You’re a small business owner who is networking with fellow business owners at a function. They begin talking about government contracts. You feel intimidated because you’re a new business owner.
The men you’re speaking with own large agencies and businesses. They cater to state and federal agencies. You remain silent because you have no expertise in this area.
Are government contracts out of your league?
Smaller businesses can win government contracts. However, the competition is fiercer than ever before. To be more competitive, you must have a marketing automation scheme. Also, enhance your website to capture leads.
This article will show you how to generate viable B2G marketing leads. Read on if you wish to know the best advertising methods.
Marketing Automation Plan
Marketing automation is the best way to manage contacts. Marketing automation streamlines all leads effectively in the following ways:
- Customer retention
- Cross-selling and up-selling
- Lead conversion
Marketing automation allows you to know which lead requests information about your business. It can also pinpoint individual team members who engage with a client. Knowing how team members interact with clients will improve customer relations.
You must also combine marketing automation with customer relationship management (CRM).
CRM is the practice of nurturing existing clients. As marketing automation acquires leads, apply CRM to retain existing clients. Also, sync your automation schemes with existing client information in your database.
The sync feature updates existing profiles during marketing automation campaigns. Before marketing to clients, portray your company in the best possible light.
Marketing to clients is like writing a proposal. When drafting a marketing campaign, you must stand out from your competitors. Many businesses stumble when trying to sell to government departments. The three most common mistakes that companies make include:
- Non-optimized websites
- Marketing vague products and services
- Poor mission statements
Research fellow competitors to see how they might be winning government contracts. Your business can also partner with larger companies that already have government agreements.
Use landing pages to optimize your website. Landing pages convert interested leads into paying clients. Moreover, apply proper SEO strategies so users can find your business online. Also, your website must have engaging content that captures reader attention.
Know Your Audience
To gain leads, you must understand the mindset of agency managers. Hiring managers must issue contracts according to agency budgets.
Ensure that you can offer a service or product at an efficient cost. Further, treat government agencies like any other customer. Highlight their concerns and offer a sound solution. When presenting a product or service, keep all information succinct and easily-digestible.
What Is the best B2G marketing strategy?
There is no perfect B2G marketing strategy. But you should project a clear mission statement to your audience. To outmaneuver competitors, communicate to potential clients effectively. Moreover, optimize your website to look professional.
SEO strategies will also help you gain visibility and an online presence.
Also, you must know if your business would qualify for particular government contracts. To get more information on government contracts, contact us today to know more.