Value Proposition

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Making the move into charging fees for advice
by Tony Vidler        The easiest way for advisers who are worried about trying to charge fees for their expertise or time is to sell a service which is not product related at all.  This seems daunting to the many financial advisers who have “grown up” in an environment where they were paid by commissions […]
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creating brand advocates for ongoing referral business
Creating A Culture Of Client Advocacy For Your Practice
by Tony Vidler        In an ideal world all of our ideal clients would become active “brand advocates” for us…client advocacy would be the key driver of growth in our client base, wouldn’t it?  Our clients whey would be so in love with how our advice and expertise has positively changed their world that they’d […]
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Here is how to explain, and show, your value to a client in 10 seconds
by Tony Vidler        I am a massive fan of drawing little diagrams to explain technical ideas, but they are also a fabulous way of articulating the more nebulous concepts that people struggle to grasp.   One of my favourites is a very simple picture that anyone can scribble on a cocktail napkin in 10 […]
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How are you planning to differentiate and stand out?
by Tony Vidler        You have to differentiate to stand out and attract business…but where do you do that. How do you do that? Well, it begins by thinking strategically about where you want to do it.   I remembering reading way back in one of the academic tomes on marketing that there were 5 […]
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choosing you is a no brainer
These 4 things make it easy for prospects to say YES
by Tony Vidler        We all want all of our prospects to say YES, but getting them to do so isn’t necessarily about having a clever line that they can’t say “no” to.   Which do you think is more effective with todays educated and sophisticated consumer? 1. The clever sales technique that has you […]
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Sell holes, not drills, to get more customers
by Tony Vidler         When people go to the hardware store and buy a fantastic electric drill they are not usually terribly interested in the drill itself.   They want a hole.   This is an elementary truth about consumers buying behaviour  They buy products for what the products can do for them, not because […]
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If it’s too expensive then there is a value gap
by Tony Vidler        If there is one objection which continually gets professionals in a tangle it is the client who says “it’s too expensive”.  When a client says “too expensive” YOU you haven’t done your job…there is a gap between the value being delivered and value being perceived by the client.  A value gap […]
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The Pathway To Professional Greatness
by Tony Vidler        There is a “pathway to greatness as an adviser”…and it’s an evolutionary journey, but one where the adviser largely controls how long it takes to evolve.   The professionals who consistently achieve exponential growth and performance results are superb on at least one of the following: know their clients personal lives incredibly […]
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Which would you rather be: a Brilliant Technician, and bored, or the Orchestrator running the show?
by Tony Vidler        Professional development is all the rage…the regulators and the professional associations and training providers in the compliance space are all putting it top of mind continuously.  And virtually all of them have an extremely narrow focus when it comes to the concept of developing a professional.   Virtually no emphasis upon […]
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When you cannot think of a better way to market yourself, try this…
by Tony Vidler        When all else fails and you are at a loss to market your particular value as an adviser, the safest marketing path is to sell “convenience”.   We all know, because we all do it, it is simply more convenient to go to the supermarket than an array of specialty shops.  […]
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