"It's going to be the toughest year yet", said the head of the National Governors Association (NGA) to the Associated Press when asked about state budgets. Higher education, the arts, and economic development will be particularly hard hit, according to Raymond Scheppach of NGA.
So, what's a state government salesperson to do? Here are several suggestions:
1. Tighten your value proposition. No, don't think this is another way of saying cut your prices. This is a way of saying you'd better be certain that your product or service can be seen as a way to help state governments get through this crunch.
2. Keep building the pipeline. You would think this would go without saying, but it needs repeating - over and over, it seems. As you know painfully well, closing cycles in government are long. They'll continue to be...perhaps even more so. But, government is not dying; it's just sick. Buys will still be made during this crunch time...and, when it's over, buyers will be listening to those who were around during the crunch trying to help.
3. Keep your eyes on the federal programs. Economic stimulus, bail-outs, grant programs will become even more important to state (and local) government. Be the one who can help your prospect obtain funding from "other" sources.
4. Be thankful you're not in the automotive or banking business. Still, government sales is a good place to be...particularly considering the alternatives. Show your appreciation by being a creative problem-solver for your customers, your prospects, your company, and yourself.
Rick
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