value proposition

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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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The Pathway To Professional Greatness
by Tony Vidler        There is a “pathway to greatness as an adviser”…and it’s an evolutionary journey, but one where the adviser largely controls how long it takes to evolve.   The professionals who consistently achieve exponential growth and performance results are superb on at least one of the following: know their clients personal lives incredibly […]
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Creating A Value-Based Strategy
by Tony Vidler        One of the toughest things for professional services firms to do – especially those that operate in the advice space – is settle on a strategy to guide the decisions in building the business.   It is helpful to consider strategy from a very broad perspective to begin with, and settle […]
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Value is not Black and White, it is Shades of Grey
by Tony Vidler        At the most basic level “Value” can easily be defined: Value is Benefits less Costs.   That simple definition doesn’t highlight the enormous range of definitions for “Benefits” though, which is why trying to understand what value is results in everyone seeing a different shade of grey.   The range of […]
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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 […]
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The 9 Essentials Of Your Value Proposition…in 9 Seconds
by Tony Vidler        There are 9 things you have to nail in only about 9 seconds if you want your value proposition to be truly effective.   Sound impossible?   It’s tough to craft a great value proposition that hits all 9 things….but it is definitely not impossible.  In this quick video we talk […]
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Where your Value Proposition REALLY fits in
by Tony Vidler        A well crafted and well articulated Value Proposition is the key component in any good marketing strategy.  Even though it is the most important part of the entire marketing message, it is not the first thing however…   To craft a great marketing message for your business there are three essentials […]
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What financial advisers do
Why Prospects See Advisers The Way They Do
by Tony Vidler        I once listened to a good friend, who is also a client and a good centre of influence and an advocate, explain what I do to someone else.  It provided a shining example of why some prospects see us the way they do.   When my client & friend tried to […]
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How To Get Clients Choosing You
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 […]
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No Value Proposition? Then how will prospects decide who to choose?
how to avoid being a commodity as a professional adviser and being chosen on price or convenience comes down to having a strong value proposition. Building a great brand involves more than just a value proposition, but this alone can eliminate those who choose just on price...
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