One of the services I have helped provide over the years is helping firms identify the federal buyers who have purchased their goods and services over the past two years. I then helped build a detailed targeted marketing lists generally containing the name, agency, position, address, email, and phone number of the federal buyers. Email is incredibly useful in raising awareness and making sales. In some instances, the opportunity can be so good that picking up the phone and talking to the federal buyers is the best way to go. In this instance, having a good content marketing strategy is important.

Content Marketing that is successful generally can be explained in under 90 seconds, how federal buyers could utilize your product or service.

Here is a refresher on how to be you and close the sale:

1. Credible – provide reasonable grounds for being believed, numbers can help here.

2. Agreeable – a mindset of working for a win-win for both parties.

3. Interactive – having a two-way communication, asking questions to see if your product can solve a problem.  

4. Captivating – tell a good story about yourself or your product. You must be interesting to hold attention, and you must hold attention to make the sale.

5. Relevant – Have a focus on making sure the person you are talking to would have a need for your product.

6. Entertaining – make sure the person on the phone is learning something new.

7. Confident – It is important that you believe in yourself and your product.  

8. Powerful – At times points need to be forceful, especially when being challenged on a product benefit.

9. Funny – A humorous anecdote is important to be memorable and break the ice.

10. Inspirational - Drive your opinion about your product or service and why you believe in what you are doing.

Make sure to practice your routine before you go live, and write down any questions the federal buyers have or may have. This will increase your ability to hone future pitches to your target market.

Remember the federal market is different than the private sector, however federal buyers have many of the same basic needs. If you need assistance navigating the federal marketplace, I always recommend contacting an industry expert such as Fedvital or ez8a. Neither charge for an initial consultation.