prospecting idea Archives

Prospecting tip: “Fish at your feet first”

by Tony Vidler A fisherman friend gave me a great prospecting tip: 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 in front of you? Isn’t […]

How To Fix A Prospecting Problem

by Tony Vidler The “prospecting problem” is the most frequently requested area for help from financial advisers…it is the perennial problem. There just never seems to be quite enough of them to meet the new client acquisition needs of the firm AND it is getting harder to get prospects attention and have them engage. […]

Lead with the business you DON’T want to get the business you DO want

by Tony Vidler We all want to get more business, but we really want to just get the right sort of business for ourselves or our firm naturally. If you have figured out what sort of business it is you do want to get then you have (by default) figured out the areas of […]

10 Top Tips for Trade Show Prospecting

by Tony Vidler Trade show prospecting will be making a comeback, and these large “expo’s” are potentially fabulous sources of qualified prospects if you are clear about who your target market is. They can be a highly effective element in the firms marketing plan. A trade show focussed on “Big Boys Toys” where […]

The Shortcut To Creating Trust

by Tony Vidler Simply creating trust with a prospective client is the initial hurdle to having them engage in the advice process. To be fair the required level of trust initially is relatively low – can they trust you not to waste their time…can they trust that you really know what you are doing….can […]

The Easiest Way To Get More Referrals

by Tony Vidler The easiest method for anyone to generate and get more referrals and favourable introductions is to GIVE more referrals and introductions. This is just not done as much as it could or should by most professionals, and usually they say it is because they “didn’t think of it”. […]

Which content works best for Lead Generation?

by Tony Vidler Lead Generation is the primary goal of content (or engagement) marketing for many. The effort and time invested in producing, sourcing and delivering content to an audience of potential future clients has a single purpose, and that is to move them closer to wanting to do business with you. […]

Looking beyond the obvious for strategic alliance partners

by Tony Vidler Great alliances with other businesses will enhance your brand and put you in front of more ideal prospects that you don’t have to find yourself. That is really the key benefit of having strategic alliance partners. There is a tendency however for most advisers to go after the same sort […]

7 EASY Ways To Use Social Media For Prospecting

by Tony Vidler I remain amazed that there are still financial advisers who say they do not see the point of social media when it comes to their business. Most of those advisers also keep saying that they could do with more prospects and customers. Is there any chance that these two concepts might […]

Referrals Not Converting? This may be why…

by Tony Vidler Too many referrals today are not converting into clients for too many professionals – and all too often the professionals are puzzled about why that is. Typically it comes down to us not looking good enough on line. Todays referrals usually do a quick search before deciding whether to meet […]

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