sales process Archives - Page 11 of 21

Engage With Your New Connections To Get On With Business

by Tony Vidler So you have some new connections on LinkedIn…congratulations. What now? Or rather, what next? How does actual engagement begine? Making new connections via LinkedIn is great…but it is better if you can take those new connections and turn them into meaningful engagement and conversation. It is a business-to-business platform […]

How do you WOW the new client?

by Tony Vidler What steps do you take to eliminate buyers remorse with a new client? It happens with virtually all new clients: You do all the hard work of finding, attracting and engaging them, and of course you have superb service for ALL your ongoing clients….BUT…at the outset when the dust has […]

You can help your clients say YES more often

by Tony Vidler All advisers want clients to say “yes” more often…in particular “yes” to everything that the Adviser could be doing for them instead of just getting a “yes” to one service. To achieve that an Adviser needs to continually raise clients awareness of everything that you can do to help them – […]

The 5 big C’s that will create advocates for you

by Tony Vidler If you want to move clients up the loyalty ladder and create advocates for your business there are 5 critical areas that you have to demonstrate, and the clients have to believe, before the business relationship will bloom to full advocacy. In this quick tips video we discuss these 5 […]

To Improve Lead Conversion You 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 […]

Building A Systematic Referrals Business

by Tony Vidler Building a successful advisory business requires building a systematic referrals process. Key words there are “systematic” and “process”. In the absence of a strong system referrals will simply be received on an ad hoc basis, drifting in whenever a particular customer is especially motivated to do so, or when an […]

How To Get Clients Choosing You

by Tony Vidler You need to get clients choosing you over the other adviser or you’re dead in the water, right? Often you don’t even know that they were comparing advisers until it is too late and the choice has been made. That happens to all of us in our careers. Once that choice […]

Powerful marketing uses this word…

by Tony Vidler Powerful marketing uses powerful words, and there is no word more powerful in marketing professional advice than this one. It is: “Guarantee“ How can we tap into the power of providing a guarantee in professional services, especially in these increasingly litigious and compliance-focussed times? We can use it by […]

why financial planning clients leave the financial adviser

Client Twisting: Why clients move

by Tony Vidler Clients move firms. It is just a fact of life. When they leave us most times we blame someone else…we call it “twisting” or “churning”. The immediate inference is the client only left because somebody else – who is less ethical – took perfectly good business and moved it for no […]

Be Valuable By Simply Making Clients Lives Easier

by Tony Vidler There are many ways to be valuable to clients, and a frequently overlooked aspect of value is simply maing clients lives easier for them. A massive opportunity exists for advisers to remove complexity from their clients lives, and in turn, be valued for the advice and convenience they deliver to […]

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