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You are a professional? That doesn’t mean I trust you.
by Tony Vidler You’re a professional. Should I trust you? Nope. As a consumer, a user of professional services myself, I’m tired of hearing from professionals that they should be trusted just because they are labelled professionals. Let’s face it; many carry the label “professional” only by association anyway. The industry they are in […]
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 […]
Pitching Your Marketing To The Target Client’s Buying Journey
by Tony Vidler Every practice needs to be pitching their marketing efforts at the ideal point in the target market’s buying process, because no practice has enough money and time to cover every possibility. Today’s consumers go through a process of engaging with professionals which is a little different to the consumers of 20 years […]
How do you create an “Act Now” mindset with clients?
by Tony Vidler One of the ongoing challenge in marketing professional services is simply getting people to “act now”. We have to overcome their lack of urgency. Our service will still be there tomorrow, right? And usually the need to be addressed is a future need, and maybe well into the future….so there is […]
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” […]
Top Of Mind Awareness: Being Present Without Being A Nuisance
by Tony Vidler Promoting our personal professional brand is essentially all about creating top-of-mind-awareness. Being the person that our target market thinks of, and then calls, when they recognise a need or desire is our goal. We want to be “top of mind”. To achieve that we must master the art of being present, but […]
by Tony Vidler Whether we like it or not there is nearly always price resistance in delivering financial advice, and how we present our service is a large part of that problem. It doesn’t have to be…we just need to think through the differences between “what we say” and “what they hear”. I often […]
Are you offering Advice clients Fast Food or Fine Dining?
by Tony Vidler Many advisers are unsure about what they offer advice clients – cheap and cheerful advice on the fly, or a superb planning experience. Both do the job, albeit in different ways. But offering fast food at silver service prices is a business model that will struggle…and that’s what happens when there […]
by Tony Vidler Financial Advice is not going through some changes; constant change is the new normal. Whatever regulatory stuff you are going through now in your particular jurisdiction will not be an end to it. It will be ongoing. More importantly though, regulatory change is not the BIG change which will become the constant […]
Give yourself a better chance of having prospects engage you
by Tony Vidler There is one simple thing that advisers should do to improve the probability that prospects will engage: Talk about the outcomes you create for clients rather than talking jargon. In engagement letters and scope of service documents, as well as in advertising brochures or online, too many advisers list their expertise […]