Within your target market there will likely be a mix of potential customers.
Among them are decision-makers and influencers, buyers, managers and advisors but also, to some extent, sub and prime contractors.
Sub and prime contractors are excellent contacts to have as they are not your direct competition.
They also have insider knowledge of how public bodies are run.
Use your calling list to ask questions and get the contact information for others involved in the organisation.
Understanding your target market
Many public services are still managed and paid for by the state. However there are many departments and organisations within that now rely on private service contracts.
Public services managed by the organisations themselves (instead of by government agencies) are referred to as public service markets.
This is an often overlooked but important target market.
The contracts you win in these markets are between you, the service provider, and a public sector body such as a local authority or clinical commissioning group.
However, it is the point-of-service employees who are most affected by the suppliers chosen so it is these people that you need to impress.
Whilst budgets are important, the majority of public sector contracts will not go to the lowest cost option.
Instead, buyers are instructed to achieve the Best Value for local government services, taking into account what is being offered and its value to the institution instead of its price.
Thus, your telemarketing calls must aim to inform the prospect about the guaranteed outcomes they can expect from choosing your product or service.
How to generate enquiries and leads from your public sector calling list