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sales-marketing-for-financial-advisors
Big Ticks: The Best Stories For Professionals This Week
by Tony Vidler         Information, ideas, tips…the articles for professional advisers which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead.   These are the highlights from the week that you should stop and read, as they […]
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free-initial-meeting
Your FREE service is a barrier to getting the right business
by Tony Vidler        Most professionals at some point offer complimentary initial meetings or consultations with clients as a “free service”. It simply isn’t true, and that in itself prevents the right sort of clients coming your way. The fundamental reason why this just doesn’t cut it with consumers is because they don’t believe it.  […]
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practical-financial-planning
Describe Your Services In Practical Terms To Get More Buy-In
by Tony Vidler        Advice should, almost by definition, be “practical”.  It should be a clear course of action that a client can use to achieve a specific outcome.  Why don’t we describe our advice services that way then?   Consumers often struggle to understand what we can achieve for them (or help them achieve), […]
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service-value
You Deliver Value, So Why Not Promise It?
by Tony Vidler        Nearly every professional gives an initial “no obligation meeting” to prospective clients, and nearly everyone delivers value to those prospects during that initial meeting.  But hardly anyone seems to market that value being delivered, instead opting to focus upon one of the other 2 immediate benefits to the prospect.   When we […]
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adviser-as-private-banker
Be like the Private Banker in order to become invaluable
by Tony Vidler        Emulate “the Private Bankers” is the sage advice of Dr Phillip M. Randall for advisers when it comes to combatting the multiple pressure points of rising consumer expectations, technology-driven and cost-focussed solutions, and the trend for “self management” in all things by clients.   I had the pleasure of spending a little […]
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innovate
Innovate to Differentiate (it CAN be done by professional services firms)
by Tony Vidler        There is a perception that in order to innovate one must receive a flash of inspiration.  A blindingly brilliant epiphany-like moment.   Sometimes that happens.  More often than not innovation is a deliberate process of breaking down and reinventing, or rather, it is about re-imagining.   The process is itself relatively […]
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sales-marketing-for-financial-advisors
Big Ticks: Best Stories For Professionals This Week
by Tony Vidler         Information, ideas, tips…the articles for those giving professional advice which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead.   These are the highlights from the week that you should stop and read, as they […]
Read more.
get-attention
8 Seconds to Get – or Lose – That Prospect
by Tony Vidler        You will gain or lose potential clients in just 8 seconds….well, actually it is a lot less than that.  The clock is ticking…and a lot faster than many realise.   In reality you have 3 seconds or less to get them to engage with you and your message, or they are probably […]
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sales-marketing-for-financial-advisors
Big Ticks: Best Stories For Professionals This Week
by Tony Vidler         Information, ideas, tips…the articles for those giving professional advice which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead.   These are the highlights from the week that you should stop and read, as they […]
Read more.
adviser-value
What Problems Do You Fix?
by Tony Vidler        In the struggle for professionals to define a value proposition perhaps one of the easiest ways to do so is to begin by asking “What problems do we fix?”   It is a simple question for sure, but it cuts to the chase.  It helps us zero in on what it is […]
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