Creating a strong financial advisor value proposition is essential for attracting and retaining clients.
By understanding your client’s unique needs and challenges, you can tailor your services to provide the most value possible to future clients and increase the chances your leads convert into appointments and clients.
In this article, you’ll learn:
- The key steps to creating a value proposition that resonates with your ideal clients
- How to understand your target audience’s unique needs and expectations
- How to identify your own unique selling points
Let’s get started!
If you’re short on time, here’s a list of the main points to create effective financial advisor value propositions:
- Understand your target audience
- Identify your unique selling points
- Craft a compelling message
- Utilize visuals
By the way, If you’re a financial advisor, check out ‘Step 2’ of my Free Masterclass training. This goes through how to communicate what you say in a way that encourages people to WANT to work with you. It’s the same strategy that has worked well for many of my financial advisor clients.
How can financial advisors create unique value propositions?
Here are some of the best ways a financial planning practice can create a unique value proposition:
1. Understand your target audience
Understanding your target audience is essential to create a value proposition that resonates with potential clients.
By researching the needs and wants of seniors approaching retirement who are likely to require financial advisory services, you can tailor your message to address their specific concerns.
The same goes for companies. Suppose a business uses price management software to stay ahead of the competition. In that case, the executive board might also be willing to invest in the services or a financial advisor.
Start by identifying the common challenges faced by your target market. For example, in my experience, many retirees have the following concern:
- How can I avoid running out of money in retirement
- How can I increase my wealth in retirement
- How can I grow my retirement income
- How can I minimize taxes in retirement
- How can I plan for retirement
Once you understand the pain points of your potential clients, consider how your financial advisory services can help them.
Dive deeper into your audience’s problems
You can also dive deeper into your target audience’s problem by clarifying who your target clients are.
Here are some tips for doing this:
- Determine demographics: Gather information on the age range, income levels, and industries your ideal clients operate. For example, in my experience, the older someone is the more likely they will be concerned about retirement.
- Analyze competitors: Study what other financial advisors in your niche offer and identify any gaps or opportunities for differentiation. For example, many advisors buy financial advisor leads. But all they get is someone who fills in a form online. They don’t get leads from people who really want to work with them (this video explains how to change this).
- Gather feedback: Speak directly with current and prospective clients about their experiences working with financial advisors and listen carefully to their suggestions for improvement. Also, listen out for which questions they often ask and what problems they need help with.
In addition to addressing specific needs, it’s important to consider the emotional aspects of decision-making when crafting a value proposition.
Retirees often face significant financial stress; therefore, connecting on an emotional level can be just as crucial as demonstrating expertise in numbers and data analysis.
Considering all this information will enable you to develop a targeted and more specific value proposition that speaks directly to the unique requirements of retirees looking for help in retirement.
Key point: Realizing the needs and wants of your desired demographic is key to constructing an advantageous value offering.
2. Identify your unique selling points
By emphasizing your services’ distinguishing features and advantages, you can set yourself apart from other financial advisors and build an effective value proposition.
Identifying these unique selling points (USPs) will help potential clients understand why they should choose you over other advisors.
This is probably one of the most important points to implement when increasing your financial advisor sales.
So, the big question is…
How can you identify your USP?
Here are some questions to help you with this:
How much expertise & experience do you have?
Your expertise and experience in specific areas of finance can be one of your most significant USPs. If you have specialized knowledge or certifications, such as being a Certified Financial Planner (CFP) or having extensive experience working with small business owners, emphasize this when speaking to potential clients.
Do you offer a personalized service?
Rather than relying on impersonal, pre-packaged solutions, a personalized service provides clients with tailored strategies that meet their unique needs and goals.
Demonstrate how you take the time to get to know each client individually and create customized strategies and tailored solutions specifically for their needs and goals.
Some ways you can do this are by using the following:
- Case Studies: Share success stories from past clients who have benefited from your personalized approach. Although I understand this may be difficult for some clients due to compliance restrictions.
- Testimonials: Use quotes from satisfied customers praising your attentive service and commitment to their financial well-being. Again, not all financial advisors can do this, though, due to compliance.
Are you a holistic financial advisor?
If you provide comprehensive solutions covering various aspects of personal finance – including wealth management, investments, retirement planning, tax strategies, and insurance coverage – showcase this breadth of services as part of your value proposition.
This holistic approach can be especially appealing for busy professionals looking for a “one-stop-shop” solution for all their financial needs.
Are you independent?
If you’re an independent financial advisor, this can instantly set you apart from other financial advisors who work only for one firm.
Being an independent financial advisor allows you to offer retirement products or solutions (such as indexed universal life) from various companies (not just the one you work for).
Do you use technology?
Emphasize any cutting-edge technology or tools you use to help clients manage their finances more effectively, such as online portals for tracking investments and expenses, mobile apps for on-the-go access, or advanced analytics software for portfolio optimization.
For example, some of my financial advisor clients use software to help their clients visualize how their retirement portfolios could look in different scenarios. This software also helps them keep on track to achieving a successful retirement.
A robust Client Relationship Management (CRM) system helps manage client information effectively while tracking interactions with potential leads or existing customers. A CRM system enables financial advisors to understand better their clients’ preferences, investment goals, risk tolerance levels, etc., which ultimately results in stronger relationships built on trust.
What makes YOU unique?
The above are a few value proposition examples of how you could position your financial advisory firm as different.
Incorporating these (or more) unique selling points into your value proposition will make it more compelling and demonstrate why working with you is an excellent choice for potential clients seeking expert guidance and personalized service in managing their finances.
3. Craft a Compelling Message
Constructing a persuasive message that resonates with possible customers and demonstrates the benefit of engaging your services is essential for increasing sales as a financial advisor.
Crafting an engaging and persuasive message requires understanding your target audience’s needs, emphasizing your unique selling points, and presenting this information in an accessible manner.
Here are some tips on how you can do this:
- Focus on Client Benefits
- Use Clear Language & Avoid Jargon
- Keep your financial advisor value propositions concise
Incorporating these strategies into your messaging will help create a compelling value proposition that resonates with potential clients and ultimately leads to increased sales for your financial advisory business.
4. Utilize visuals to stand out
Incorporating visuals into your value proposition can significantly enhance its impact and make it more engaging for potential clients.
Using graphs, charts, and images helps break up large blocks of text and clearly represents the benefits you offer as a financial advisor.
Video is an even more effective way to stand out and connect with potential clients.
Consider creating educational videos that explain specific aspects of how your services can help your clients and (most importantly) what makes you different than other financial advisors.
Tip: See this free training for more tips on using video to generate leads and appointments in your financial advisory firm.
By strategically using visuals, you can create a more impactful and unforgettable value proposition that connects with potential customers and makes your business stand out.
5. Demonstrate industry knowledge through content creation
Generate helpful content, like blogs, guides, videos, podcasts or webinars, that address common queries and issues your target market faces.
By consistently providing valuable insights on various personal finance and wealth management topics, you position yourself as an authority within the field while demonstrating empathy toward your clients’ needs.
At the same time, writing content can help you improve your financial advisor search engine rankings. If someone searches Google for help with financial planning and finds your content at the top of the search results, you’re more likely to create a positive first impression on a prospective client.
How to rank higher on Google is explained in more detail in my Free Masterclass Training.
6. Understand your client’s needs
Identifying the needs of your potential clients is crucial in developing a value proposition that increases sales.
By understanding their pain points, goals, and financial objectives, you can effectively tailor your services to address these concerns.
Here are some ways you can do this:
- Conduct Client Research: This could involve analyzing industry trends or surveying existing clients about their experiences with financial advisors. Online resources such as FINRA, SIFMA, can provide valuable insights into client expectations within the financial advisory space.
- Analyze Competitor Offerings: This will help you identify gaps in the market where you can differentiate yourself. Look for unique features or benefits that others are not providing to their clients but would be highly valued.
- Engage in Active Listening: When speaking with potential clients, practice active listening to understand their needs and concerns truly. Ask open-ended questions encouraging them to share their financial goals and challenges. This will help you build rapport and provide valuable insights into how your services can address their specific needs.
- Align Your Services with Client Needs: Once you clearly understand your client’s needs, align your services accordingly. For example, is most of your target audience concerned with retirement planning? Then ensure this service is prominently featured in your value proposition.
In summary, understanding the unique needs of potential clients is essential for crafting an effective value proposition as a financial advisor.
7. Test & Refine
Once you have developed your value proposition, assessing and optimizing its effectiveness is essential for the best possible outcome.
Testing different value propositions can reveal which elements of the message impact potential customers most, enabling you to tweak it for superior performance.
Here are some ways to do this:
- A/B testing: Use this to compare different versions of your value proposition. By presenting two or more variations to a sample audience, you can analyze their responses and identify the version that generates the best engagement and conversion rates.
- Analyzing Feedback: Gathering feedback from both existing clients and prospects can provide invaluable insights into how well your value proposition resonates with them. Promote an atmosphere of frank dialogue by inquiring about what is precisely attractive or unappealing to them in your communication and any possible recommendations for improvement.
You can also use online survey tools to collect customer feedback more efficiently on a large scale.
The data collected through A/B testing and client feedback will help you identify areas of your value proposition that may need refinement. Use these insights to decide which aspects should be emphasized, reworded, or removed entirely.
Examples of adjustments you can make:
- Rephrase statements for clarity and conciseness.
- Add testimonials from satisfied clients to strengthen credibility.
- Incorporate additional visuals or data points that support your unique selling points.
Remember, refining your value proposition is an ongoing process. Continuously testing and making adjustments based on the feedback will ensure it remains relevant and effective in attracting new clients to your business.
By understanding your target audience and identifying your unique selling points, you can craft a compelling message to convert more leads into appointments and clients.
Remember to keep testing and refining your value proposition through split testing to ensure maximum success.
With an improved financial advisor value proposition, your business can generate more leads, appointments and clients each month.
Ashley Davis (or ‘Ash’ for short) is the CEO & Founder of Skyline Social. For over 15 years, he has been helping business owners with lead generation. Ash specializes in helping businesses get high-quality leads, appointments and clients each month in an automated, scalable and profitable way. You can watch his free Masterclass training to learn more.