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The 5 big C’s that will create advocates for you
by Tony Vidler If you want to move clients up the loyalty ladder and create advocates for your business there are 5 critical areas that you have to demonstrate, and the clients have to believe, before the business relationship will bloom to full advocacy. In this quick tips video we discuss these 5 […]
by Tony Vidler Building a successful advisory business requires building a systematic referrals process. Key words there are “systematic” and “process”. In the absence of a strong system referrals will simply be received on an ad hoc basis, drifting in whenever a particular customer is especially motivated to do so, or when an […]
by Tony Vidler We begin with the assumption that you deserve referrals….and thereafter it becomes a process of determining how best to position for the right referrals. It is important that you generate the right sort of prospective new clients as not all prospects become the right clients for your firm, and you […]
by Tony Vidler Getting more referrals is a bit of a Holy Grail for most advisers. Referrals are gold and we all know that, yet it seems so hard for so many professionals to create consistent and constant referral business. We know that referrals remain the most powerful marketing despite the plethora of advertising and […]
by Tony Vidler Getting the COI onboard requires a fair bit more than a smile and a handshake. The potential Centre-Of-Influence that you want to network with is the gatekeeper to the clients you want to work with, and there are generally 4 things that stand in the way of them actually letting you […]
by Tony Vidler Virtual meetings are efficient, but if there is one thing that can help any professional fuel referrals it is face-to-face time with clients and influencers. Actual getting-together-with those other humans more often tends to lead to better or deeper relationships, and more opportunities to be positioned for referrals and recommendations. […]
by Tony Vidler Testimonials are great marketing, but they are losing their effectiveness a little if you still do them conventionally. All is not lost with testimonials however, as one small change CAN make them resonate with your target audience a little better. Consumers are not silly and they know we are never […]
Appealing To An Influencers Self Interest For Common Good
by Tony Vidler Advisers should not overlook the potential to generate more interest with influencers in referring clients by appealing to their self interest. I am talking about their self-interest in the context of helping them keep their clients in business – not from the perspective of tryin g to simply make more […]
by Tony Vidler For referral alliances to be sustainable both parties must feel that the alliance is equitable. If one party keeps getting more out of it than the other, is that alliance likely to last long term? One party at some point is going to feel that the relationship is rather one-sided […]
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”. […]