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Tuesday, January 10, 2012
Monday, January 09, 2012
Your Government Contract Sweet Spot: Revealed
3 Questions Pinpoint Your Top Prospects
"How do I get in front of
people?"
"How can I meet the decision-makers?"
Easy, if you start with how well you know your sweet spot customer.
Want to expand into a new government
agency? Or are you looking for your first government contract?
Either way -- and especially if you've never sold to the government before -- what
you know about your sweet spot
customer is going to lead you right to the easiest government business you'll
ever win.
So, who's your sweet spot customer?
Not the one you'd like to have; not
the one you want to have; but the one
you have right now. You know they're your sweet spot customer because:
·
They Pay You On Time
·
They Come Back for More
·
They Bring You Their Friends
They
have your picture -- or, at least, your promotional magnet with your phone
number -- on their refrigerators.
Maybe
there's just one, Maybe there's a bunch. If you think of the normal
distribution curve, together these sweet spot clients represent the peak of your
profitability. Why? You're doing for them what you do best; that's why they
keep coming back and referring their friends; and that means repeat business
with minimal marketing and business development cost.
How'd
you like your government business to
be like that?
Now,
it can be. My next blog post will tell
you how.
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