Goverment buyers often have use-or-lose money...and US Federal fiscal year end is September 30th! If you've got prospects, these ideas can help you close the business.
(Excerpted from Government Marketing Best Practices by Mark Amtower -- Buy The Book!)
- Ask for referrals from your best customers.
- Offer year-end specials by telemarketing to current government customers.
- Create white papers for downloading from your web site, and post-call follow-up.
- Refresh web content weekly (specials, news, links) through mid-October.
- Update your online profiles (GSA Advantage, Central Contractor Registration, prime contractor portals).
- Use multiple tactics (direct mail, web, PR, telemarketing, events), not one-shot.
- Include info decision-makers need (price, URL, 800-number, contract vehicles).
- Put the SmartPay logo on your materials!
- Visit GSA Sales Query, even if you don't have a schedule. See who the leaders are in your GSA Schedule category, and look at their ads and web site.
- Answer the phone!
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