prospecting plan

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 308 other followers

sidebar_tony
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.   […]
Read more.
lead-generation
2 Things To Do For Social Media Lead Generation
by Tony Vidler        When it comes to using social media for lead generation it would appear that the majority of professionals still have reservations about the effectiveness of it as a marketing strategy.  Yet, everyone they know uses social to connect, research, engage and decide on future actions.   It is clear that consumers […]
Read more.
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 […]
Read more.
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 […]
Read more.
trusted-adviser
The Shortcut To Trust For Professionals
by Tony Vidler        Creating sufficient trust with a prospective client is the critical initial hurdle to having them engage with a professional advice process.   We need to have potential clients open up about their financial history, health and family issues, their future dreams and aspirations….all the deeply personal things that they generally don’t […]
Read more.
get-more-referrals
The Easiest Way To Get More Referrals…
by Tony Vidler        Quite possibly the easiest method for anyone to generate 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”.   That […]
Read more.
where-to-compete
Here is how to work out WHERE to compete in the market
by Tony Vidler        A problem for many of todays professionals is figuring where to compete in the market…or rather, which area of expertise or service offering to lead with in their marketing efforts.   Once the target market clients have been worked out (so we know who we want to appeal to) we have […]
Read more.
common-client-experience
How to reach the “common client”
by Tony Vidler         I reckon our household is pretty common really. We are probably what could be called a pretty “common client”. It’s a pretty common target market for most professional services, and how the people in our house buy things is probably pretty common too.   Like buying a tree as a present […]
Read more.
referreals not converting
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.   Basically it comes down to us not looking good enough on line.  Todays referrals often do a quick search before deciding whether to meet […]
Read more.
constant referral set up
Set Yourself Up Properly For Constant Referrals
by Tony Vidler        To make sure you get constant referrals you need to have a process for making sure that ALL of the actions which go into generating a consistent stream of opportunities are happening ALL the time.   It is a little like trying to play golf: there’s a heck of a lot […]
Read more.