What IS value?
Quick Tips Videos & Sales & Marketing for Professional Services & Sales Tips

What IS value?

March 10, 2013

by Tony Vidler

value images (1)While helping a financial adviser craft their value proposition recently, he asked a superb question.

What IS value?

It is a word we use a lot in professional services, and it is a word that gets used a lot in marketing.  So when it comes to marketing professional services we tend to use it a heck of a lot…

…and perhaps have a tendency to lose sight of what value actually is to the person who matters most – The Customer.

To a Customer it is relatively simple.

Value = Benefits minus Cost.

That’s it in a simple equation.

In this edition of Tony’s quick tips we talk about what value is, and the importance of understanding it and being able to articulate it to customers.

© 2013 Tony Vidler.  All rights reserved. All materials contained on this web site not otherwise subject to copyright of other parties are subject to the ownership rights of Tony Vidler.  Tony Vidler authorises you to make a single copy of the content herein for your own personal, non-commercial, use while visiting the site. You agree that any copy made must include the Tony Vidler copyright notice in full. No other permission is granted to you to print, copy, reproduce, distribute, transmit, upload, download, store, display in public, alter, or modify the content contained on this web site.

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 312 other followers


Follow tonyvidler on

Comments (1)

Leave a Reply

Your email address will not be published. Required fields are marked *