CM Listline: Best Ways to Market to the Government
ONCE UPON A TIME, Sept. 30 — the end of the federal government’s fiscal year — meant renewed optimism among government sales reps. Leaves seemingly fell off the trees with dollar signs.
That’s not so today, thanks to a U.S debt up to $13.6 trillion. Today’s contractors and sales reps need a targeted government marketing strategy that works.
With the new federal government fiscal year around the corner, it’s good timing for a fresh perspective on marketing to the government. Start by considering the problems that need to be solved and where you can help. Commercial organizations and individuals can position themselves as valuable resources, and a good list is a great place to start for identifying contacts who would appreciate the help.
To make it easier, many list managers have profiled these government lists right on the data card. You can find counts for just about any job function. Examples include emergency management, IT, legal affairs, recreation and hundreds more. Find the right niche based on your unique value proposition and test some names. Prioritize list titles based on those that have phone numbers as well — it’s still the best way to reach out if you want to build a quality business relationship.
The total universe, base price, list popularity index (LPI), and list manager contact information are provided for each of the five government marketing titles below. The LPI shows each list’s rating on a range from 0 to 100, with 100 being the highest. The scores are calculated using an algorithm that analyzes recency and frequency of more than 100,000 outside list recommendations made in the trailing 12 months of the scoring date.
ABLE Government Masterfile
Universe: 230,000
Price: $60/M
Popularity Index: 85
Contact: Act One Lists, Beth Shamitz, [email protected], 800-228-5478 x203
BEN Government Professionals E-mail Database
Universe: 1,857,405
Price: $300/M e-mail, $145/M postal
Popularity Index: 99
Contact: e-POSTdirect, Wayne Nagrowski, [email protected], 845-731-3854
FEDweek E-mail Masterfile
Universe: 275,118
Price: $225/M
Popularity Index: 96
Contact: MeritDirect, Chris Kimball, [email protected], 914-368-1000
Government Technology Magazine
Universe: 73,481
Price: $170/M
Popularity Index: 78
Contact: Statlistics, Marge Fernbach, [email protected], 203-778-8700
U.S. Government Executive Masterfile from Carroll Publishing
Universe: 271,224
Price: $135/M
Popularity Index: 96
Contact: True North List Marketing, Ray Schneeberger, [email protected], 203-459-4348
Data cards for these are publicly available at http://lists.nextmark.com
