From the course: Selling Into Industries: Government
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Pitch meeting and submissions
From the course: Selling Into Industries: Government
Pitch meeting and submissions
- Preparation is key when meeting with any client. This does not exclude the government buyer. After all, contracts and buying vehicles do not guarantee your organization sales. They must be marketed and worked. Outbound calls, marketing efforts, and good old fashioned selling is necessary. To craft and present a compelling sales narrative, start with your unique value proposition. Once that's established, the rest comes relatively easy. First, consider how your product features will serve the client. Describe the benefits. You have to be able to describe how it will ultimately solve the goals of the agency. Know the client's goals and problems. Tie their needs to your features. This is referred to as hitting the hot button. Most buyers want a product to solve what's in it for me question. Government buyers are no different. A great method in doing this is to tie in positive customer stories, and to create your narrative as an overall story. Teams that I have supported often keep a…
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