Value Proposition Archives - Page 9 of 10

Innovation in delivering Financial Advice: Does it have to be this way?

by Tony Vidler “Innovation” and “delivering financial advice” do not usually go together for the majority in the industry. 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? Then the type of advice delivered by tens […]

Position Advice Properly as Success Coaching

by Tony Vidler The perennial challenge in selling advice is positioning it as valuable, and we should think about it and describe it the right way: great advice is about coaching. It IS coaching. Giving advice is all about analysing the desired outcomes for clients, weighing up the possibilities, deciding on the optimal […]

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 […]

You are a professional? That doesn’t mean I trust you.

by Tony Vidler You’re a professional. Should I trust you? Nope. As a consumer, a user of professional services myself, I’m tired of hearing from professionals that they should be trusted just because they are labelled professionals. Let’s face it; many carry the label “professional” only by association anyway. The industry they are in […]

Are you offering Advice clients Fast Food or Fine Dining?

by Tony Vidler Many advisers are unsure about what they offer advice clients – cheap and cheerful advice on the fly, or a superb planning experience. Both do the job, albeit in different ways. But offering fast food at silver service prices is a business model that will struggle…and that’s what happens when there […]

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 […]

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 […]

Value is not Black and White, it is Shades of Grey

by Tony Vidler At the most basic level “Value” can easily be defined: Value is Benefits less Costs. That simple definition doesn’t highlight the enormous range of definitions for “Benefits” though, which is why trying to understand what value is results in everyone seeing a different shade of grey. The range of possible benefits […]

Be Your Client’s Consigliere

by Tony Vidler Which is the more effective style for a financial adviser to adopt: 1. The Expert OR 2. The Counselor It is a question many struggle with, and the ideal position is actually: “be either depending on what is required” This choice is not really […]

The Professional’s Branding Challenge: how to look different while blending in (& why it matters)

by Tony Vidler When it comes to creating a personal brand as a professional, the irony is we have to look different – while blending in and looking the same. One cannot afford to look any less professional than your peers or competitors. So to a large degree degree there is a market expectation […]

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