September 16, 2020 | Alex Colley
Between COVID-19, protests, and ongoing debates about police funding, it’s more important than ever that our law enforcement community has the innovative products and services it needs to protect and serve. The question is, how do you get those products and services to them? We have a few tips.
1. Have the Right Fit
In any industry, implementation of the new, shiny technology or gadget sounds like a great idea, until it becomes one more thing on the to-do list. If your product or service just adds to a cop’s list of items (think body cams, cuffs, radio, license plate reader, patrol rifle, flashlight, taser, etc.) and doesn’t eliminate anything, it’s probably not going to sell. Make sure what you are offering integrates with current infrastructure (whether that’s technological or physical), is purposeful, easy-to-use, and useful.
2. Talk the Talk
The law enforcement community is tight-knit with its own jargon, quirks, and character. Take the time to research trade publications, websites, businesses, and groups both off and online that cater to police agencies to learn the terminology and gauge the overall tone. The more you understand how the culture operates, the better you’ll be able to tout the benefits of your offering.
3. Use Accurate Data Intelligence
Once you have the right solution and you know how to message it appropriately, you’ll want accurate data to get the word out. The first step of a successful direct marketing campaign is to obtain a quality lead list from a proven third-party provider like MCH Data, a company that is well-known in the B2B community. From there, you can focus your marketing efforts on those specific targets, eliminating wasted time and money trying to find the right contacts and weeding out the rest.
Admittedly, the law enforcement industry is highly fragmented with obscure decision makers and complex sales processes. However, that shouldn’t deter you from trying to sell products or solutions that facilitate its mission to protect and serve. If you have the right offer and message, MCH can help you find the right decision makers. Try out our ListBuilder tool online or contact us for more information.
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