Bill Farquharson’s Print Sales Tip for the week of October 5, 2015

Bill Farquharson

Frequently in the content that I create, be it these tips or the Short Attention Span Webinars that I do with the fabulous Kelly Mallozzi or in my blog, I talk about the need to do research prior to picking up the phone.

But where should you look? Here are three ideas:

1. A company’s website is an obvious place to start. It gives you information on what they do and might even provide a contact name or two.

2. LinkedIn is another great source of background information. Enter the company’s name in the search box and you will find the names of current and former employees.

3. Finding background information on a company’s industry can be of vital importance as well. One of the best methods for doing that is to Google the phrase, “10 Marketing Mistakes Made By…” and entering the name of the industry.

For some reason, this is a popular blog subject and you can learn volumes about the challenges that companies in that industry are facing. Store this information in your mental hard drive and it will serve you well in the prospecting process as you drop factoids here and there.

The net result will be a more confident and better-received sales call, one that differentiates you from the less informed and one that puts you on a better path to securing orders that you designed and at your price.


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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.”

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