prospecting

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Why advertising doesn’t work sometimes
by Tony Vidler        At some point most professionals consider using advertising as a means of lead generation, and usually it doesn’t work quite as well as they hoped. There are a few things to get right when it comes to creating advertising which generates the results you hoped for but the most obvious reason […]
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Don’t overlook your low-hanging fruit
by Tony Vidler        Have you ever thought about where the easiest wins are in getting new business? Or if you prefer; where the low-hanging fruit is?   There will be latent opportunities inside most professionals businesses, and usually those opportunities are taken on an ad hoc, or reactive, basis rather than being pre-planned.   There […]
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financial advisory prospecting
Is that Prospect really a Prospective Client YET?
by Tony Vidler        Oddly, many advisers do not quite get what a prospect is. They often think it is a name with a phone number.  But is that enough for a prospect to really be a “prospective client”?   Knowing their name and how to contact them?   Somewhere on the path to professionalism some of […]
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referral generation for financial advisers
How to position yourself for referrals from clients
by Tony Vidler        Getting referrals on an ongoing basis from happy clients largely comes down to positioning for them correctly.   Put some thought into how you will position the expectation, and when you will do it in your client engagement, to increase your chances of success.   Most importantly though, earn the right to […]
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trial closing
Lost Sales Skills? Trial Closing Techniques Are Still Very Useful
by Tony Vidler        Trial closing techniques from the world of sales are still very useful for modern professionals wanting to figure out whether their prospective client is getting onboard with the advice or not.   Nobody likes to be “closed” by a sales person, and we sure don’t want prospects to feel like we […]
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Prospecting: Reconnect to Create New Opportunities
by Tony Vidler        A simple prospecting idea which usually pays off is simply re-connecting with those who you have spent time with, but did not do any business with.  I am talking about “prospects” from 6 months ago…or 12 months ago.   There are always people we are seeing who are potentially great customers, but […]
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If you need more clients then you probably need different skills
by Tony Vidler        Financial advisers who need more clients need to be better marketers than salespeople in todays environment.  For most that means they probably need new, or more, skills.  Not more technical skills; more commercial skills.   While financial advisers have been figuring out how to get ever-more-compliant and deliver yet-more-paper over the […]
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pitching the message
Pitching Your Marketing To The Target Client’s Buying Journey
by Tony Vidler        Every practice needs to be pitching their marketing efforts at the ideal point in the target market’s buying process, because no practice has enough money and time to cover every possibility. Today’s consumers go through a process of engaging with professionals which is a little different to the consumers of 20 years […]
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Is this why prospects ignore your networking effort?
by Tony Vidler        Networking often seems to be harder than it should.  It is amazing how many people forget, or ignore, basic social skills and common courtesies when trying to network – especially in online networking platforms such as LinkedIn.   Speaking personally, I ignore people trying to network with me on a daily […]
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Ask the expert? Be The Expert That Gets Asked!
by Tony Vidler        It is so easy today to get yourself “in print” and be positioned as the expert that target market customers ask for advice. and being the expert that gets asked leads to those customers doing business with you.   Setting up chat forums, blogs, ezines and so on are all relatively easy […]
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