This is it folks, this is what we have been preparing for! If you have been doing your job developing relationships, now is the time to really capitalize on your hard work! If you haven’t been aligning yourself with buyers since October…
Tip 1 – Tap your top 100
If you have been effectively assembling information and contacting your primary targets, now is the time to ask them if there is a last-minute project coming down the pike. Don’t be pushy, but certainly let them know that you are ready, willing and able to respond on a quick turn project.
Tip2 – Be Brief
Federal procurement gets crazy busy this time of year. Make sure you do your best to align yourself with their issues as they approach year-end. Identify with their difficulty job and responsibilities and keep the conversations as short as possible. Even with this pressure, they like to talk about what is important to them and you can continue your relationship development even through September.
Tip 3 – Offer to Help
Let them know that you can turn around the paperwork for them and even provide them with standard forms already completed so all they have to do is cut and paste. Believe me, something this simple can go a long way to cementing a relationship with buyers whose bosses are breathing down their neck to deliver.
Tip 4 – Don’t Be Bashful
With all of the projects flying around the next several weeks procurement will be in overdrive so ask for the business, ask for suggestions and ask for referrals to others who might have projects.
Tip 5 – First Choice for Second Place
You might not have the level of relationship to be at the front of the line for a project just yet but that doesn’t mean you can’t help them and still win something small. Let them know that you are “qualified” to be on the “shortlist” and you will do whatever you need to do to knock their socks off. Let them know that you will even provide a “number” so they can buy from their favorite vendor (crazy right?). This shows them that you understand their world, you are willing to help them get what they need.