sales tools

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 306 other followers

sidebar_tony
Facebook: 7618628, Twitter: 14026, LinkedIn: 689
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 […]
Read more.
How to do client video testimonials the right way!
by Tony Vidler        Testimonials are good for business – but we all know that. Video testimonials are even better for business – and not everyone has got THAT yet. Being able to see the body language, and hear the inflections in a clients voice as they talk about their positive experience, are far more […]
Read more.
The most preferred, and most effective, client communication tool?
by Tony Vidler        Engaging with clients and prospects is critical to getting the right business from the right people, and there is a surefire client communication winner (still): The humble electronic newsletter.   Let’s begin by thinking about what you are trying to achieve with any client engagement method and you will probably come […]
Read more.
Here is how to explain, and show, your value to a client in 10 seconds
by Tony Vidler        I am a massive fan of drawing little diagrams to explain technical ideas, but they are also a fabulous way of articulating the more nebulous concepts that people struggle to grasp.   One of my favourites is a very simple picture that anyone can scribble on a cocktail napkin in 10 […]
Read more.
Your brilliance doesn’t matter as much as who you know
by Tony Vidler        There’s too much emphasis now placed upon “what you know“. I know…I know…heresy!   But here’s a radical thought: most professional advisers today actually know enough.  Sure, we always need to improve and there’s always more to learn and continuous learning is simply a part of being a professional…BUT…the balance between […]
Read more.
The case for using Case Studies
by Tony Vidler        One of most powerful marketing tools appears to be one of the least used in professional services.   Case studies work so well in professional services because so much of what we can do for clients, or the outcomes they get from working with us, remain a mystery to the non-clients.  […]
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.
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 […]
Read more.
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 […]
Read more.
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 […]
Read more.