So when you're looking to break into selling to local governments, it's really important that you understand the mindset of that local government buyer. And now local government buyers, they tend to be rather risk averse. And the reason for that is they're paying you with taxpayer dollars, right?
They're hard earned money from their neighbors, their friends, maybe even themselves. And That risk averse nature makes a lot of sense, but it also creates a situation where the established businesses in this market are always going to have an advantage. They're going to have a leg up on any newcomer into the market.
The way you can get around that, if you are a newcomer, is to de risk that purchase for a local government buyer. Now, there are lots of different strategies you can use to de risk a purchase. The most effective strategy is probably going to be different in just about every situation. So really the best approach you can take is to listen to your prospective clients, your prospective buyers demonstrate that you understand there's risk in the purchase of a product or service that's relatively new to the market and ask them, how can we de risk this for you?
Doing that will show that you have a good understanding of how this market works and also demonstrate that. You're really committed and serious about working with local governments.