[31176] in Zephyr_Bugs
Vol. 58: Thank Your Federal Clients During Thanksgiving
daemon@ATHENA.MIT.EDU (Fedmarket)
Fri Nov 11 15:19:06 2005
Date: Fri, 11 Nov 2005 13:14:56 -0700
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*** ON THE SALES FIRING LINE: Vol. 58 ***
Welcome to "On the Sales Firing Line," written by Federal Sales Academy Director, Eileen Kent. The purpose of this article series is to educate and inspire you to create immediate government opportunities, through true sales stories and savvy marketing tactics.
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As a company new to the marketplace, it's difficult to get your foot in the door. Once you do though, you'll find yourself in a very profitable position.
Fedmarket.com offers three courses to build your federal contracting expertise.
* Federal Sales 101: Winning Government Business
* Writing and Managing Winning Proposals
* GSA Schedules
Our 3 most popular courses are offered as back-to-back seminars in November and December. Speaker Eileen Kent will address the realities and expose the truth about doing business with the government.
We have helped thousands unravel the red tape and become successful government contractors. Stop spinning your wheels, build your federal contracting expertise and starting winning contracts with the government.
Dates and Locations:
Federal Sales 101: Winning Government Business
November 14, 2005 - Bethesda, Maryland at The Federal Sales Academy
November 29, 2005 - Las Vegas, Nevada at The Tropicana
December 12, 2005 - Bethesda, Maryland at The Federal Sales Academy
Writing and Managing Winning Proposals
November 16, 2005 - Bethesda, Maryland at The Federal Sales Academy
November 30, 2005 - Las Vegas, Nevada at The Tropicana
December 14, 2005 - Bethesda, Maryland at The Federal Sales Academy
GSA Schedules
November 15, 2005 - Bethesda, Maryland at The Federal Sales Academy
December 13, 2005 - Bethesda, Maryland at The Federal Sales Academy
Cost: $500 per class, per person
Course Details: http://www.fedmarket.com/seminars/seminar-index.shtml
Location Details: http://www.fedmarket.com/calendar/index.php?month=11&year=2005
Register Online: http://www.fedmarket.com/catalog/
For more information or to register by telephone call 301.652.9504
******************************************************************************
November 2005 Thank Your Federal Clients During Thanksgiving
Thanksgiving - a perfect time to reflect on all of the people and things we appreciate. As we move forward toward the holidays in December, have you thought about how you are going to express your appreciation to your clients for their business? If you plan to express your appreciation during the holiday season, you'll be lost in the shuffle of 1,000 cards and letters. Since you cannot buy your federal clients gifts, you must be creative during the holidays.
I like to reach out to my clients by expressing my deepest appreciation around Thanksgiving because it was born out of an American tradition. I also enjoy touching base with them on Independence Day. These are times when the office is virtually empty, yet you will have plenty of time to talk with your clients because they are typically all by themselves "covering" for everyone else. They will appreciate the fact that you're working too and will spend a little more time with you.
Here's a little letter you can write on the Friday after Thanksgiving as a simple email note.
You may want to tailor it just a little to fit the timing and your client.
Happy Thanksgiving:
This is the time of year when all Americans share the same intention, which is to express our appreciation for all of the wonderful things we have created in our lives. During our time with our families and friends, we reflect upon every facet of our lives and how we have been blessed with great people and wonderful experiences.
With that in mind, I would like to take this moment to thank you for all of the opportunities you have shared with me over time. Without your professional guidance and partnership, my business would not be where it is today.
On a more personal note, I also want to thank you for your years of service to the citizens of this country. It takes a very determined, intelligent and dedicated person to perform for the public and I have great admiration for your unique contributions to your agency.
With that, I say, wholeheartedly ~ Thank You ~
Most Sincerely,
How many personalized letters do you receive during Thanksgiving? Even if the federal employee receives this on the Monday after Thanksgiving, they'll think, "Wow, they thought of me over the Thanksgiving weekend - that's nice." Don't you remember the first letter or card of the holiday season? Sometimes it sits all alone for several days before the second arrives. Just imagine being the government executive receiving your note of appreciation? Believe me, it will sit - all alone on their desk - until the holiday cards start to pile up. You'll probably even receive a phone call or a note back thanking you for thanking them!
Now that's a lot of Thanks Giving!
Consider selling in December. The federal buildings are beautifully decorated and every desk is donned with holiday decorations. Every employee is anticipating their time off with their families. Many times, the offices are empty several days before the holiday and the week between Christmas and New Year's eve. Everything is slow - purchasing, proposal reviews, etc. BUT, this is a great time for you to go to work and build relationships...
Pretend, for a moment, that you are a government employee. You're working in a federal building the week between Christmas and New Year's eve and covering for a day or two so that your co-workers will work the other day or two. You've booked an appointment with a new company that said, "Hey, I realize that the office is virtually empty during the holidays, but I was hoping to check in with you during a slow time like this. If this is agreeable, you can show me the ropes of doing business with your department." When the new business person arrives, they bring in two packets of premium hot chocolate to warm up during your meeting. This sales executive has certainly helped the day go by faster and it was a "light" informational call." Now, you can tell the boss you actually accomplished something today by "helping" a new business understand how to do business with your department. You can do this in your sleep.
That sales person just literally turned a cold call into a "warm call."
Sales executives, pay attention. Holidays are a time to soft sell and build relationships. Talk about their holiday plans, their families and their friends. This is the ideal time of good cheer, charity and friendship. Take advantage of this time. This is not decision-making time; it is much more a time to bond. In fact, you might want to call them before December 15th to see what days they are working during the holidays and book something well in advance.
***************************** Advertisement *********************************
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Attend this webinar from your office we will teach you the strategies of selling to the Military.
Date: Friday, November 18, 2005
Time: 11:00 am - 12:30 pm EST
Cost: $350 per connection (Note: the cost is not affected by the number of people attending from your company.)
Read More here: http://www.fedmarket.com/seminars/seminar-webinar-military.shtml
Register: https://www.krm.com/regonline/wrtvcregs.nsf/11060
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Here's to a prosperous holiday!
Eileen Kent
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