sales tools Archives - Page 8 of 9

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 […]

Question: What’s the worst that could happen if you asked this?

by Tony Vidler Great questions are integral to client engagement, but what is a really GREAT question? One of the keys to success for any professional is having strong sales skills, or to put it another way, the ability to influence clients to shift their thinking. Is that “selling” though, or is that just […]

Want Prospects To Open Up? Take a tip from the professional interviewers

by Tony Vidler Once upon a time everyone was taught the difference between open and closed questions as the key to engaging prospects…and it worked for a fair while. In today’s world with it’s much greater emphasis upon individual opinion and with our professional focus having shifted entirely onto what the client cares about rather […]

Using Gamification To Engage With Prospects

by Tony Vidler Behavioural finance meets gaming meets technology and that means “marketing opportunity”. One of the newer marketing concepts arising from these trends converging is “gamification”, and while it is being used in all sorts of industries to engage consumers with new products and services it doesn’t appear to have really attained great traction […]

A simple way to boost your ROI with your daily emails

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

One thing we should learn from the Robo’s…

by Tony Vidler Like it or not, we have to accept that the “Robo’s” do some things better than human advisers do…especially when it comes to removing barriers for consumers to engage. If we look at any of the good online retailers or service providers – whether it is in financial services or selling […]

Why have a WHY video, and what should it cover?

by Tony Vidler There sure a variety of opinions on how a “WHY” video should be constructed, and what you should cover in it. For me, most of the stuff you read and hear about how they should be just doesn’t make sense. That’s probably because I keep thinking about it from the perspective of […]

How to create a PROCESS to validate your product recommendations

by Tony Vidler Everyday the situation arises where one adviser recommends Company A as a solution for clients, and another adviser trying to work with the same clients suggests that Company B is better. This always creates confusion for clients of course, but when it comes to deciding between insurance companies or products it […]

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 […]

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