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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 […]
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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.   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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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 […]
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This Is Why Most Centre-Of-Influence Referral Marketing Efforts Fail
by Tony Vidler        When it comes to referral marketing efforts there are basically two types of consistent ongoing referrers you can cultivate: 1. happy & satisfied clients 2. centres-of-influence   The second category is the one that many advisers struggle with particularly, and the reason they struggle is because they try to develope the […]
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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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How to Position For The Right Referrals
by Tony Vidler        Getting referrals is difficult enough for many, but getting the right referrals is even tougher. It’s always nice to get a referral of course, but it doesn’t help if we do get a referral and it is someone that we just can’t deliver great value to.   So we do want to […]
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prospecting fishing analogy
Prospecting tip: “Fish at your feet first”
by Tony Vidler A fisherman friend gave me a great prospecting reminder: 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 next to you? Isn’t that […]
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You COULD generate more referrals than you could handle if you use digital well
by Tony Vidler        Regular readers will know that I am a massive fan of using social media and other digital marketing tools and tactics, especially in professional services where we are trying to market our expertise, rather than sell a tangible product.  My reasons are simple: we need to create recognition in our target markets […]
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Help Referrers Really Understand Who You Want To Meet
by Tony Vidler        One of the reasons referrers don’t give us quite the right quality referral most of the time is that we are often very poor at describing the person we work best with when we are having a referral discussion to begin with. It’s our fault; not theirs for the wrong sort […]
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Uncomfortable with Referrals? No problem…there is another way…
by Tony Vidler        Being a firm believer that Word-Of-Mouth marketing is THE most effective form there is, I do bang on about being referable and engaging with the target market…but… REALITY CHECK: Some people just never feel comfortable giving referrals.   In fact there IS a good chance that you will jeopardise your existing […]
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