Question

Topic: Strategy

Marketing Towards City Council

Posted by Mjlag07 on 1/29/2009 at 6:28 PM ET 140 Points
I work for a small company who does reports for communities and ultimately recruits retailers for them. We have been working nationally but would like to focus marketing efforts on the California market. We typically work with economic developers and mayors. Any advice on reaching these city officials other than municipal league trade shows?
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RESPONSES

  • Posted on 1/30/2009 at 6:36 AM Accepted
    With a finite number of targets in a well-defined geographic area, I think you probably ought to try old-fashioned in-person sales calls. Develop a compelling presentation, make an appointment and show up to explain how you can deliver real value to them.

    If you do two presentations a day, 5 days a week, work 45 weeks a year, you can reach 450 contacts each year.

    What's your closing ratio? Average profit per sale? Do the numbers work? If so, get 10 people doing this and you can cover 4,500 targets a year.
  • Posted by Mjlag07 on 1/30/2009 at 8:48 AM Author
    Thanks for the advice! We might be able to incorporate more in-person sales calls but with only a few sales employees and none in California, it might not be cost effective.
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