Bill Farquharson’s Print Sales Tip for the week of September 21, 2015

Bill Farquharson

Do you know how long it takes for a lead to “go bad?” Leave a piece of bread out and uncovered overnight and you will wake up to a crouton. Allow the lead to sit unattended and you will quickly find that someone else has scooped it up off the counter and made a sandwich out of it.

Leads. The goal of Social Media and SEO is to promote inbound marketing and get your phone ringing with prospects who need what you are selling. How ready do you think those leads are when they hit the “Contact us” button on your website? How ready are you to get information from a company as a consumer?

15 minutes. That’s how long you have follow-up on Internet-originated leads. 15 minutes. After that, it starts to harden with great haste.

What about tradeshow leads? Did you know that the number one mistake that companies make when they participate in a tradeshow in that they do not follow up on tradeshow leads nearly as fast as they should? Prospects who are serious about buying are serious about buying right now, not next week and certainly not next month and definitely not when the sales rep who was handed the lead has a free moment to make a call.

And what about estimates? It used to be true that you wanted to be the last one to price a job but that was before life got so fast-paced. Now, it helps your cause to be the first one in the door. It demonstrates your efficiency and ability to meet the needs of your clients.

Have you ever had it happen that you call someone over and over and over, whether to follow up on a quote or follow-up on an inquiry and you never hear back from that person? Sure, they might be busy and yeah, perhaps they are rude. But it also might be that someone read this blog before you did and jumped on the opportunity immediately.


Let’s talk! Now you can book time on my calendar and talk about your Sales Challenges or your salespeople or your company’s future or…. Just go to  and grab a timeslot.

Have you taken the Sales Assessment Test? Do it today. It’s free and will tell you where you stand on the top aspects of effective sales. Plus, I will review it and send you back a personalized video. Also free. Hit the link at

Need to contact me? My email is and the direct line is 781-934-7036


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


About the Author:

Bill Farquharson
As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically “old school” advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. “Bill Farquharson will drive your sales momentum.”

Leave A Comment

Time limit is exhausted. Please reload CAPTCHA.