Sales & Marketing for Professional Services

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When Your Sales Numbers Suck…
by Tony Vidler        Sometimes the best thing an adviser can do is admit to themselves that their sales numbers just suck.   It’s the age-old “you can’t improve something until you admit that there is something wrong with it“.   The reason for pointing out the obvious here is that there are plenty of […]
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Who is paying who for financial advice?
by Tony Vidler        Who is paying who for financial advice will become the biggest question in consumers minds as the industry stakeholders continually and very publicly debate fees, commissions  and conflicts of interest in financial services.   For many advisers yet to experience it, full transparency on costs and fees is good for business. […]
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financial planning process for prospects
Show Prospects Your Advice Planning Process To Get CLIENTS
by Tony Vidler        The Challenge: Getting prospects to buy into your financial advice planning process.   The Solution: Show them HOW the process works before asking them to commit.   The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages […]
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the sale you have to make
The first sale you have to make…
by Tony Vidler There is a sale that advisers have to make, before they make a sale.  The first sale that has to be made is YOU.   Advisers often tell me they are struggling to get potential clients to engage.  The increasing compliance and documentation of advice, and the need to establish professional credentials […]
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being-an-authority
The Path To Becoming An Authority
by Tony Vidler        Becoming an authority is the thing that almost certainly guarantees you will continue to get enough business to have a decent livelihood, if not an outstandingly successful career.   It is one of the key principles of influence identified by Cialdini, and for many in professional services it is a career […]
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How can you value financial advice?
by Tony Vidler        Putting a value upon financial advice is a tough issue for advisers and consumers alike.  There is a pretty basic concept as far as “Value” goes for any consumer purchase though which is not a bad starting point, and it can be put into a formula: “Value = Benefits – Cost“ It […]
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The New Paradigm of Professional Services Marketing
by Tony Vidler        There has been a significant paradigm shift in how professional services marketing and sales functions interact.   A fundamental change to how we understand and use the knoweldge of the consumers emotional buying cycle has already happened.   The traditional view of “marketing generating leads” and then “sales converting leads into customers” […]
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influencer soft skills
The Adviser as an Influencer
by Tony Vidler        The financial adviser is supposed to be an influencer…our role is to influence others to make better decisions than they would otherwise have made.   In order to become a more effective adviser the ongoing development of the skills that are required to deliver influential advice should be deliberately developed.  But […]
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Professional Positioning Powers Elite Performance
by Tony Vidler        The elite performing financial advisers are substantially better at positioning themselves professionally than average advisers are.   That positioning really pays off too: surveys suggest that they get 2.5 X MORE business from new clients than average advisers.  And to really highlight the performance difference they are getting vastly higher business levels […]
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The Professional’s Branding Challenge: how to look different while blending in (& why it matters)
by Tony Vidler        When it comes to creating a personal brand as a professional, the irony is we have to look different – while blending in and looking the same.   One cannot afford to look any less professional than your peers or competitors.  So to a large degree degree there is a market […]
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