sales tools Archives - Tony Vidler

customer service pays for financial advisors

Professional Service: There’s extra money in going the extra mile with your service

by Tony Vidler Often advisers forget how valuable the service bit is in their “professional service” business. Everyone has heard some story about how a business did well from going the extra mile for a customer…but rarely do you hear about a professional services business that has a standing process for going the extra […]

It’s Prime Networking Time!

by Tony Vidler There are two types of advisers at this time of year: 1. those who begin finding it tough to close out the game 2. those who are already started on a new game. Typically in December & January most clients are trying to close out their own business games….get THEIR jobs […]

Time Management Problem? Try Planning Your "Perfect Week" To Begin With…

by Tony Vidler Why is time management such an issue for professionals when they are good at planning? We can take it as a given that financial advisers and financial planners are good at planning generally. And they are very good at operational planning, which is that stuff that often gets referred to as […]

Want Prospects To Open Up? Learn from the Pro’s who make millions doing it for a living…

by Tony Vidler We need prospects to open up if we are to to do our jobs well and help them as much as possible. That takes a bit more thought and skill than merely flicking between open and closed questions. In today’s world with it’s much greater emphasis upon individual opinion and with our […]

How to validate your preferred solutions

by Tony Vidler Most experienced advisers have preferred solutions that they go to first. But the variety of preferred solutions from those very good advisers often concerns regulators and industry observers…and that’s usually because there is a process lacking for validating those preferences. Everyday the situation arises where one adviser recommends Company A as a […]

Here is how to explain, and show, your value to a client in 30 seconds

by Tony Vidler I am a massive fan of using simple diagrams to explain technical ideas, but they are also a fabulous way of articulating concepts that people struggle to grasp. One of my favourites is a very simple picture that anyone can scribble on a scrap of paper in 30 seconds, which is […]

How do you create an “Act Now” mindset with clients?

by Tony Vidler One of the ongoing challenge in marketing professional services is simply getting people to “act now”. We have to overcome their lack of urgency. Because our service will still be there tomorrow, right? And usually the need to be addressed by us is a future need, and maybe well into the future….so […]

A simple way to boost your marketing impact with your daily emails

by Tony Vidler Have you thought about the marketing impact you could get with your daily emails? Probably not, because rarely do we think of the 60-100 emails we send 1-to-1 daily as “marketing” so we also don’t think of them in terms of having a potential return on investment either. But we should…in fact […]

Use a puzzle to provide clarity to clients!

by Tony Vidler How often do financial advisers struggle to explain to prospective clients, or audiences at large, what it is they do? Providing clarity so that clients do not struggle to understand the explanation must be the objective, surely? This diagram pictured on the left is an excellent tool that works well (even with […]

Sales Technique Is The Key To Opening Minds

by Tony Vidler “Sales Technique”…the very phrase sends shudders down the spines of professionals today it seems. Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers do actually have to “sell” – even if they don’t want to face up to that. A large problem for many newer […]

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