Summer: Doldrums or Sales Boon

"Our summer is extremely busy,"

"I expect some robust fiscal-year-end buying."

"Nearly $2 billion is sitting in vehicles that will probably be spent before Sept. 30."

"We see a fair amount of task order activity going on."

"Movement on procurements that were stalled earlier in fiscal 2006 provides another lift for summer sales."

These quotes came from an article on FCW.com which is listed as story number four, "Integrators brace for summer onslaught". Why are these companies seeing the summer months as a boon to their government sales while others are crying the blues about low sales or missed opportunities?

Generally, the successful people know how to work the federal sales cycle, they understand the importance of relationship-building and they are not afraid to aggressively pursue business opportunities when everyone else is settling in with a vacation attitude. Which camp are you in? Which camp do you want to be in?

Proactive marketing to government agencies can open doors to fiscal-year end business opportunities right now. And, even more important, you and your team will benefit from every targeted contact you make right now and for the rest of this last quarter.
Successful Strategies to Increase Summer Federal Government Sales:

1. Develop a strategy to identify and target the agencies with budgeted money left to spend.
2. Create a "fiscal-year-end" sales campaign to stress the benefits, advantages and special offers your company provides
3. Identify the SPECIFIC PEOPLE is the agencies who have purchased your services/products in the past.
4. Set up an aggressive contact schedule to include phone, email, direct mail and fax (if allowed) to these specific people.
5. Follow-up until you close the sales.

TargetGov is your secret weapon to zero in on the people who are involved in making purchasing decisions – become a subscriber and start using it today! Call toll-free: 866-579-1346. Want to learn more first hand from the experts? Attend the TargetGov Teleconference.

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