I’m a Business and Life Strategist with over 20 years of consulting on Life, Government, and Business Strategies. We’ve also submitted numerous bids to government and commercial entities putting us in a unique position to provide you a tactic that should bring you the results in overcoming your dilemma. I'd suggest that you tack action upon the following:
1. Create a Capability Statement and a White Letter. They're what you'll utilize to send to your potential clients. In your capability statement, you'll speak about what your company will offer to your potential client. The white letter will speak to how your product will enhance their product line for your client's customers.
2. Go to each of your potential buyers' website and check to see if they have a Vendor Registration page/link and become a vendor with that company. Once you've become a vendor, see if they require your product. If not your particular product, see who put out a bid for a product that is similar to your product. Once you've found the Purchasing Officer, Purchasing Supervisor, or Purchasing Agent contact information, you'll immediately send them your Capability Statement.
3. Utilize LinkedIn to introduce yourself to the casino's Purchasing Officer, Purchasing Supervisor, and/or the Purchasing Agent to introduce yourself and build a professional relationship with them.
If you have any additional questions or assistance, feel free to contact me.
Congrats on entering the go-to-market phase. I’m sure it’s taken a lot to get to this point.
Here’s the rub with this step – it’s all about selling (after your marketing has refined your approach).
In addition to the suggestions above, I highly recommend that you go old school and do some cold calling. Reach out to individual buyers at each casino shop with a strategy that includes a phone call (the vast majority you’ll leave a message) and follow-up emails/calls. Then, explore other market niches and repeat the process.
Cold calling is not fun (unless you’re wired for it) and it is a numbers game, but it can pay off in present deals and in the future (I’ve had people call me back three years later).
Good luck and please let me know if you need more assistance – I’ve trimmed my rate in response to the current global uncertainties.