, it pays to do things a little differently to your key competitors. But just “A little differently” doesn’t mean you have to be radical. The first step in working out how and where […]

Let Your Prospects Try-Before-They-Buy

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. […]

6 Steps to becoming the “Go To” Adviser

by Tony Vidler “The modern sales professional doubles as an information concierge – providing the right information to the right person at the right time in the right channel. Socially surround your buyers and their “sphere of influence”…” Jill Rowley; Oracle. The phrase “information concierge” captures the essential strategy for professional positioning […]

How To Fix A Prospecting Problem

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 […]

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