value promise Archives

Who are your most valuable clients?

by Tony Vidler It may seem an obvious question however understanding who the most valuable clients are to a firm is not always as simple as it seems. There is often an innate understanding of who they are however it is often not underpinned by any analysis or hard data. Even when it is […]

Differentiate By Building A Strong Promise

by Tony Vidler There are notable differences between high growth professional firms and others when it comes to differentiating themselves. How they choose to express their value and stand out is quite different to the mainstream. Undoubtedly the average or low growth firms inability to express what their difference is in relation to […]

When clients say “too expensive” 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 […]

How to engage clients in a review of financial advice

Your Philosophy MIGHT Be Your Real Point of Difference

by Tony Vidler Advisers often struggle to articulate their point of difference, yet they usually can easily express well thought out beliefs and philosophies about money and planning. So most advisers think carefully about such things and build up a philosophy based upon their formal learning and real world experience that shapes their advice […]

How To Get Clients Choosing You

by Tony Vidler You need to get clients choosing you over the other adviser or you’re dead in the water, right? Often you don’t even know that they were comparing advisers until it is too late and the choice has been made. That happens to all of us in our careers. Once that choice […]

Valuing the TIME you save for clients

by Tony Vidler Valuing time is something we all do…or know we should do. And one of the most valuable things that financial advisers do for clients is to save the clients own time. How powerful would it be to quantify that in dollar terms for a client? Everyone knows the maxim […]

Why should they choose you?

by Tony Vidler If you want ideal prospects to choose you over any number of other highly qualified professional advisers then you must have the ability to succinctly articulate what makes working with you special. Why should they choose you? This is often referred to as having a “Unique Selling Proposition”, or USP. While the […]

Describe Your Advice Services In Practical Terms To Get More Buy-In

by Tony Vidler Advice should, almost by definition, be “practical”. Your advice services should be practical in that can be applied in the real world to achieve real differences, and any advice in any of your areas of expertise should be a clear course of action that a client can use to achieve a […]

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 […]

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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