• Rick Wimberly

Government Sales Presentations Deserve Show


Structure your government sales pipeline development presentations like this: brief intro, power list of customers, problem-cause-solution-benefits, questions, pricing, government contracts, impressive company history, customer case studies.
Follow this pattern to make a government sales presentation., not what you were taught.

Chances are good that, somewhere along the line, you're going to need to do a presentation for every government contract you pursue. You may be involved in a "shoot out" with a competitor. (Check out the podcast episode, "Inside Scoop on Government Presentation Shootout" where we tell the story of being hired by a government agency to help them pick a vendor. It provided a good peak at the other side of the table.) Or, if you're lucky, they've invited you in early as they begin their search for a solution.


Whether the presentation is on-line or in person, the concepts are the same. You've got to make it clear that you've got a remedy for their pain. You've got to establish credibility for yourself and your company. And, if it's going well, you'll have lots of questions to answer. A lot to accomplish in a short amount of time that's never enough.


Chances are good you've been taught to make a good introduction of the company with some history up front to establish credibility, present or demonstrate your solution, then take questions hoping they won't ask you how much it cost.


We say, "nay", there's a better way to do it to make an impression, make it interactive, and like a good rock concert, leave them wanting more. In our podcast episode, The Freebird Way to Present, we establish a direct analogy to the way a good rock concert works, you know, "Play Freebird, Man" and a good government sales presentation. Nope, not really that far fetched.


We make a case for finishing with something particularly strong that makes them think. Give them your best at the end. In our scenario illustrated, we saved customer case studies for last for a company with exceptional customer stories to tell (briefly)l. Yours may be something else, but don't waste it at the beginning. (Would Freebird be played at the beginning of the concert?) And, for goodness sake, don't leave pricing for last!

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