value proposition Archives - Page 6 of 12

A Value Proposition is simply about the value for THEM

by Tony Vidler Financial advisers generally struggle to create a value proposition that accurately expresses how they work differently, or what makes them special compared to others. It isn’t that they don’t have points of difference, or that they struggle to put ideas into words…generally they are very good at both. Each adviser has […]

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 […]

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 […]

The Formula For Positioning Yourself For Ideal Clients

by Tony Vidler “Poor positioning of yourself and what you can achieve for your ideal clients is the number 1 reason for ideal business opportunities not coming to you….” Many professionals experience the frustration of good clients doing good business elsewhere, or ideal prospective clients not being referred and ultimately doing their business […]

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 […]

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