How Too Much Talk Costs Printing Sales

Time is something that is precious to me. I could be spending it with my wife and young daughter. I could be out trekking in the mountains.

Or I could be spending too much time listening to a print salesperson
I was recently approached by someone in the print industry. They were keen to get me to present at a print seminar.

Normally it’s the sort of call that I like getting.

But this call was painful
This person went on and on about the good old days, and then told me about how things used to be done. They moaned about the lack of print professionals these days and focused on themselves.

I think they were trying to bond with me.

Actually, they were showing me why I wouldn’t want to work with them
I spent over 30 minutes on this call. That’s 30 minutes of my life that I’ll never get back.

I resented it. Now there is no way I want to work with this person.

But it did get me thinking
I’ve suffered an awful lot of print sales pitches like this. In fact, I dread to think how much of my life has been wasted listening to things I never really wanted to know about printing presses. Or about the technical side of workflows. Or even about peoples’ private lives (you’d be surprised at what I’ve learned about some people during print sales pitches!)

So today I’m asking you to remember one thing
Too much talk costs print sales!

PS: This is one of 10 common print selling errors. Find out the other nine: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively.

Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.

Download his free e-book, “Ten Common Print Selling Errors And What To Do About Them
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  • Brian Rothschild

    They were trying to bond with you. Did you even try to go off to a different topic? “Hey, did you see Brazil in that match vs Germany?”

    That’s all the time you needed to think, re-direct the conversation to “Oh, I almost forgot, a friend is getting a new Epson SurePress installed… You should see this thing!” Then, when he starts about the good ol days, you chime right in about the good NEW days and how he’s simply not looking in the right places for talent, and support.

    Matt, you can lead them to the water but ya can’t make them drink. All you can do is shoot em and kick them in. Sad part, by then, it’s already too late.

    Cheers Mate!

    Kindest Regards,