Introduction to Third Level Selling
RA Potter Advisors helps elite service providers take their game to the next level. See more videos below
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January 11, 2012 Third Level Selling
Becoming a Strategic Partner
Third Level Concept: Becoming a Strategic Partner Most service providers like to think of themselves as Strategic Partners, however only 5% actually achieve that status in the eyes of their clients. These elite service providers have the biggest and most profitable clients. They rarely compete on price, and they do well in good and bad markets. What do these elite providers do differently than the rest of us to win new clients and retain the ones they have? They engage clients at […]
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January 11, 2012 Third Level Selling
Airbags: Why You Are Being Commoditized
When I interviewed your clients, they told me that everyone was using almost the exact same message to win their business. I call theses undifferentiated messages, “Airbags.” No wonder you are being commoditized and being forced to compete on price, fees and rate. Once clients narrow their options to a short list of highly capable alternatives, nuanced differences in capabilities cease to be a factor in their final choice. Top competitors pretty much look the same. At this level everybody […]
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January 11, 2012 Third Level Selling
10 Reasons Why Clients Choose You
There are 10 reasons why clients chose one service provider over another. I have listed them here by hierarchy. Only one of those reasons is price. If you understand and can align to those decision factors, you will win and retain more clients and not compete on price, fees and rate. On the other hand if cannot build preference up the decision hierarchy, you are condemned to lose or compete exclusively on price.
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January 11, 2012 Third Level Selling
What is Value? What you don’t know is hurting your sales efforts
What is value? Most service providers believe their value is in their capabilities, experience, services and solutions. Unfortunately it is not, and that is creating more obstacles in your efforts to build partnership with prospective clients. Once you realize that your value is in the client’s problems, it changes the nature of all of you customer communications; your conversations, your presentations and proposals.
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