referrals Archives - Page 3 of 4

What The Kardashian’s Can Teach Us About Reputation Marketing

by Tony Vidler For many successful advisers their reputation is the critical marketing success factor in their careers. And who has done reputation marketing – or “famous just for being famous” – better than the Kardashians? Reputation in professional services often drives more recommendations or referrals that lead to new business than practitioners […]

Are You PLANNING To Build Influencers?

by Tony Vidler For an industry focused on planning, advisers have a tendency to forget planning how they will build their influencers. I know that sounds like a heck of a generalisation, however it is one founded upon my own experience with advisers. Developing a centre-of-influence is often approached enthusiastically and with all […]

Thoughtful Thank You’s Generate More Referrals

by Tony Vidler Getting more referrals from existing clients and relationships is often a challenge, but you can generate more referrals from past referrers with a little more thought. Being thoughtful about expressing gratitude extends beyond “what is an appropriate gift”. Being thoughtful about how you deliver a gift and how you […]

Little Giveaways Can Generate Recomendations

by Tony Vidler If you want to generate recommendations from clients and prospects it pays to understand how it is a different process from getting referrals, and if referrals are “the gold medal” then recommendations are the “silver”. Not the ultimate perhaps, but well worth having, and arguable a little easier to get. […]

Which prospecting method delivers the best results?

by Tony Vidler The prospecting method that keeps on delivering the most opportunities is Referrals. A distant second in the source of new clients for advice firms is Centre of Influence referrals. Research by the Financial Planning Association showed that on average in the previous year some 34% of new clients came from […]

The key to successfully networking with Accountants

by Tony Vidler The key to successful professional networking is as simple as creating a win-win…everyone knows that. Networking with accountants will be successful if you know what the “win” looks like for them. Advisers historically – for all their networking and personal sales and relationship management skills – have not been terribly successful […]

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 […]

The Gordian Knot of Getting Referral Business

by Tony Vidler Getting referral business is hard…but oddly enough it is also easy. Lots of advisers say they get all their new business from referral, but when you dig into things it seems that actually they don’t get a lot of referrals. The ones they get are great, but they don’t get loads […]

Referrals: You are probably letting hundreds go each year

by Tony Vidler Why so many professionals struggle to get referral business consistently generally comes down to 2 things: 1. They don’t position for them 2. They aren’t prepared in advance Something like one-third to a half of the people we engage with might be prepared to provide referrals – IF we […]

Dropping the “Who Do You Know” bomb is dumb.

by Tony Vidler One of the time-tested techniques of sales is to obtain referrals by dropping a “who do you know” bomb on them…and it is dumb. It has never actually worked all that well really, and it works even less well today. Adding an extra word in there doesn’t make it […]

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