service marketing strategy Archives - Page 12 of 12

Different communications are methods needed for different clients

by Tony Vidler Different people learn and comprehend in different ways, and different sorts of clients need different sorts of communications methods and styles if messaging is to be truly effective. One size really does not fit all. A Little while ago LIMRA did some research on preferred methods of communications by […]

Sell holes, not drills, to get more customers

by Tony Vidler When people go to the hardware store and buy a fantastic electric drill they are not usually terribly interested in the drill itself. They want a hole. This is an elementary truth about consumers buying behaviour They buy products for what the products can do for them, not because […]

Lead Nurturing: “Me luv you long time” actually pays off

by Tony Vidler It’s funny how the phrase “me luv you long time” has become iconic while being used as a blatant untruth. The way it is used in modern pop culture is to highlight precisely the opposite attitude – me no luv you much at all, but me luv your money. Adopting this […]

Should you be marketing to your existing clients?

by Tony Vidler What do you want most from your marketing: 1. More customers, or, 2. More revenue? Most marketing efforts are aimed at trying to convince strangers to bring their business to you. New clients are good of course, and are in fact vital for the long term success of a business. […]

An advisers engagement process might look something like this…

by Tony Vidler It is a rarity for a new customer to walk in off the street and just decide to buy some insurance or an investment product or a bit of planning from you, right? That probably hasn’t happened for 10 years (if ever!). So how do they decide to buy […]

Commissions, Conflicted Advice…and finding common ground

by Tony Vidler Well..it has happened. Life Insurance sales commission in Australia is regulated to lower levels, albeit with a phase in period. (See: Life Insurance Commission Reform is Happening In Australia) The arguments have at times been ferocious, and those arguments are being watched closely in other jurisdictions such as New Zealand. Here one […]

The Professional Services Firm Model Of The Future Is Possibly A “Fast Food Alley”

by Tony Vidler Ever noticed how the fast food stores tend to cluster together as some sort of “fast food alley”? Have you ever wondered why? There is a “convenience” element for the typical customer of course, however there is a more important reason – which might just be a useful lesson for professionals […]

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