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Could you be a Thought Leader Adviser?
by Tony Vidler         A big phrase of recent times for anyone in professional services is “Thought Leadership”. Everywhere you turn someone is writing or saying “be a thought leader”…and nearly every audience asks “what is a Thought Leader, and how do you get there?”   To put it in its most simple terms, it […]
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Using LinkedIn To Get Business: When Is It Time To Go To The Premium Version?
by Tony Vidler        LinkedIn is basically a business-to-business networking tool, but the challenge is knowing when you should be using Linkedin to get business.  The free version is fine for establishing a profile, but the question then becomes “How do you know when it is time – or worth your while – to upgrade from […]
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financial advisory prospecting
Is that Prospect really a Prospective Client YET?
by Tony Vidler        Oddly, many advisers do not quite get what a prospect is. They often think it is a name with a phone number.  But is that enough for a prospect to really be a “prospective client”?   Knowing their name and how to contact them?   Somewhere on the path to professionalism some of […]
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The Power of Visual Aids
by Tony Vidler        As advisers, we talk a lot.  And when we aren’t talking we are writing. Visual aids, or graphics, tend to get overlooked by us but there is LOADS of research which suggests we should be using loads of visual aids, and perhaps less talk and less writing.   If you doubt the […]
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Are Advisers Overlooking The Obvious?
by Tony Vidler        Advisers are racing to use new technologies and modify engagement & busines processes, and that is totally understandable.  But there is a real risk of losing sight of the essentials and overlooking some basics.   Like, answering a customer enquiry.  Or helping your community in the way you can help best – […]
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Should you give a sly kickback to referrers?
by Tony Vidler        One of the ethical challenges for professionals is how to appropriately recognise the value of a great referrer or Centre-Of-Influence. A little kickback on the sly? Hardly professional. Don’t talk about it and pretend there is no commercial significance? Not great for maintaining trust long term.   It doesn’t have to become […]
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How to Position For The Right Referrals
by Tony Vidler        Getting referrals is difficult enough for many, but getting the right referrals is even tougher. It’s always nice to get a referral of course, but it doesn’t help if we do get a referral and it is someone that we just can’t deliver great value to.   So we do want to […]
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Want to Cross-Sell? Then put a bit of planning into it…
by Tony Vidler        We all know that cross-selling services and products to clients is critical to maximising the value of the client relationship as well as ensuring you are delivering full value to your clients.   So why is it so often neglected?   In part cross-selling is skipped because so many professional advisers […]
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The Continuous Cycle That Is Social Media Marketing
by Tony Vidler         Marketing via social media is a bit like riding a bike: you have to keep pedalling that cycle or the lack of momentum will make it fall over. Many professionals beginning with social media as part of their marketing mix fail to recognise that continual movement is a critical part of making […]
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Don’t rush to go “The Extra Mile” in client service just yet…
by Tony Vidler        Go the extra mile and clients will love you, right?   Maybe not.   While I would be the first to say that an area of opportunity for professional services firms to excel in comparison to their competitors is in “providing service”…the answer to getting to more clients on the “satisfied” […]
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