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Want Prospects To Open Up? Take a tip from the professional interviewers
by Tony Vidler Once upon a time everyone was taught the difference between open and closed questions as the key to engaging prospects…and it worked for a fair while. In today’s world with it’s much greater emphasis upon individual opinion and with our professional focus having shifted entirely onto what the client cares about rather […]
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. […]
by Tony Vidler Nearly every professional gives an initial “no obligation meeting” to prospective clients, and nearly everyone delivers value to those prospects during that initial meeting. But hardly anyone seems to market that value being delivered, instead opting to focus upon one of the other 2 immediate benefits to the prospect. When we […]
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 […]
7 Warning Signs That The Prospect Is Not Right For You
by Tony Vidler No matter how hard you try to get it right, some prospects are just not right for you. You are wasting your time and would be best to just cut your losses and move on quickly. The problem we have is that often we don’t figure that out until we […]
by Tony Vidler The mantra of “customer is king” is rubbish. And I keep hearing it from professionals as if it were a commandment which, if breached, will send you straight to hell. A King or Queen supposedly has absolute control. While we know that may not be constitutionally correct in most countries […]
by Tony Vidler To get prospects to buy you and your advice you have to “sell emotion” and support it with logic, right? Not quite….there is a piece missing in this formula which is is largely accepted as the methodology for selling intangibles. The missing ingredient is “beliefs”, and it is understanding the […]
by Tony Vidler We’ve all had the prospects who seem to be engaged, but turn out to be yanking our chains….complete time-wasters who cannot bring themselves to say “no thanks”. They cost a ton in time and wasted effort, and advisers often kid themselves that they have a pipeline full of suitable future […]
Use Visuals To Create Better Engagement With Advice
by Tony Vidler Advisers try to create simplicity from complexity, and the most effective way of doing that is to use visuals. It creates quicker understanding and better engagement simply because most people find it easier to comprehend new or difficult information when it is presented visually. We all know from personal experience […]