The Foundations of Government Marketing Services

You can quickly gain access to a large network of federal, state, and local agencies wanting to purchase goods and services if you have a GSA Schedule. However, excellent opportunities don't always come without opposition. Even if you are a part of a special group of contractors, you must actively market your solutions to government organizations and compete for customers with other businesses. 

However, you will have a better chance of success selling your goods and services through a GSA Schedule if you comprehend the fundamentals of government marketing services.

Here are three straightforward methods you may strengthen your company's visibility in the government sector for government marketing services.

1. Take into account your worth to government marketing services agencies

While you sit back and wait for the orders to come in, having a GSA Schedule doesn't guarantee that they will. You need to actively sell your company to government customers, just like in commercial industry. Creating a government marketing services strategy for the target market you wish to attract should be your first move. But how do you get started?

Analyzing the goals and principles of the government organizations you are aiming for is a wonderful place to start. How do your goods and services suit the needs of your customers? Consider how your business may support an government marketing services agency's goal by helping to solve their challenge.

When attempting to determine your value to government marketing services agencies, consider the following:

  • Who in the government is looking to purchase your goods or services?
  • How can your business assist the government in achieving its aims and missions?
  • What features of your company's goods or services have proven popular with customers in the past?
  • Do you have a specific market in mind for your goods or services?

Assess your worth before beginning your investigation into the government marketing services. The more you learn about them, the more you'll be able to meet their needs and establish yourself as a useful contractor. Think about the following:

  • Ask why a government organization might need your goods or services.
  • Study their spending plans. What did they previously purchase with their money?
  • Analyze your company's ability to meet the requirements of the agency or government contractor and whether you'll need more resources to finish the work.
  • Create a call strategy.

2. Increase Your Online Presence

You should consider your value first, and then measures to improve the online visibility of your business. It's crucial to be able to offer a web URL where potential clients can search up your government-focused goods or services. The government should be the only audience for this section of your company's website, which should include the following:

  • A contract's details
  • Core abilities
  • Previous performance
  • Differentiators
  • Occupational data
  • Contact details
  • Whitepapers and/or case studies that can be downloaded
  • Government capability declarations that can be downloaded
  • Links to the GSA Advantage! and GSA eLibrary pages
  • Associated company logo

3. Write a statement of capabilities.

A statement of your company's skills with a government focus should exist. A skills statement should be very succinct (goal for one page), very direct, and extremely tailored to the requirements of the particular agency. This capabilities statement ought to be a dynamic document that adapts to the needs of the agency it is intended for. Consider it a cover letter. You shouldn't send the same generic letter to every prospective job. A strong cover letter is customized to the goals, requirements, and ways in which you can help each business. Apply the same thought process to a capabilities statement.

Knowledgeable contractors are aware of the unique missions, visions, and objectives of each agency. Your company's capabilities statement must to be able to specifically mention those objectives.

A thorough capabilities statement covers the following 5 crucial areas:

  • Core abilities
  • Previous performance (show them your past success)
  • Differentiators (what sets your business apart from the competition?)
  • Occupational data
  • Contact details (this includes your contract information)

Are You Ready to Sell to the Government Successfully?

A government-focused marketing strategy, a value-based understanding of your company's capabilities, a website tailored specifically for the government, and capability statements for each agency are all crucial when marketing your goods or services to the government. The needs of the government and its agencies can be targeted with the aid of this knowledge and these resources. Increased sales to the government from both new and returning clients will result undoubtedly from this.

Check out our blogs for more information on how to sell to the government marketing services.

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