sales process

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 310 other followers

sidebar_tony
Facebook: 0, Twitter: 13985, LinkedIn: 689
Sell holes, not drills, to get more customers
by Tony Vidler         When people go to the hardware store and buy a fantastic electric drill they are not usually terribly interested in the drill itself.   They want a hole.   This is an elementary truth about consumers buying behaviour  They buy products for what the products can do for them, not because […]
Read more.
If it’s too expensive then there is a value gap
by Tony Vidler        If there is one objection which continually gets professionals in a tangle it is the client who says “it’s too expensive”.  When a client says “too expensive” YOU you haven’t done your job…there is a gap between the value being delivered and value being perceived by the client.  A value gap […]
Read more.
New Ways To Lift The Game With Customers
by Tony Vidler        Have you thought about rolling the dice and asking your customers what they would like you to provide?   In professional services we are often reasonable at surveying our customers for satisfaction and service levels, and asking generic questions about how we can improve in those areas.  More often than not […]
Read more.
The Pathway To Professional Greatness
by Tony Vidler        There is a “pathway to greatness as an adviser”…and it’s an evolutionary journey, but one where the adviser largely controls how long it takes to evolve.   The professionals who consistently achieve exponential growth and performance results are superb on at least one of the following: know their clients personal lives incredibly […]
Read more.
When To Take Online Engagement Offline
by Tony Vidler        A frequently asked question by professionals using digital marketing is “how, and when, do I take the online engagement offline into the real world?”   Let’s assume for the exercise that you have made a new connection on Linked for example.  Often professionals will make new connections and then wonder what […]
Read more.
How EXCEPTIONAL advisers use their time is not like the average!
by Tony Vidler        Time management is where there is a huge difference between elite advisers and the average advisers. in fact, it is one of the biggest differentiators that help the best performers stand out and excel.   However, the difference isn’t about micro-managing time slots, or about having better time management systems.  It […]
Read more.
Work out where the real money is in your book of business
by Tony Vidler        Let’s talk about one of those elephant in the room things: not all clients are equal for a professional service firm. As human beings they might all be equal, but as clients they are not.   Each client relationship has a commercial value….and a commercial cost.  Each therefore has varying profitability, […]
Read more.
Showing gratitude: Do your clients know that you value them?
by Tony Vidler        Silent gratitude achieves nothing.   Yet, gratitude is one of the most powerful emotions because it highlights to others that you value them, or what they have done.   But gratitude is worthless if you never express it.   It also happens to be one of the most simple ways of […]
Read more.
10 Ways To Build Trust With Prospective Clients
by Tony Vidler        Trust is built over time.  It is earned.  It is not given automatically to most professionals by most prospective clients at the outset. That’s a reality.   The very best we can hope for when someone doesn’t really know us yet is to be trusted enough to be given a chance to prove […]
Read more.
Could Advisers Be DRIVING Revenue To Online Providers?
by Tony Vidler        I do keep wondering if advisers realise how much revenue is waiting to be unlocked by them inside their existing business?   A little while ago I was talking with a business that provides outsourced client servicing solutions and they provided me with some of their data from working with financial […]
Read more.