sales process Archives - Page 8 of 21

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 to […]

2 things to look for when hiring a Virtual Assistant

by Tony Vidler As cost pressures mount and margins decrease for many professional service firms they are increasingly looking to hire “virtual” staff. That is, staff who are not necessarily permanently on the payroll, and definitely not permanently on the premises needing “housing”. India and the Philippines are probably leading the charge in providing […]

Not all clients are equal…well, not equal value anyway

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, and […]

3 Is The Key To Effective Presentations

by Tony Vidler 3 is the magic presentation number. Effective presentations are structured in “threes”. It is a well established principle that people absorb information best when it is presented in 3 points…and while listing your best 3 features or benefits is more effective than listing your top 10 to most consumers, applying a […]

Where your Value Proposition REALLY fits in

by Tony Vidler A well crafted and well articulated Value Proposition is the key component in any good marketing strategy. Even though it is the most important part of the entire marketing message, it is not the first thing however… To craft a great marketing message for your business there are three essentials and […]

How to create a MORE effective client report

by Tony Vidler The typical financial planning report or statement of advice produced for clients is ineffective. An effective report gets the key points across as quickly and as simply as possible, so that the reader understands them, and is then able to make decisions relatively quickly and easily. It will engage, motivate and rapidly […]

I sell…You sell…We ALL sell. Or should do…

by Tony Vidler I am a professional. I am a salesman. These two things are not contradictory. We all sell stuff. It seems like I’m selling my time these days…sometimes a product….sometimes it is just selling concepts and possibilities. Mostly it is selling behavioural change & fixing other peoples’ problems though. But I sell. […]

The biggest personal productivity killer for Advisers

by Tony Vidler Everyone would like to have better business results for less work, and have more time away from the business. Personal productivity – or business efficiency if you prefer – matters, and there are a host of things that can kill it, but there is one really big killer of productivity. It […]

Sales management is more than “make the troops jump through hoops”

by Tony Vidler The majority of professionals running practices have superb technical competency, and often have significant commercial management skills, but a very common shortcoming is “Sales Management” experience or skills. The typical result of this shortcoming is that management of the revenue producers in a professional practice becomes a matter of making the […]

Let Your Prospects Try-Before-They-Buy

by Tony Vidler “try before you buy” is a great way of removing risk for a consumer from a big purchasing decision, isn’t it? We can learn from the retail sector here because they figured this out years ago. One of the toughest challenges is getting customers to switch brands or products. You know […]

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