delivering value

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Where to begin with creating a Value Proposition?
by Tony Vidler        Creating a compelling Value Proposition is difficult, but if it is achieved it becomes central to a professional’s marketing.   The Value Proposition is in effect your promise to your target market: “This is what I will do for you” is what it says in simple terms.   The problem that […]
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Do you really know what your clients want?
by Tony Vidler        Do you really know what your clients want?   A classic mistake that professionals tend to repeat is assuming that their clients all want the same thing, which coincidentally is the very thing that the professional specialises in.  There are usually 2 things wrong with this assumption:    clients are not all […]
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The Value Of The Financial Planner: Fixing finances, the future, and feelings
by Tony Vidler        Many question the value of the financial planner, and there has been plenty of research in recent years to attempt to quantify that value.  Quantifying value of advice is a recipe for debate, as the actual difference in net worth or security which can be attributed to the work of the […]
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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 […]
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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 […]
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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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How To Deliver Value During Prospect Engagement
by Tony Vidler        Sometimes when professional advisers are struggling to engage meaningfully with prospective clients, or struggling to get them to engage at all, the solution is to go back to the very basics and question whether YOU are delivering value in their minds.   In the continual battle to be relevant and valuable […]
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