Print sales: What to do Before You Pick up the Phone

How should you prepare before you pick up the phone for that sales call? In today’s Short Attention Span Webinar, Bill and Kelly will give you ideas to help get ready  in making a successful call . Short Attention Span Webinars are sponsored by

The Short Attention Span Webinars are developed and delivered by Bill Farquharson ( and Kelly Mallozzi ( and sponsored by (PagePath Technologies, Inc.)

Both Bill and Kelly come from a print background with nearly 50 years of combined sales experience.

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PagePath Technologies, Inc. Is a leader in Web-to-Print storefronts.


About the Author:

MyOrderDesk Marketing


  1. Bill Alpert October 18, 2013 at 10:15 am - Reply

    That you are scouring websites to find something to talk about pretty much drives home that point that your own company is unremarkable and irrelevant. Which is essentially the problem much of the printing industry is facing. For the most part we are a bunch of “me-too” companies that can realistically only differentiate on price. Turning your print shop into a generalized MSP is all well and good, but won’t in itself generate enough revenue fast enough to consistently keep the presses running. Been there, done that.

    We need more “built-in” marketing. Innovative and super focussed approaches that are sharply defined from the ground up. Anything else is lipstick on a pig.

  2. Joe Kern October 18, 2013 at 10:18 am - Reply

    Great comment Bill. Do you have any examples of the “built-in” marketing you are suggesting?

    How do you differentiate your company from your competitors?

  3. Bill Alpert October 18, 2013 at 10:38 am - Reply

    @Joe: no one size fits all answers here. But look at companies like Moo or Cafepress. They’ve both managed to find a solid corner of the marketplace. For small local shops, you’ll have to dig deep to create something of that order. So you have to build a business around a magnetic personal brand that is locally based. But clearly, you’ll need to focus on certain categories of products and services that can be sold at a premium price.

  4. Bill Farquharson October 19, 2013 at 10:32 am - Reply

    Bill, scouring websites to find something of interest in a prospect IS YOUR DIFFERENTIATOR. Everyone else is making the “me, too” sales call that you referred to. But by taking the time come up with something of value to say makes for a better sales call (if you get someone on the line) and even a better voice mail. It is the single most important thing to do before picking up the phone.

    Bill Farquharson

    • Bill Alpert October 19, 2013 at 10:41 am - Reply

      Bill, I agree that the website research is certainly an improvement over the typical idiots who call and ask for “the person who buys ____.” However, you’ll need much more than that tiny edge to make a meaningful connection with a prospect.

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