How to Make a Sale: A Print Buyer Weighs In

When I Send You an Estimate Request:

• I may not be able to send you specs on a current job, but I'll be happy to send you a past job to let you know where your pricing lands and give you feedback.
• Not reading the specs clearly and making mistakes at this stage is a great way to make a bad impression.
• Treat it as if it were a real job. Ask the same questions, make the same suggestions, do the same diligence and submit it on time.
• There is a difference between being the lowest bidder and a competitive one, although it's possible to be both.
• Prices that are super high/low raise a red flag. Be honest and fair to us both.
• Don't substitute stocks or materials on a bid. How can I compare yours objectively if it's different?
• Be patient with the time it takes me to send the specs or to reply. I may have open jobs demanding my time and they have priority.

And that's how you can have me want to work with you. Yes, it's not easy, but if you want me to pay attention and consider what you have to offer and don't want me to think you're just another printer—making the same tired old pitch I've heard so many times before—this is how you can go about it.