[29374] in Zephyr_Bugs
Federal Sales: Top Down or Bottom Up
daemon@ATHENA.MIT.EDU (Fedmarket)
Sun Oct 16 18:40:07 2005
Date: Sun, 16 Oct 2005 16:38:26 -0600
From: "Fedmarket" <noreply@fedmarket.com>
To: bug-zephyr@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
Content-type: text/plain
Message-Id: <20051016223826.7626D3CCE4E@wrtlnx07.wrtech.com>
*** Federal Sales ****
Welcome to a new series called "Federal Sales." This newsletter is the second installment in a series of email newsletters about current topics relating to Federal Sales. This series joins our other popular newsletters; "Proposal Writing" and "GSA Schedules" in a weekly rotation.
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Installment 2 - Top Down or Bottom Up
Many attendees at our Federal Sales Academy seminars ask: "We have something truly unique that the federal government just has to have. Should we hire a lobbyist or go to our congressman or a high level administration official to help us sell it?"
You are wasting your valuable time and money unless:
You have contributed so much money that the congressman actually knows your name.
You are so active in the congressman's political party that you are newsworthy.
You are a connected Texan.
You are connected to a pork project or a highly visible local initiative.
Not only is a top down approach to sales expensive it can lull you into believing that something is happening and divert you from what you really should be doing. Further, pressure from the top can alienate the mid-level procurement decision makers.
Well if top down isn't going to work, how about bottom up. Most federal sales are made from the bottom up or better yet from the middle up. You must search out that particular end user with both pain and the money.
The person you are seeking is usually somewhere in the middle and probably is either hiding from you or already has a favorite vendor. The person will need your products and services in achieving their job and what you provide will probably have an impact on the individual's performance, salary, and/or promotion.
Make my pain go away really means help me do my job better. The person you are looking for can be an engineer, technical specialist, program specialist, branch chief, division head, program manger or Cfief Information office. It depends on the circumstances. Finding them and then getting through the glass wall (resistance to sales calls) is not easy but that is what you have to do.
Leave the top down approach for the multi-billion dollar deals.
****************************** Special Broadcast ******************************
Special Webinar Broadcast October 28, 2005
11:00 - 12:30 EST
Katrina Rebuilding - Is There Still Opportunity?
Is it too late to assist the government in the response and recovery efforts of recent disasters? Invite your team and your partners into your office and dial into this insightful presentation on the efforts for the Gulf Coast region to respond and recover from Hurricanes Rita and Katrina.
Whether your business is located in the Gulf of Mexico, Northern Michigan, or Southern California, FEMA, the Department of Homeland Security and the U.S. Military will always have to depend on reliable contractors to assist them quickly, efficiently and cost effectively.
This is not a rebroadcast of our October 7, 2005 webinar, but a live interactive broadcast along with our Power Point presentation that gives you the all the information you need to sell to the federal government without leaving the comfort of your own office. The materials includes additional reference material you can use once the class is over.
Cost: $350
To register for the webinar call 888.661.4094 ext. 14
The October 7, 2005 Katrina Rebuliding - Why Not You? webinar is now available on CD-ROM. Purchase a copy of our broadcast to use anytime. Sit down and watch the presentation as a group or pass it around the office for individual viewing. Price is $350 all materials are included.
For details and to order visit http://www.fedmarket.com/seminars/seminar-webinar-katrina.shtm.
***************************************************************************************
Thanks for reading and, as always, best of luck in your business. Feel free to contact me with thoughts or suggestions. If you need help with product sales, call or write as follows:
(888) 661-4094 Ext. 8 or sales@fedmarket.com.
Regards,
Richard White, President
Fedmarket.com
The Federal Sales Academy
rwhite@fedmarket.com
(301) 652-9506
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