[33058] in Zephyr_Bugs
Federal Sales: Can Your Congressperson Help?
daemon@ATHENA.MIT.EDU (Fedmarket)
Sun Dec 4 19:08:59 2005
Date: Sun, 04 Dec 2005 17:05:23 -0700
From: "Fedmarket" <noreply@fedmarket.com>
To: bug-zephyr@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
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Message-Id: <20051205000523.80D843CC252@wrtlnx07.wrtech.com>
**** Federal Sales ****
Welcome to our series called "Federal Sales." This newsletter is the fifth 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 5 - Can Your Congressperson Help?
Making direct sales calls, particularly cold calls, is a chore for most people. Only the exceptionally extroverted sales person says, "Give me some names and numbers - I thrive on rejection." Our seminar students frequently ask about alternatives to the cold call. They say, "Why can't I call my congressional office and ask for help in winning federal business?" You can make those calls but don't expect much. Politicians cannot afford to be concerned about small to medium-sized businesses except in special situations. They prefer to focus their attention on winning votes and getting campaign contributions from large donors.
As we have discussed previously, your federal sales staff must make direct sales calls to those federal end users with money in their budget and a problem to be solved. Asking outside parties to help rarely produces much business. Sales are made in the federal market just as they are in the commercial market. You must call on someone who needs what you sell.
When Will Your Representative Help?
* If your company is bidding on a large project (i.e., the size of the Hoover Dam) in your representative's district and there are a lot of bidders from outside your district.
* Your corporate campaign contributions are so generous that your congressman knows your company's name.
* Your business has already won an award and your congressperson wants to take credit for the victory. In this case, your representative will schedule a small business assistance conference in your district, invite a couple of federal buyers, and feature your company (and your award) as the small business of the year.
Keep in mind that a representative cannot help every small business in his or her district. There's not enough time in the day to do so. So don't get discouraged if your efforts to solicit assistance from your congressional representative aren't successful.
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Market yourself directly to those who are using your products and services.
Reach end users via phone, email or a direct mailing campaign.
Creating relationships with those who will be using your product or service is the key to succeeding in government sales. These are the people who communicate their needs to the buyer.
By making Federal end users aware of what you have to offer, and why your product/service is unique or superior; you are setting yourself up to win a government contract.
End Users are key contacts; you will not find lists more specific than these.
End User Contact Data per Industry Data volume:
Federal Facilities: 447
Federal Healthcare: 110
Federal Medical/Healthcare: 1000
Federal Human Resources: 985
State and Local Law Enforcement: 2969
Federal Food Service: 254
Federal Engineering: 1147
Communications: 961
Security: 2100
Contact data is sold on CD-Rom in a comma-delimited format for easy integration with your own direct mail database.
The price is $500 per industry.
To order the Industry Specific End User Contact Data, please call us at Fedmarket.com 888-661-4094 x 8 or you may order on-line at www.fedmarket.com.
Please visit www.fedmarket.com for a list of all of our products and services which are priced for small businesses and designed to help you win government business.
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If you need help on any other matter or with any of our other products, 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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