Your Business Blogger has been on both sides of the table as buyer and seller in government procurement. A few months ago, I worked with a client selling to the public sector, working at the Baltimore/Washington Area Government Procurement Fair.
Follow-up and persistence is key for selling in any market. But are the rules different in government sales? In particular, when are you making a pest of yourself?
Gloria Berthold, President of TargetGov gave a compelling presentation, reminding small business owners that some government selling has lengthy, challenging sales cycles. What is needed?
“Persistence, Persistence, Persistence,” she says.
Gloria reminds us that sales reps often quit too soon. They will bail out before they get tossed out.
Persistence. I was fortunate to have a sales trainer over two decades ago who taught how to measure persistence. In the high-pressure elite cadre of medical sales. His advice:
If you’re not getting thrown out of an account once a month, you’re not working hard enough.
This is always a challenge: balancing being nice, with being good . . .and persistent.
Sorry. Being nice is over-rated. Your Business Blogger always recommends being good.
Smart small businesses know the difference between sales resistance, dealing with objections– and smart selling and account management.
And now the fine print from our case study:
Our [brand-X products] avoid unnecessary paper waste, help preserve our valuable natural resources such as forests and oil, protect wildlife habitats, and do not contribute to landfills.
See more outstanding selling wisdom at GrowABrain postings on Salesmanship.
Persistence is the key! A majority of the sales are made after the second attempt. But mostly I hear from my clients that they don’t call back more than twice! They assume the person is not interested.