Reality Check - Are You Embedded? Are You Sure?

From GOVSALESWIKI

Reality Check - Are You Embedded? Are You Sure? By Eileen Kend

Sometimes you need to take a good look at your current and potential clients and ask yourself, "Am I really going to be the first person they will call when they need my product or service every time?"

If your gut isn't sure of this answer, you need to get a face-to-face appointment with your prospect now.

A great opening line to close an appointment is, "I just want to touch base and see how you are doing and if I can come to discuss any future opportunities within the next year or two."

Believe me, this request alone with separate your clients who are loyal to you or not. If they are too busy to see you right now and they don't see anything coming down the pipeline, that is a strong indicator that you are not the first they will call when they need you.

Once you are visiting with them, you need to read between the lines to see if you are truly the "embedded" contractor.

Here are some examples that you are, indeed, "embedded":

"Hey, I have $250K to spend by September or I'll lose the money. Can you get over here and help me figure out what I need?"

"Would you come over and give me some ideas about improving (add your service or product here)."

"Your competitor came by today and they made me think of you...."

"I passed your info to a friend at XYZ agency because they're runing into the same issues you fixed for me. You'd better make me look good."

"Don't tell anyone I told you, but...."

"Here's an easy way to get on our contracting department's good side...."

"Write a list of my needs and I'll walk them over to contracting."

"Contracting is asking for a wish list. Do you want to write one up for me?"

"I need your help...."

"This is a test. We need you to perform this small task quickly. If you perform it without fail, we have some other things coming down the road."

"Are you on GSA schedule? My contracting office is making us buy from GSA schedules now."

"Will you be at the next professional association meeting? Do you want to go together, meet before or after?"

I hope you understand that you must establish TRUST with anyone at the government before they start opening up with you. THey will not use these phrases unless they know you will do a very good job and make them look good. If you can accomplish these simple tasks, you'll do business with this customer for years to come.

"Embedded" is "in" -- "Insider" is "OUT."