Installment
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One Page Capabilities Statement Available in a Simple Format Saves You Thousands of Dollars in Full Color Brochures
By
Eileen Kent
As you have been placing your six additional calls a day, I would bet money on one response you are getting from the buyer or end user:
"Send me information."
At fedmarket.com, we have a running joke. We call it the "polite blow-off."
When a buyer asks you to send them information, do you actually leave your desk, put together a packet and mail it? How much money and time did it take for you to compile this information for someone who has no intention of looking over or even keeping your information? How many times are you willing to go through this exercise before you're willing to admit it is a waste of your time?
Here's a simple solution. Develop a one-page document in Word that describes your business in one or two paragraphs, communicates your best values and offers a phone number where you can be reached 24/7. Since this is valuable information in a pinch, they will probably keep the flyer on their computer.
Now, when they say, "Send me information." You can respond by asking for their email address and you will send them a quick email with your capabilities right away.
They'll appreciate your promptness, your tenacity and your professionalism. When you send it to them, keep them on the phone and review your company information.
In fact, you might even make it easier by pinging them your information in a quick email without an attachment and ask them to click on the link to your website and your special government pricing.
You've just saved your self a huge amount of time and materials and you come across as on the edge of technology without backing down.
After you've reviewed the information with them, ask them, "Would you be the person who would be making a decision about my product or service, or should I be speaking to someone else at your agency? I can happily send this information to them as well. What is their name, phone, title and email address?"
If they are really disinterested in your product or service they will tell you so and then refer you to the true decision maker regarding your product or service.
Hang in there and call the end user. This is your key to unlocking opportunity at the agency. If they say, "Send me information," go through the same drill and try to close an appointment.
No one gets your four color beautiful brochure unless they have a face-to- face appointment with you or they are ready to place an order. Brochures are for the closing appointment. Don't waste them on people who will throw them out.
If you have this one-page document ready at all times, you can add four color graphics and photos without having to pay a dime.
I have even said to buyers, "Do you really keep brochures in files in your office or do you maintain a database of your vendors?" If they say, "database," I tell them that I have developed a quick flyer so they can get a hold of me quickly when they truly need me.
Federal buyers appreciate the fact that you like to save time, save money and the environment by NOT mailing them a brochure. Show them you understand all of these aspects are valuable and they'll recite their email to you for communications this time and always.
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GSA Proposal Preparation eLab
Are you unable to complete your GSA Schedule offer? GSA proposal preparation is fraught with issues, questions, and frustration. Many postpone offer preparation because of the frustration.
Complete your offer in 3 days or fewer. Our instructors will walk you through the process and you will leave the eLab with a completed GSA proposal.
Attend our monthly GSA Proposal Preparation eLab in Bethesda, Maryland.
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FedBuying Intelligence is the most powerful sales tool in the federal market. It searches five years of public bid data and tells you “who bought what”. Enter your product/service using keywords, Product/Service Codes, or NAICS Codes and find the solicitations and awards for the Contracting Officers and Contract Specialists who bought your product/service. Contact data including telephone number and email address is provided for each buyer in a downloadable spreadsheet. Details
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