Another Federal Q4 tip: They know you, they like you...why not call them?
People often call me at this time of year eager and anxious to scoop up what they know must be year-end funds sitting around waiting to be spent on a worthy small business like theirs. Trouble is, they're looking in the wrong place: hunting for strangers who who don't exist.
Many business owners I talk at this time of year are intently focused on ways to close Q4 federal business. That's good! I'm worried for the ones whose plan is focused on pitching before they have a clue about how the whole game is played.
I love federal Q4! It's exciting and nerve-wracking. Stakes are high because we're all about to find out the payoff for a year or more of hard work. So here is the first in a series of federal marketing strategy tips to ramp up your fourth-quarter sales:
Strategy: Start where you are.