Two Simple GSA Marketing Tips to make your Federal Clients Happy

Posted by Robert Kelly on Jan 19, 2011 5:33:00 PM

Admittedly, this will not be ground breaking advice nor make your GSA schedule sales skyrocket. But these tips will make it easier for your Federal clients to remember you and make their life easier.  I have heard this requested by numerous federal clients over the years and not long ago I heard it again, so I thought it would be worthwhile to pass along.  The two things many Federal’s ask for are: detailed email signature line and more descriptive information on business cards.

What your Sales People Need to Know

Email Signature

Much of your communication with government personnel is done by email, and all too often the sender does not include a signature line.  It would be ideal, in their minds, if vendors would include the following basic information at the end of each and every email, as they do not want to go searching for old emails to try to find your information. Plus it helps them remember you better.

  • Name, Title
  • Company
  • Company web site
  • Phone number(s)
  • In addition, they would like to see:
  • Your DUNS or CAGE Code
  • Socio-Economic Status (Small Biz, SBA 8(a) Firm, HUBZone, VOSB, WOSB, etc)
  • GSA Contract number (put the contract number (GS-XXX-XXXXX) at a minimum  but consider adding the GSA authorized contractor logo.  Most Feds only view email in text format so graphics are often eliminated, but it for those that do receive HTML email, it will make your email stand out.
  • Other large contract vehicles

And some have suggested putting your firm’s tag line or one sentence summarizing what your firm does, just to help them remember you if they haven’t dealt with you in a while.

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Special Federal Business Card

GSA ContractThe second tip is similar but pertains to business cards.  Feds often receive an abundance of business cards from people at business conferences and trade shows.  When they get back to the office, they empty a pocket full of cards and often cannot remember the person they received it from. Savvy Federal marketers will prepare a special Federal business cards for their dealings with federal agencies .  Unique Federal information such as the following should be added to your regular business card::

  • Your DUNS or CAGE Code
  • Socio-Economic Status
  • GSA Contract number (Suggest you include both the contract number (GS-XXX-XXXXX) and the GSA authorized logo.
  • Other large contract vehicles

And on the reverse side, they suggest putting more information about what you sell and perhaps a succinct value proposition.   

These two simple tips will help Feds remember you and do not cost that much to implement.

Topics: GSA Sales, GSA Schedules

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