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sales-numbers-suck
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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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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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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transition to business
Lost Sales Skills: How to “get down to business” without drama
by Tony Vidler        The advice industry has lost a lot of sales skills, and it needs them. If we are to help consumers make better decisions and change behaviour then we have to be able to help convince them to change.   The first tension point for today’s professionals is how to transition from the […]
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Innovation, not originality, is the key to better business.
by Tony Vidler        Everyone wants to grow their business, and everyone is looking for new ideas to do it.  But nearly everyone wants the magical original idea that nobody else has ever thought of before, that will guarantee results quickly.   Innovation is by definition original, but originality is not necessarily the same as […]
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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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Give clients the Red Carpet. (But only a small one!)
by Tony Vidler        What is more effective: running a client seminar with 100 guests, or running 5 client events of only a dozen or so at a time?   Research suggests that the best financial advisers tend to run smaller and more intimate client appreciation events, and do them regularly.   The best advisers […]
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leads-need-2-speeds
For Better Conversion, Leads need 2 speeds!
by Tony Vidler        Every lead is gold, and ideally every lead would result in conversion to a client.  The conversion rate really is often the difference between getting a good return on your prospecting and marketing efforts, or perhaps getting no return at all.   The short cut to better conversion is often a […]
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Get enthusiastic if you want clients to engage you
by Tony Vidler        Which one of these 3 is most likely to get the job?   Which one are you when meeting a prospective client for the first time, or at the start of an actual client engagement?   Professional advisers have become dreadfully serious people in recent years with the shift to a […]
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the prospecting process
Prospecting Today: It is a process, not a thing
by Tony Vidler        Prospecting today is a continual process, not a series of one off actions as it once was.     Eons ago when financial advisory work was essentially just a continual series of product sales the prospecting required to be successful was repetitive and continual, but each prospecting call was a one-time […]
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