social marketing Archives

Ask the expert? Be The Expert That Gets Asked!

by Tony Vidler It is so easy today to get yourself “in print” and be positioned to be the expert that target market customers ask for advice, and being the expert that gets asked leads to those customers putting in place solutions with you. Setting up chat forums, blogs, ezines and so on are all […]

Could you be a Thought Leader Adviser?

by Tony Vidler Business would be easier if people recognised their problems and knew you were the one with the answers, and they just came straight to you to get them solved, right? To achieve that you should be positioning as a thought leader. THE subject matter experts expert. To put it in its […]

How to make yourself scarce…and more valuable!

by Tony Vidler Make yourself scarce. It is a well established economic AND behavioural principle is that people generally will have higher demand for that which is more difficult to get. Less of something makes it more valuable, right? It is a pretty sound principle that consumers tend to have a higher want for whatever […]

Prospecting Idea: Reconnect to Create New Opportunities

by Tony Vidler A simple prospecting idea which usually pays off is simply re-connecting with those who you have spent time with, but did not do any business with. I am talking about “prospects” from 6 months ago…or 12 months ago. There are always people we are seeing who are potentially great customers, but for […]

The Gordian Knot of Getting Referrals

by Tony Vidler Getting referrals consistently is hard for most…but oddly enough it is also easy for many. Or is it? Lots of advisers say they get all their new business from referral, but when you dig into things it seems that actually they don’t get a lot of referrals. The ones they get […]

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 they just […]

Demonstrating Value To Make Prospects Choose You

by Tony Vidler Successful advisers today make sure they are demonstrating value to prospects...before the prospects have agreed to engage and become clients. Having a prospect who is interested enough to hear what you have to offer has always been a necessary step on the path to getting a client, and it obviously remains […]

Pitching Your Marketing To The Target Client’s Buying Journey

by Tony Vidler Most of your target market today go on a “buying journey”. That means they largely control what and when they will buy our products and services…and it is rarely a snap decision made the same day. It is a process of increasing awareness, education and trust building. Every practice needs to be […]

You Need A “Tight 5” For Ongoing New Business Success

by Tony Vidler You want new business and new clients, right? When it comes to building an audience of influencers, advocates, raving fans and interested spectators who will all send business your way, it all begins with having your own Tight 5. If you follow rugby you probably know where I am heading straight away, […]

Target Marketing: Is it an “Either/Or”?

by Tony Vidler Advisers talk about target marketing as if it is an “either/or” choice. One has to be focussed on the ideal client only and ignore everyone else, or alternatively, you have to be focussed on dealing with as many potential clients as possible and give up on the idea of the “ideal”. […]

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