SteveBillinghamConsulting

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Passionate about your business

Marketing

Referrals rule

Referral business is the best type of business. But you don’t have some god given right to referrals. They have to be earned. When you’ve earned it, you end up with loyal customers pre-sold on your expertise and credibility. They become your greatest advocates. You’ve earned their trust and confidence. They, in turn, are comfortable …

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Value your referral sources

It’s hard not to be thrilled when an existing client (or someone else you know) refers a prospective client to you. To land such a referral, you have to have done a lot of things right. Once you get a referral, congratulate yourself. Your efforts and the strength of your relationships have paid off. But here’s something you …

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6 reasons why people don’t engage your services

In this weeks post I want to look at the 6 most common reasons your prospects or target audience DON’T buy from you and what you can do about it. Reason No.1 : They don’t understand what it is you do. You have to help your target audience to see what you do. Your service is …

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Are you helping your clients to help you?

Referrals are an adviser’s best source of new clients. Why? Well because in the real world, the person who is referred and gets introduced is the one who gets the meeting. The problem is many advisers don’t ask for referrals or they don’t know how to ask for them. One of the main reasons they …

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Keeping it simple socially

More and more advisers are using social media as a way to build brand awareness and ultimately engage with potential clients. Most of those who aren’t using social in their communications strategy already are considering foraying into it as the next phase of their “marketing” strategy. However, many are still sceptical of the benefits and …

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The Experience of Insight

Do you know why we sometimes struggle to convince people to see what we see? Have you had an “Aha!” moment? What we are referring to here is “Insight;” A shift in our minds and consciousness that either means we see something others don’t, or that recognition when we, ourselves, ‘get it’. I was fortunate this …

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6 steps you need to take to getting “RDR ready”

The FSB’s Retail Distribution Review (RDR) is just around the corner and firms need to be thinking about getting ready. The UK RDR process started with consultation in 2006, fully six years before implementation in 2012. Whilst the process will inevitably be a bit different in South Africa, the direction of travel is fundamentally the …

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Networking your way to more new clients

Networking is a crucial part of developing a referral network and opening new doors. And many advisers we work with are building profitable businesses almost solely on referral business. So building a referral network is a great way to find new clients and prospects. However, networking is not about trying to sell your services to …

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Do your clients REALLY trust you?

According to a research by PWC, trust in financial services organisations has fallen even further. In their report “Stand out for the right reasons – How financial services has lost it’s mojo and how it can get it back”, they report that according to their survey only 28% of consumers trust financial advisers. Worse still …

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Two extremes of customer service

Last week was pretty hectic in terms of client work with  consulting days in Europe and back here in the UK and for this post I wanted to share with you two “polar opposite examples of “customer experience”. I’ll leave you to choose which to model your own “client experience” on. After a “full on” …

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