by Tony Vidler       

Clients don’t always choose you, and often you don’t know that they were comparing advisers until it is too late and the choice has been made.  It happens to all of us in our careers.  Once that choice has been made there is not much we can do, but when we know there is a choice being made then we can do something.

You know the situation: you think are close to securing a new client and then you find that they are weighing up whether to choose you or another adviser.    You have already invested hours and hours into working for this prospective client and you know that you have the skills and knowledge they need…but they still can’t (or haven’t) separate you from another professional.  They don’t know who to choose…

The key to having them choose you is to make sure you are pitching yourself as a different type of problem solver to the opposition.  Not making a play for ‘being the best’, or even ‘better’.  But for being different.

In this quick video we explore a simple way of differentiating yourself positively from the competition and helping the clients choose you as THE professional adviser who is right for them – without bagging the competitor or being negative…