Unless you are living under a rather large rock, you have been pummeled with sequestration hype. Here is the thing… The Federal government is not closing down and even with cuts, this coming summer and especially September will likely be a record setting months for GSA sales. Why? Think about it. Say they need to cut 5% of their budget… They have been holding back spending for the past 5 months and likely to hold for a couple more. 8 months of no spending means when May and June agencies are going to start realizing they have some catching up to do.
You CAN maximize your exposure right now…
1) Find and pursue new buyers. There are 85,000 buyers within 492 federal agencies. Chances are the ones that buy what you sell are currently piling up requirements waiting for money. Why not take this opportunity to identify and introduce your company to them? Here is a video and links on how we do it.
2) Do a Marketing Makeover. Start with your capabilities by creating a tight, easy to read one pager. Then, update your website to include a federal landing page so you can direct people right to your federal information (including your schedule).
3) Update your GSA offerings on GSAadvantage. Most GSA schedule holders put stuff on GSA and just leave it there. Make sure you have the right new products and services listed so they can find you when they are ready to buy.
Remember, September is coming and so is a windfall of spending. People buy from people they like. They can’t like you if they don’t know you. Dedicate resources for going after some of the most important people in your federal market. Chances are your competition is not being proactive so this can be a huge competitive advantage for you
Personal “bests” include booking $11.8 Million in new private and government business in 18 months (from cold calls) and managing sales representatives to close ratios of 85% (in cell phone sales).