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.
Imagine being a federal buyer, barraged by vendor emails and direct mail, especially from July through September. How can you, as a vendor, stand out from all that noise?
Strategy: Pick up the phone, with the goal of getting in front of buyers, live and in person.
Why is it so hard to make phone calls?
We have two simple fears:
We are afraid of rejection,and we’re afraid that we won’t know what to say.
I’m going to make all of that go away for you, forever, starting now.