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foreign agencies [Music] how do we do that let's learn it through a story okay okay before we start the story what what is b2g b2g is business to government or b2a that is business to Administration and it is different from D to C and B to B and before we dig any deeper I'm sure you would agree that selling to government is challenging won't entry look at the look at the huge contracts these companies have taken but it's it's difficult for me to even pronounce this number I don't know if it's billions of dollars or what now this these numbers may make us feel that only the big companies can find their way to selling to government well that's not true let's break the myth for you now even if you are a small company you can find an opportunity to sell to government how do you do that so you go to their portal which is for finding Contracting opportunities you search for your software you define it in different terms and see if there is a requirement that they have and you would be amazed to know that there would be companies uh whose name you don't even know but they are selling office supplies to government right so this is the place where you find opportunity from now I am going to tell you a story of a company of a small business named seamless talks how did they manage to sell to government hugely okay let's dig in so serious dogs what did they used to do and they were just a small software company they were converting PDF to Word statements okay now and they didn't even have any plan to sell the government unless one somebody from government called them you know that I worked for the state of this I'm in a chair department and I was wondering if I can use your electronic signatures on my forms okay and this change the future of the company suddenly everything clicked they realized that instead of selling to small businesses if they can find a big industry or a government sector where a lot of such documentation is involved so the use case becomes really frequent and there's a big number of people using it for example in government you will see things like performance registrations applications contracts surveys spend so much of paperwork all right so the team decided to sell only to government now as I told you why they wanted to sell to government because they saw an opportunity and government has as per the statistics the research is that 33 percent of government transactions are processed digitally and continue to raise year over year so did they see the opportunities but um there's a little difference in the people working in the government sector public sector or the private sector the motivations are different people in the government sector are more worried about the job security versus potential for growth they are more into you know systematic procedural process instead of Freedom or and autonomy and it may seem to us that it's bureaucratic nightmares and tired but just in Crazy context how can we sell to the government okay but today in the video I'm going to show you four stages of closing the government stage one Define your personas who is going to use it who takes a buying decision are there multiple parties taking uh participating in the buying process so what seamless dogs did they got the names emails addresses of personas working in their relative federal agencies it was easy to get because all the information is public and they divided the people in three categories one was user one was economic buyer one was executed by economic buyer is a person who signs up the purchase orders and executive buyer is a person who takes this strategic decisions from long-term perspective while studying the personas seamless talk also learned that at the different departments in government are siled and uh they might not be communicating very often for example IIT Department might not know what's going on in Wales officer mayor's office might not know what's going in the Department of Records now for such Silo teams to bring everyone together on taking a decision it it was complicated but they found out how these different teams communicate and how things worked so that was the first step of postage buying process second is government people they don't like to receive emails already they are using receiving tons and tons to reply to public right but the chances are higher that if you make up cold call you will get a response in fact this company seamless Docs they got 90 of their demos booked through phone not email then uh This Is How They manage their daily list and it was using a software called close we'll talk about it later then when you're doing cold calls or your team is doing cold calls there should be a Pitch which which makes it relatable for people on the other side and this is how seamless dogs went about it they're like I'm on your website right now I see 80 different forms the citizens at the fill and then after 10 days we submit to you Chuck what do you do with it is that so that's where this started the conversation and slowly they tried to you know bring the receiver to the pain point to the pressing pain points that they have for example gradually they asked can I inside that can I submit them online and and this this helped them you know get into an open conversation with the officials and finding out their green percent slowly teaching the solution now when you get that opportunity to put your solution you you demo the problem not the product they are not interested in the technical knowledge this is cloud-based it's very secured is that that comes later first comes can you solve their problem and for that you need to have a word in your pitch which is called efficiency so that is a buzzword which helps you sell then fourth or final stage is Midwife the procurement process and now there are two things when multiple vendors you know in the contract opportunity they send quotations then the route is different and when there is a soul soul that is you don't have a competition then it's different and for seamless stocks they were lucky they were the only one in their category when they started now one more good point here look at the numbers so the people in government the executive buyers they economic buyers they have the permission to sign purchase orders which are less than five thousand dollars so you strategically keep the price just a little below 5000 so that easy it's easier for them to purchase the sign of it but to sign the purchase orders then um you also need to make sure that for that internal bind where then there are multiple people influencing the decision you somehow manage to bring more people on board for the decision in you know uh buying that and ultimately is the patience which helps you win now here is a snapshot of how the process of selling looks like now I told you the story of how a company could sell to government now you know what based on the story you might feel that this company or the website where I'm reading the blog they are actually someone who can help us make sales in the government maybe they have a special Cc or something but no they are a software a SAS company and look at how beautifully they have written the content and how beautifully they have plugged in their products this snapshot is from their product and then here in in between they're telling that they're cold calling thing seamless stocks managed through this software called flows is excellent example of you know compelling story writing uh engaging content well research content I mean this is like a 10 on 10 so yeah it's a 10 and 10 content where they have a compelling story we humans love to read stories and while reading the story how beautifully they have plugged in their product uh very easy to reach to the target audience then the content is very well researched there is no fluff in the article uh so this authors Telly ft you are amazing this is a lovely lovely blog I absolutely loved it and I hope that you didn't mind that I did a walk through on your blog because I absolutely loved it amazing amazing I think that's how all SAS companies should write content where they are bringing stories of a pain Point how the pain point was solved the complete process and in that complete process you plug in your product and how beautifully it helps well by the way uh this is Aditi from concrete we are a Content marketing agency and we bring business through content for you not just leads have a good day good weekend see you soon bye-bye [Music]