Is your G-Cloud listing stopping you from selling?
We've compiled a list of common mistakes that suppliers on G-Cloud make, take a look and find out if your G-Cloud 10 listing is up to scratch!
Too often we hear from suppliers that they left their listing to the last minute doing a mad dash on the 23rd May to get their offering submitted. Given that we know how long it takes to shape and craft a quality listing, we aren’t surprised that over 1,300 suppliers abandoned their G-Cloud 10 applications at the finishing post.
G-Cloud is a high value marketplace with over £3.1bn worth of sales having been through the framework. There is no doubt that the public sector is making use of the framework and the vast catalogue of services it offers. If you are one of those suppliers racking your brains trying to figure out why you haven’t yet cinched that deal, it may very well be that your listing is holding you back…
Here’s how to identify the most common listing ‘fails’:
Your service summary doesn’t describe what you actually do
Your service summary should accurately describe the service you are offering. It’s likely that the person reading your summary and buying your product will be from procurement, they may not understand the 15 acronyms you have included. Luckily, these fields are editable, so you can change this now the framework is live and make your summary a bit more ‘user’ friendly.
No one knows how much your service costs
Now this is a biggie, if a buyer cannot figure out how much your service will cost it’s likely they won’t be buying it. And unfortunately, this mistake may have to stay with you for the lifetime of the framework as your pricing is fixed at the point of tender on G-Cloud.
Your features and benefits are wishy-washy
Marketing fluff is not welcome within your features and benefits. If a buyer won’t search for it, then get rid! Make sure you also haven’t repeated information that is included within the body of the listing. It’s great that you offer 24×7 support, but this doesn’t need to take up precious space within your features and benefits.
Not including a service definition
Some digging we did on suppliers on G-Cloud 9 shows that 29% of suppliers with no sales didn’t include a service definition. Coincidence? No, these suppliers missed a golden opportunity to really shout about what they do and offer. But it’s not too late, a service definition can be uploaded at any time. Just make sure it’s a good one! We recently wrote a blog on 9 steps to G-Cloud service definition success, so have a read before you get cracking.
You haven’t thought about who your target audience is
If you haven’t thought about who you are trying to attract, it is doubtful you have approached your G-Cloud listing in the right frame of mind. The public sector is very diverse, there are 50,000 organisations and they all buy in different ways. You need to make sure the keywords you have used correlate to the departments or organisations you are hoping to target. Perhaps do some research into the state of the public sector landscape see if you can take some buzzwords and optimise your G-Cloud listing. Another top tip is to take advantage of the fact that the information on G-Cloud is publicly available, so nothing is stopping you from going on your competitor’s listings and taking inspiration from the keywords they have used and add them to your own listing.
If you are still not sure if you have made the most of your G-Cloud listing, here’s a further 3 ways you can do your very own listing review.