6 Marketing Tips for GSA Schedule Contract Holders
Are you in possession of a General Services Administration (GSA) schedule contract and looking for an opportunity for promoting your products and services to the federal government? With these GSA marketing tips you can connect with a wide network of federal government purchasers to do business with. The following GSA marketing tips can help you to become more visible and ultimately have more satisfied government buyers.
1. Know your buyers
Know the buying techniques of federal government agencies specific to your niche. Many government agencies prefer contractual obligations – established buy-sell agreements, contracts specific to agencies, or other types of government acquisition contracts. You need to know their preference. If they use SEWP then use that, if they prefer schedule you need to find a way for getting on that. Just board on the right train and proceed toward your desired destination.
2. Know your clients
This is the same as the previous tip. To be more specific, I would advise that you know the ins and outs of your clients, you need to do a bit of homework. Know the agency’s history, their budget, their mission, priority of spending, and anything that would help you in understanding it better. The more you know about them the more receptive they will be toward you. Once you build a good rapport with the agency, you can grow your business with them. You can also ask the account executives of your company to develop a good professional relationship with the key people in the agency. Your company representatives should have defined accounts and need to learn everything about the agency and its key people in order to sell effectively.
3. Keep monitoring your competitors
You need to keep a constant watch on your competitors. You can either register under ‘Google Alerts’ for staying current on the recent activities of your competitors or can use the sales query tool of the schedule for determining the first 100 companies and especially the companies that are your direct competitition.
4. Build your own business library
You need to build up your own business library include; files of your company executives, services, and products. Whenever you receive an inquiry you should be ready with the file to assist the inquirer with whatever information they are requesting.
5. Make your business seen and heard
The top 100 contract holders always ensure that they are continuously seen and heard. Like the saying goes, “Out of sight out of mind”, you need to exhibit yourself at all the relevant events. You can also expect some face-to-face networking at such events. Follow up with meaningful contacts.
6. Arrange training for your reps
Like the top companies in the field you need to arrange for regular training sessions for your company executives and provide them with the latest sales and marketing tools.
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