[115198] in Zephyr_Bugs
Federal Sales: More Selling Services versus Products
daemon@ATHENA.MIT.EDU (Fedmarket)
Sun Jun 8 15:13:38 2008
Date: Sat, 07 Jun 2008 18:16:58 -0600
From: "Fedmarket" <noreply@fedmarket.com>
To: zephyr-bugs@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
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<p><b>Welcome to our series called "Federal Sales." This newsletter is the seventy-sixth installment in a series of e-mail newsletters about current topics relating to federal sales.
This series joins our other popular newsletters, "Proposal Writing" and "GSA Schedules," in a weekly rotation.</b><br>
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<p><b>Installment 77 - More Selling Services versus Products</b><br><hr>
<p>In the products market, end users often are familiar with the products they are buying. Did you meet with a Microsoft salesperson before purchasing Microsoft Office? Does Microsoft even have salespeople? Our company bought Oracle software and Sun servers without meeting with salespeople. We learned about the products through word of mouth and Internet research. Fortunately, competition and open-source software have changed the environment that existed back then and even the mighty Microsoft may have to sell its more complex offerings today. Maybe karma really exists.
<p>Although products companies must build relationships, their investment in terms of time and money is not as great as in the services setting. As in the services market, a federal product sale is closed using a multi-vendor contract transaction or a public bid. The public bid is usually posted in
the form of a Request for Quote but, in some instances, a Request for Proposal is used.
<p>Responding to a Request for Quote usually does not require a
voluminous proposal. Bids can be submitted on hope alone. If you
lose the opportunity, use the Request for Quote as your mechanism to interact with the customer. Consider calling the customer afterwards to ask why you were not chosen and then sell him on the great worth of
your products.
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<b>Questions about federal sales? <a href="http://www.fedmarket.com/contactus.php?ref=email&cid=1212866679-03428">Contact Me</a></b>
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<p><b><font color = "#0000a0">A GSA Proposal Solution Designed Specifically for Small Businesses</b></font>
<p><b>GSA Schedules eLab </b>- Develop your GSA proposal in 3 days at our eLab. Fedmarket provides you with a Request for Information (RFI) prior to your arrival at our eLab. You are instructed to bring the requested corporate data with you to the course. Attendees should, with the assistance of our GSA staff, complete their GSA offer prior to the end of the eLab's third day.
Many attendees complete the process and leave with a completed proposal within two working days. If you are unfamiliar with the proposal process, the GSA eLab is the solution for you. The GSA eLab is offered monthly at the Federal Sales Academy in Bethesda, Maryland. <a href =" http://www.fedmarket.com/seminars/gsa-proposal-elab.shtml?cid=1212866679-03428"><b>Read more...</b></a>
<p><b><a href = "http://www.fedmarket.com/catalog/product_info.php?cPath=22&products_id=28&cid=1212866679-03428">Sign-up</a> for our GSA Proposal Preparation eLab today!
<p align =" center">To learn more about our GSA products and services, call 866-519-4482, Ext. 110 for assistance. </b>
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<p><b><font color = "#0000a0">Federal Sales 101: Winning Government Business</b></font>
<p>Participating in the federal sales game can be an extremely frustrating and overwhelming endeavor. Chasing down leads often turns into an exercise in trying to negotiate your way through a maze with many, many dead ends. Our seminar "Federal Sales 101: Winning Government Business" will put managers and sales people on the right path to establishing immediate relationships and closing government business. The seminar is led by Federal Sales Academy Director and "<a href = "http://www.fedmarket.com/articles/federal-sales-strategies.shtml?cid=1212866679-03428"><b>On the Sales Firing Line</b></a>" columnist, Eileen Kent.
<a href = "http://www.fedmarket.com/seminars/federal-sales101.shtml?cid=1212866679-03428"><b>Read more...</b></a>
<p><b><a href = "http://www.fedmarket.com/catalog/product_info.php?cPath=22&products_id=29&cid=1212866679-03428">Sign-up</a> today for the next "Federal Sales 101: Winning Government Business" class!
<br>
<p align =" center">To learn more about this seminar, call 866-519-4482, Ext. 110 for assistance. </b>
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<p><b>Fedmarket.com Announces a New Book by CEO Richard White</b>
<table><tr><td><p><br><img src="http://www.fedmarket.com/catalog/images/cracking_catalog.jpg"></td><td><p align =" center"><font face="Courier New, Courier, mono" size="2"><b><i><br>Cracking the $500 Billion Federal Market</i> - The Small Business Guide To Federal Sales.<br>Many small businesses have watched the federal marketplace from the sidelines with envy. Why not get off the sidelines and join the game? <br><a href =" http://www.fedmarket.com/cracking.html?cid=1212866679-03428">Learn more</a><br>Price: $14.95
<a href =" http://www.fedmarket.com/catalog/product_info.php?products_id=139&cid=1212866679-03428"> <b>Buy Now! </a></font></td></tr></table>
</blockquote>
<p align = center><b><font color =" 0000a0">Listen to Richard White:</font> <br>Learn more about GSA Schedules and the hurdles small businesses face in the federal marketplace<br><br><a href =" http://www.mysuccessgateway.com/guru/podcasts.php?id=69">Click here for podcast</a> </b>
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<p>Call Fedmarket's sales staff at (888) 661-4094, Ext. 8 with questions concerning these or any other products or services Fedmarket offers. E-mail inquires may be sent to the following: <a href="mailto:sales@thefederalmarketplace.com">sales@thefederalmarketplace.com</a>.
<p>Regards, <br>
Richard White<br>
President <br><a href = "http://www.fedmarket.com/index.shtml?cid=1212866679-03428">Fedmarket.com </a><br>
<a href = "http://www.fedmarket.com/seminars/academy-index.shtml?cid=1212866679-03428">The Federal Sales Academy</a> <br>
<a href = "mailto:rwhite@thefederalmarketplace.com">rwhite@thefederalmarketplace.com</a><br>
(301) 652 - 9504 x 118 (office)<br>
(301) 908-0546 (cell) </font> <hr>
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