sales skills Archives

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 […]

An old-school attention-grabbing technique that still works!

by Tony Vidler In the bid to cut through the clutter and noise that surrounds prospects today we often overlook the simple things that used to work – and still will work if we use them. In fact, arguably some of the old-school marketing techniques are potentially more useful in the digital world simply because […]

How To Deliver Value During Prospect Engagement

by Tony Vidler Sometimes when professional advisers are struggling to engage meaningfully with prospective clients, or struggling to get them to engage at all, the solution is to go back to the very basics and question whether YOU are delivering value in their minds. In the continual battle to be relevant and valuable […]

Why Lawyers sell more than Financial Planners

by Tony Vidler Why is it that everyone tells jokes about lawyers and begrudges their work, yet lawyers tend to do pretty well in business? How is it that lawyers who tend to be pretty awful at marketing their services get so much business? Why is it that so many financial advisers […]

Word of Mouth prospecting is still where it is at!

by Tony Vidler Digital marketing and using social media to create an audience and engage with prospective customers is essential for professional services today…BUT… Word-of-mouth marketing is still where it’s at in professional services. In fact, it is more important than ever before. The more impersonal that society becomes and the […]

Blending Old Ways With Modern Comms To Get Attention

by Tony Vidler Blending the old and the new can be a great way to stand out in the digital world, and there are few better examples than this one from an older adviser who was happy for me to share it. He generates excellent engagement and responses…and it is so simple! Remember […]

Know, Like or Trust? Where do you start?

by Tony Vidler By now pretty much everyone has got the mantra that people do business with people that they know, like and trust, but which comes first? Where do you start on building that presence, or relationship? Simple questions perhaps, however when you are first meeting prospective clients and know full well that you […]

Just BECAUSE…..

by Tony Vidler One of the most powerful words in sales and marketing is “because”….and it doesn’t get used enough. …with BECAUSE we can link ideas of logic and emotion. The linking of logic and emotion makes ideas far more powerful and memorable because we can feel and analyse simultaneously. More importantly though it […]

Top Time Management Tip: Take Time Off…

by Tony Vidler A quick Google search on Time Management books threw up 714,000,000 results…so there is no shortage of information out there for busy professionals looking to organise their work, and themselves, better. No matter how many books you read or conference presenters you listen to, the struggle remains the same….too much […]

The 10 Things Top Performing Advisers Do Better

by Tony Vidler Here are the Top 10 things that separate the top advisers from the rest: 1. Have a vision of success The process of building a great, sustainable practice starts with having a clear vision of what you, as the founder and leader of your practice, want it to look and feel […]

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