Taking a break from working on an economic stimulus grant to think about keys to success for selling to government. Truth is, it’s not much different from selling to private business. You need to establish credibility, understand processes, and present strong value propositions…just as you would in any selling activity. In government markets, credibility comes from different places, the processes are almost always different, and value propositions are skewed toward delivering services and efficiency. Otherwise, no significant differences.
- Make brief credibility comments as an opening.
- Use examples of success.
- Exhibit energy and passion. Don’t disparage competitors.
- Speak for less than 20 minutes, then conduct Q&A.
- Do not read PowerPoint presentations; speak off the cuff.
- Show a risk-deverse offering.
- Be genuine, credible and trustworthy.
- Use stories when possible.
- Establish next steps.
- Leave succinct materials behind (with your contact info included).
- Thank your audience for their time, and their service.
Way to go, Mary! Your comments are right on the money. One thing to add: Don’t hesitate to ask your prospects questions. Anyone else have suggestions?
Now, back to economic stimulus. (I’d rather be making a sales presentation.)