Value Proposition Archives - Page 9 of 10

Why we get price resistance

by Tony Vidler Whether we like it or not there is nearly always price resistance in delivering financial advice, and how we present our service is a large part of that problem. It doesn’t have to be…we just need to think through the differences between “what we say” and “what they hear”. I often […]

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 […]

How clients choose when Advisers all seem the same

by Tony Vidler How do clients choose which adviser to use when to outsiders looking at the profession as a whole, everyone looks about the same? Sure there are individual differences in the human beings, with the full range of beautiful people, and those who are beautiful only to their mothers perhaps, and all […]

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 […]

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 […]

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 […]

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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