sales tools Archives - Page 3 of 8

How could you make your “Advice” become tangible?

by Tony Vidler Sensory sells…having an intangible become tangible absolutely helps people buy. And when it comes to buying “the tangible”, presentation is everything isn’t it? The most ordinary things become something special when beautifully wrapped and presented. The wrapping and presentation creates intrigue and interest and heightens the anticipation and pleasure…. Is it possible […]

Compliant Advice: Here are the only 3 things that matter

by Tony Vidler Whenever the topic of compliance, or the “advice process”, comes up most advisers see themselves like this: Everyone is throwing everything at you with the sole intention of destroying you, right? As a consequence, compliance is largely considered a burden. As is usually the way of these things a substantial body […]

Clients need to be reasonable and meet expectations too

by Tony Vidler It is not unreasonable to have reasonable expectations, is it? Whenever we enter into an agreement with somebody else to work together on anything it is fair to say that we both have expectations about how the arrangement is going to work. That applies whether the arrangement is moving into a […]

First, Become Famous In Your Neighbourhood

by Tony Vidler Where are your advertising dollars, and efforts, going to get the best return? It seems that the majority of small businesses get the majority of their new clients from their local area, which is not terribly surprising given that most professional service businesses largely compete on “convenience”. Without a compelling value […]

Who you know matters more than anything else

by Tony Vidler There’s too much emphasis now placed upon “what you know“. Who you know matters more if you want to have a successful business. I know…I know…heresy! (But hear me out). Most professional advisers today actually know enough. Sure, we always need to improve and there’s always more to learn and continuous […]

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 is […]

Improve your sales results with a quick “Kerbside Review”

by Tony Vidler One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one. It is the “kerbside review” (I know…USA spelling, but this concept did originate in America I believe!) If we […]

How to do client video testimonials the right way!

by Tony Vidler Testimonials are good for business – but we all know that, right? 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 […]

10 Ways To Build Trust With Prospects

by Tony Vidler Trust is not given automatically by consumers. You have to build trust with prospects in todays market over time. That’s a reality. It is earned. 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 ourselves. There […]

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. Great […]

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