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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 […]
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 […]
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 […]
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 […]
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. I had the pleasure of spending a little time with Dr Phillip M. Randall a […]
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 […]
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 […]
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 […]