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Sales Activity Can Be Gamified
by Tony Vidler some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them. “Sales activity” as a concept is probably abhorrent to many professionals today, but it is simply about managing the inputs which provide the outputs that your business wants. […]
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” (hat tip to the USA with the spelling, but this concept did originate […]
Why Professionals struggle to get referrals consistently
by Tony Vidler Getting referrals consistently is how many great advice businesses achieve systematic growth. “Consistently” is the key word that should be linked to “growth” here…and some research a little while ago in Australia highlighted why so many firms struggle with this. It is because they are not systematic in their approach […]
Complicated products have owners manuals, why don’t ours?
by Tony Vidler face it: our products are complicated as far as clients and prospects are concerned. The funny thing is, nearly all of the products we buy are pretty complicated these days. Even though we men folk tend to ignore them to begin with, most of the complicated products come with explanations […]
by Tony Vidler One of the toughest areas of practice management is building the right team around you. So it is best to begin with an unpalatable truth: It is inevitable that at some point you will get team selections wrong. You will get hiring decisions wrong….and sometimes firing decisions wrong too. More […]
by Tony Vidler It is a peculiar thing…most of us recognize the difference that good coaching – or poor coaching – can make to any athlete or sports teams performance. In fact most of us have often held quite passionate views about the merits of coaches…Very few professionals however seem to make the link […]
by Tony Vidler We often find ourselves giving good advice only for clients to then dawdle over the implementation of it. That of course presents a range of “risks” for clients as well as being frustrating for the adviser. Whether that risk is the “time cost of their money”, or an opportunity cost, or […]
by Tony Vidler I just covered the need for practitioners to raise clients awareness of everything that you can do to help them – making sure they know all of your areas of expertise. All too often professionals lose business from good clients simply because the clients were not aware that the practitioner was […]
Are you sure your clients know what else you COULD do for them?
by Tony Vidler All too often advisers are disappointed to find that a client has done business elsewhere…that their “main” adviser could have done for them! The reason is usually a very simple one: the clients do not know everything we could do for them. Or perhaps they did know, but forgot. Or […]
How to challenge a clients thinking without actually getting into a challenge
by Tony Vidler Perhaps the toughest task any adviser faces is challenging a clients’ own thinking, but without getting into a confrontation. Most of us find ourselves occasionally dealing with a client who already thinks they know the answers – they haven’t come to us for advice, they have come to us for validation […]