Value Proposition

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cashing-in-on-advice-qualifications
Make your professional designation mean something to clients
by Tony Vidler        In a time where so many professionals struggle to identify and articulate their value to consumers I have to wonder why aren’t more professional financial advisers using their designations and qualifications better?   Does it mean anything to potential clients?   Often it doesn’t.  And the reason it doesn’t is because […]
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adviser-value-proposition
What is NOT a Value Proposition…and what is.
by Tony Vidler        Value Proposition. It is the value that you propose to deliver to a potential customer.   What it is not is anything other than the value you propose to deliver to them.   Seems simple enough, doesn’t it?   Apparently it isn’t though.   Pretty much every professional you talk to […]
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ideal-prospects-call-you
Getting to “Ideal Prospects Call Me!”
by Tony Vidler        We all want to be at the point where the ideal prospects just ring in – preferably continuously. So many incoming calls from ideal prospects in fact that we have to put our fees up just to control the demand.   Nirvana!   Oftentimes we see senior professionals where that is […]
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your story
Be like George…share your story!
by Tony Vidler        Professionals should take a leaf out of George’s playbook and share their story.   Be like George.   Who is George?   He’s just a young man who is trying to get ahead in life and who took the initiative to get out and start marketing himself – and is doing […]
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valuing advice
Properly Valuing Your Advice
by Tony Vidler        I am really poor at valuing the advice I give.   Always have been I think.   But then, that isn’t unusual for financial advisers is it?   In my experience most financial advisers are poor at valuing the advice they give.  This is despite a number of excellent studies highlighting […]
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what's in it for me
Answer the only question that matters and prospects will do what you want
by Tony Vidler        The W.I.I.F.M. – The big “what’s in it for me?” question is the only question that matters to a prospect isn’t it?   Strip away all the behavioural psychology and best practice advice process…forget sales technique and cunning tactics to trick people into opening their wallets.  Just answer this question at […]
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financial planning process for prospects
Show Prospects The Planning Process, And Get CLIENTS
by Tony Vidler        The Challenge: Getting prospects to buy into the financial advice planning process.   The Solution: Show them HOW the process works.   The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages of engagement that they struggle […]
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challenge your thinking
Innovation in Advice: Why does it have to be this way?
by Tony Vidler        “Innovation” and “delivering advice” do not usually go together do they? The way advice is delivered by tens of thousands of professionals tends to gravitate to the same methodology.  There is safety hiding in the herd, right?   The type of advice delivered by tens of thousands of professionals tends to […]
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what is value
What IS value to your prospect?
by Tony Vidler        It may seem an obvious question; but do you know what IS “value” to your prospect?   Value can be determined by any individual in any number of ways of course, and what is valuable to one person is not necessarily so to another.   Offering water to a drowning man […]
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creating-a-value-proposition
How to begin creating a Value Proposition
by Tony Vidler        Creating a value proposition that truly differentiates a professional and resonates with the target market audience is one of the hardest things to create, and one of the most important.   It is THE thing which sits at the centre of all your marketing if you get it right.  It becomes […]
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