PRZOOM - /newswire/ -
Olney, MD, United States, 2005/11/14 - Any company that's successful selling to the government marketplace understands the unique aspects of this community - here are some tips for creating a successful marketing plan for those new to selling to government organizations.
Steps to Secure Success:
1. Help the corporate team understand the unique complexities of the government marketplace. Put together a briefing on some of the unique characteristics of the government marketplace, such as the timing of the buying cycle, some if its unique language, rules and regulations, and agency interrelationships that drive this marketplace. Include in this briefing the importance of the niche publications, organizations, and events that serve this market, for reaching and influencing the government decisionmaker.
2. Pull together concrete examples of effective government-focused pr/marketing campaigns - find a company that's doing it well, and pull together a sampling of their government-facing efforts, such as 2-3 press articles in key publications such as Federal Computer Week or Government Computer News (or Government Technology or Governing if you're targeting the State and Local market), a print or web ad, maybe a government brochure or some material from a government trade show where they participated. An effective campaign will stress solutions and highlight the government customer, not the product.
3. Make the business case for going with 'local' government expertise - working with a focused government pr/marketing firm will secure more targeted, on-message coverage, in some of the smaller publications and events that corporate teams don't have the time or bandwidth to find, but that are invaluable for reaching the government decisionmaker, who truly uses government-facing publications to help make buying decisions. In addition, this is such a relationship-based community, one needs expertise that has worked in the government space for a long time who knows the key players. For example, Advice Unlimited has worked in the government space for over 20 years; we consistently secure 3-4 X ROI for our IT clients marketing to the government space - that means you spend $100,000 and reach a targeted audience that would otherwise require a $400,000.00 campaign.
4. Hire Advice Unlimited to help you market your IT solution to Federal, State and Local government organizations and watch your name recognition and visibility increase! We'd love to help you influence this important market - and we can help you make your case to corporate MARCOM to provide your government team with the budget for the specialized support it needs to ensure success!
For information on how Advice Unlimited can help you create and implement a successful public relations/marketing effort to support your IT sales with the Federal, State and Local government, please contact Sandy Evans Levine, President, at 301-924-0330. We’d love to put our expertise to work to help you influence your target audience and increase sales through effective public relations and marketing communications! Advice Unlimited holds GSA Schedule Contract # GS-23F-0210M and accepts government credit cards; Ms. Levine holds Top Secret clearance in the Intelligence Community.