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today we're going to be talking about generating sales using government grants we've talked about different government programs to generate sales this is similar to what we talked about with tax credits and would be a good call to review if you want to explore something along these lines now to get started this particular strategy will make sense more towards the end but we'll talk about how to execute the strategy to start out we're going to go to grants.gov and what that's going to do at the top of the page just click on search grants it's pretty easy to locate at that top menu and then what you'll see on the page are all the latest grants what's great about this is these grants come out on a daily basis there are several dozen that will come out every single day so this isn't just like an annual thing that the government releases there's stuff happening every single day and this is what makes this campaign so successful is the fact that you can engage with clients and provide relevant information all the time and so that's one of the most important elements in any sales campaign is something that's changed within the last 24 hours when you can share that with your prospects it creates a sense of urgency and creates a much much higher response rate on the left hand side of the page there's a lot of different filters which is pretty easy to work with the main filters that you'll probably want to leverage here are the filters that allow you to segment based off of the industry because when you're when you focus on specific specific verticals it'll certainly lower your customer acquisition costs so once you kind of look at a few of these grants what you're going to do is you're going to look go inside of the grant and look at all the different details here what you're going to find are it where in the top section where it says eligible applicants this these are the prospects that you're going to be engaging with to share this information for so you can take any of those organizations and then plug them into insable.com data using the business filters and that will would allow you to find any local companies or any companies across the country that fit that criteria you can layer on other variables such as location which is also the one of the most in addition to timing is one of the more valuable ways to help reduce customer acquisition costs by reducing proximity to your prospects this is where a lot of the opportunities will come from at the bottom of the page you'll see a description so this is basically the outline of what this is going to what they're trying to accomplish with this grant because this is coming from the government there's a significant information gap and this this is where you're going to find the most opportunity because although this is helpful there's a lot there's a lot of information that's lacking here and so what you're going to do is you're actually going to recycle this content and post this information on your site but rather than just posting raw data of what they're actually providing you here you can add insights and helpful tidbits to help interpret and help understand what this grant is for how to take advantage of it how to apply how the process works what the chances of winning the grant are but by providing all these additional insights you actually provide value to your prospects now my recommendation is to create an actual sub domain for your website what this does is it allows you to basically take your entire website but cater it to a specific vertical the reason why we do this is because when you do so when you talk to someone at their level at a very specific level it has a significant impact on conversion rates and so if you're catering to the health space which is what a lot of these grants are are designed for it would make sense to create a sub domain for your website and still be able to talk to them without actually actually having to create a whole new website so the sub domain would look like the original website but the verbage could be modified to reflect that specific industry so you can have articles you can have case studies and different contents specifically like grants that would help drive traffic to your site now because this is a specific site and providing ongoing content it's always important to remember to create a subscription link because what that does is it allows you to stay in front of your clients on a regular basis because it's highly likely that they're not ready to buy in that very moment but if you can stay in front of them via sideways sales letter which we've talked about on a previous call you can create a lot of great opportunities to find that perfect moment when they're ready to purchase from you so what we're going to do is once we have that list back of all the different companies that would be potentially interested in applying for this grant and we've created an article on our sites that outlines the grant and provides information about the grant we can then start sending out emails to the different companies that we've that are on the list that we've created at untable.com data the email would look something like this i want to share with you a new grant that came out this morning and then you kind of highlight the grant and then say i don't know if you have if you have the bandwidth to take on a project like this but i thought you should know about it here's some here are some of the details and then you link them to your site and so it's pretty simple and straightforward the main aspect of this email is the fact that it came out this morning and that it's relevant to their business and so the more relevant um that these grants are for the companies that you're talking to the easier it will be for you to actually get a click-through rate now in addition to providing the grants because this is a very specific site that you've created you can show case studies you can talk about experiments that you've ran related to this and just kind of put lots of different content out there different regulations what companies are doing and what this does is it helps provide value to the company so what you the way to think of this is it's kind of like installing a playground at a restaurant the two the food and the playground are very different products and services but one drives the other and so what you're trying to do is create value for your prospects through content and rea and rather than just you know coming up with random articles if you can come up with something that talks about recent grants and recent changes and tax credits and things of that nature you can drive a lot of traffic to your site and ultimately a lot of that traffic will spill over into the sales funnel and that's what we want to talk about next is it's important that you add some type of tracking mechanisms to your sites uh this is where you it's a good investment to make there's lots of different services and table offers one here you can see it so if they're browsing your site and looking at specific articles such as pricing or case studies it kind of gives you the direction to know who to follow up with but also what to follow up with them about and so you can add these tracking pixels another good company that does this is lead forensics but in any case this is a great investment to make for your business so just to summarize um what we're doing is we're using the fact that grants are coming out on a regular basis which creates a great element for higher conversion rates in cold email campaigns we need to recycle the content so that shows up on our site but also provide enough content with your site so that they don't just hit the article and then leave your site you need to be able to keep them on your site provide enough content to kind of do that and hopefully they'll subscribe to future content and help them understand the value that you provide and then as they're on your site if they are browsing different pages it'll give you the insight if you're using different tracking mechanisms to figure out what the next steps are for these companies and so with that we're going to go ahead and wrap it up in two weeks we'll be talking about email automation strategies which different types of software that you can use to help automate different email campaigns without a lot of work on your end in action and avoid having to hire people to manage those campaigns so with that thanks again for everyone for joining us today have a great weekend and we look forward to seeing you in two weeks take care everyone talk to you soon you