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Kelly Mallozzi


By Kelly Mallozzi

About Kelly

Now working as a consultant, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include client recovery, retention and acquisition, and marketing communications projects.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league.


Scarcity or Abundance (Which One Drives YOU?)

Scarcity—A noun meaning the state of being scarce or in short supply; shortage.

Abundance—A noun meaning a very large quantity of something.

Take a look at the picture below.
[+] click to enlarge
What does it mean to you? I like it because it represents an analogy I have used many times to describe a person (usually me) related to the organization they work for. For example, when I went to work at RR Donnelley, leaving a small mom n pop printer, I went from being a big fish in a little pond to being the smallest possible fish in the biggest pond there ever was. And there are benefits to both. But I digress.

What I really want to talk to you about today is your mindset as it pertains to the amount of business, customers, prospects, or any other “something” that you are going after. This is philosophical. And it gets to the heart of how you carry yourself, what kind of energy you are putting out there, and, I believe, will inform and determine how successful you are.

Here is an example of a statement made by a person who operates from a place of scarcity...

“There is a ton of competition out there and not enough customers. My prices are too high and everyone is happy with their vendors. No one is printing any more. Everyone has converted to digital media and social media and everyone believes that print just hurts the environment. I can’t get anyone on the phone and building security is so tight that I can’t even go see my customers or cold call anymore. This has just gotten too hard.”

Sound familiar? I hope not, but I know there are people out there who have said some (or all) of these things recently. (Because they’ve said them TO ME!)

Now here is an example of what someone who operates from a place of abundance would say.

“There are more potential customers out there than I can ever get my hands on. I have a legitimate reason to reach out TODAY to make contact with a new prospect, because people need me. My ideas help organizations to grow and communicate better and more effectively. Today more than ever, print is an exciting field to be in as we have new technology, new equipment, and new ways to showcase the way that print integrates with all types of campaigns. I now use e-mail, social media and direct mail, as well as the phone to reach people, and each time I have a meaningful encounter with a new prospect it makes me more excited to do my job and succeed.”

I want you to really reflect on what you feel in your heart about this industry and, if you are feeling more scarcity than abundance, ask how you can start to make the transition. There are a lot of great reasons to be in this business, and successful, at that. Call a meeting if you need some help getting inspired. There is a lot of support out there for you too. I am always here if you need a pep talk!


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