Service provider competition has never been more brutal. As markets mature and competition increases, the perceived differences between you and your best competitors decrease. You are probably feeling increasingly commoditized as clients begin to view you and your competitors as pretty much the same. Your win rate may be decreasing. More decisions are being made on price, and competitors are “buying” the business with low-ball bids. But you also may be the victim of your own loss of identity because your message and tactics have not evolved with your client’s increased choice.The best way to win RFP's (request for proposals), is to make sure you understand how and why clients choose one competitor over another, and how elite providers align and win without competing on price, fees or rates. This is the same program that we offer to our professional, financial and commercial real estate clients internationally.
You may not have come into this business thinking you would become a sales person. Yet, by now you realize that you cannot advance in your career unless you can acquire new clients, retain the clients you have, and expand your existing client base. That is selling.
As the old saying goes, "90% of life is just showing up." Perhaps the same could be said about selling your services. Even if you are not doing it well, more client contact will lead to more sales. More at bats will lead to more hits even with a low batting average.
In this video we show you how to align your Vendor Differentiators with Client Differentiators to build a Third Level client-centric Presentation.
Bob Potter is the managing principal of RA Potter Advisors LLC, a marketing and sales strategy consulting practice for service providers. He is the author of Selling Real Estate Services: Third Level Secrets of Top Producers and Winning In The Invisible Market: A Guide To Selling Professional Services In Turbulent Times and developer of the Third Level Sales and Service training programs.
Bob spent 35 years in business development with companies that included IBM, McGraw-Hill, Dean Witter and MBIA. He has opened new markets in the U.S., Mexico, Australia and Asia. He co-founded, then merged REALBID, an Institutional real estate Internet company with COMPS, which was then sold to Costar Group. He started RA Potter Advisors in 2000 help others develop and communicate differentiated value propositions and accelerate business relationships to win and retain committed clients. Bob received his B.A. degree from Santa Clara University and his M.B.A from UC Berkeley.</p>