Five Sales Questions From a Print Customer

Greetings Citizens of the Printerverse!

It’s been busy over here at Print Media Centr! Graph Expo preparation is at DefCon 3 and that means reaching out to Orlando exhibitors to join the Intergalactic Alliance is top of my to-do list. This moment has come every year for the past four years, and even though I know it has to happen, it’s still one I’m most uncomfortable with. Although there is a ton of value for exhibitors to partner with PMC for the show, I still have to "sell" it, and sometimes multiple times up the food chain within companies.

It’s always a humbling experience since I’m usually on the receiving end of such calls, and I hear myself saying things I would crucify a vendor over. It’s stressful, and I wish I could have all the support I needed without asking for it, and yes I know that’s not how it works; so here we are.

I still have a short time to reach out and secure a few more partners for Graph Expo, and I am seeking your help. More of you sell than buy, so I am hoping to tap into your collective expertise.

Please let me know your thoughts on the following:

How long should you wait to follow up after you send an email with an opportunity?

What is the most important information for that email to contain to keep it short and sweet?

Should pricing be out in the open?

Should I ask for the "decision maker" or speak with anyone/everyone willing to listen once we have moved to setting up a call?

The Alliance is limited and I try not to duplicate products and services so attendees and the audience at home receive well-rounded information. If I don’t hear back, when do I give up and move on to the next company? Do I set a cut-off date?

This last question is really for me ... as long as you are chiming in on things. Have you ever visited the Printerverse at Graph Expo or watched our broadcasts live or the recordings on YouTube? What did you get out of it, and can I do anything better?

I really appreciate your time and help. I am ready to take my medicine since I usually give you all a hard time about trying to sell to me ... so please don’t hold back.

P.S. Use code PMC16 for a free pass to Graph Expo in Orlando and see you in The Printerverse booth 701!