advice value Archives - Page 2 of 5

Innovate to Differentiate (it CAN be done by professional services firms)

by Tony Vidler One great way to differentiate is to innovate. You do not HAVE to innovate to differentiate of course, but innovation definitely leads to differentiation. There is a perception that in order to innovate one must receive a flash of inspiration. A blindingly brilliant epiphany-like moment. Sometimes that happens. More often […]

Be like the Private Banker in order to become invaluable

by Tony Vidler To become invaluable, emulate “the Private Bankers” when it comes to combatting the multiple pressure points of rising consumer expectations, technology-driven and cost-focussed solutions, and the trend for “self management” in all things by clients. We are told repeatedly that it is not that far away from AI being able to emulate […]

8 Seconds to Get – or Lose – Your Prospect. Maybe less.

by Tony Vidler You will get or lose your prospect – your potential future client – in just 8 seconds….well, actually it is a lot less than that. The clock is ticking…and a lot faster than you realise. In reality you have 3 seconds or less to get them to engage with you and […]

You Deliver Value, So Why Not Promise Value Up-Front?

by Tony Vidler Why not promise value up-front if you know you can deliver that? It sems an obvious question to ask, yet I find myself continually asking it of financial advisers. Nearly every professional gives an initial “no obligation meeting” to prospective clients, and nearly everyone delivers value to those prospects during that initial […]

What Problems Do You Solve?

by Tony Vidler In the struggle for professionals to define a value proposition asking “What problems do we solve?” is probably the best place to begin. It is a simple question for sure, but it cuts to the chase. It helps us zero in on what it is we actually achieve for clients. We can […]

WHERE do you add value?

by Tony Vidler In the continual search for differentiation strategies and creating a strong sense of “value received” by clients one of the ways to think about how to stand out is to consider where you choose to try and add value in the prospects buying path. There are a number of fairly […]

Is Your Value Proposition Consistent With Your Strategy?

by Tony Vidler Two areas advisers wrestle with forever seem to be creating a value proposition and creating a strategy. There is a way of helping to define both in broad terms quickly, and that carries the massive advantage of ensuring that the two are aligned. Your value proposition should reinforce where you are […]

Creating Happy Clients Is Not Enough

by Tony Vidler Creating and keeping happy clients IS essential for the success of a professional practice. There is no question about that. But is it enough to help a practice grow at a greater than industry average pace? I don’t believe so. Being a great practitioner and running an efficient & […]

When – and how – To Discount Your Fees

by Tony Vidler As a general rule I don’t recommend that a professional discount fees as it tends to undermine their entire value proposition whilst also creating a mindset for the client that the adviser is a price-taker rather than the price-setter. Discounting fees usually moves a professional from being an expert with […]

Fighting Off The “Free” Advice Competitor

by Tony Vidler “Free” advice is never actually “free”, is it? None of us are silly – including the people we are talking to as prospective clients. Everyone knows advice isn’t free…it is at someone’s expense, and someone is hoping to get a payday from delivering the “free stuff” at some point. Someone […]

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