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Crisis Communications: Sending Virtual Hugs Is Not Silly
by Tony Vidler        ok…maybe it isn’t appropriate for professionals to actually send virtual hug memes.  But then, maybe it is.  It all depends on the relationship you have with the client doesn’t it?  For some it might indeed be right….but that isn’t really the point of this article.   It is the concept of “sending […]
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Prospecting: 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 […]
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Compliant Advice: Paper Beats Scissors Every Time
by Tony Vidler        When it comes to compliant advice Advisers really need to grasp that they are playing a game of “Rock, Paper, Scissors” with every client engagement now. There almost certainly will be an instance where a client throws the Rock…. We try to beat it with Paper. Complaints authority or regulator takes to […]
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Demonstrate Value And Prospects Will Choose You
by Tony Vidler        Smart advisers today make sure they are demonstrating their value to prospects.   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 so today. However, who the prospect decides […]
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Knowing Your Professional Purpose Is Your Game Changer
by Tony Vidler        All the regulatory change has many advisers seriously thinking about how to position for the future, and how to lift performance in a time of squeezed practice margins.  Many are stuck in their existing paradigm of doing business though, and struggle to accept things like remuneration models changing rapidly, long term shifts […]
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Becoming Elite Comes From Being Just 1% Better
by Tony Vidler        Becoming an elite adviser, or building an elite practice doesn’t come about by chance.  It takes graft and grit…and help. Building a great business is rarely the result of a single champion taking on the world.  The champion business owner is usually the captain of a team that has taken on the […]
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If you want people to buy your advice, then dumb it down!
by Tony Vidler        When it comes to getting someone to buy your advice one of the best tips I can give is “dumb it down- but don’t treat them like dummies“.   There is a big difference between “dumbing it down” and treating people like dummies.  The first is about simplifying the message in order […]
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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 […]
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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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You Need Your Own Tight 5 For Long Term Success
by Tony Vidler        When it comes to building an audience of influencers, advocates, raving fans and interested spectators, it all begins with having your own Tight 5.  If you follow rugby you probably got it straight away, but if you don’t follow rugby then this analogy will seem wierd, so humour me for a moment […]
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