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Kelly Mallozzi

Success.In.Print

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.

 

Loose Lips Sink Ships

Last week, I spent in excess of seven hours between my doctor and the labor and delivery facility, which are luckily in the same building. I came in contact with dozens of people; nurses, porters, technicians, doctors and administrators. And here is what I experienced on two separate occasions that same day. Complaining.  Read More >>

Industry Centers:

Client Problem? Make Sure You Involve Them in the Solution!

Like it or not, we are all in the service business, and solving problems is one of the ways that we can strengthen, solidify and build our loyal customer base. Involving the client in the solution, making them feel heard and important is a vital process. Don’t lose a customer because you were too busy upholding policy or standing your ground to remember why you are in business in the first place. No customers, no business.  Read More >>

Industry Centers:

A Few of My Favorite Things

Today’s idea is borrowed from a columnist for the Chicago Tribune, Mary Schmich, a Pulitzer Prize winner and beloved Chicago institution (for those of us who still read newspapers). This past week she wrote about some of her favorite books, movies, and other pop culture items du jour. I immediately glommed on to this topic and figured I could relay some of my favorite sales material and inspirations for all of you.  Read More >>

Industry Centers:

How to Get a 4 Star Rating

Here are a few things that you can learn about giving your customers a first class buying experience while charging a super premium price. (I can imagine there will be a lot of skeptics out there and push back regarding charging high prices, and I understand.) I will discuss the high price philosophy in another blog.  Read More >>

Industry Centers:

How to Get a One-Star Rating

I know that you do not consider yourselves retail operations, but there are clearly parallels for walk in business, press OK’s, your phone presence, and your Website and social media efforts. Perhaps you want to do a quick assessment and make sure you are scoring above one star with your clients and prospects?  Read More >>

Industry Centers:

Staying True to Your Word – Are you Gold or Tarnished Metal?

How well do you keep your word to clients, prospects and colleagues? Do you always furnish information when it is requested the first time? Integrity and reputation are some of the most valuable assets that we own. We should be doing everything in our power to preserve and improve them. Keeping your word is a great way to do so.  Read More >>

Industry Centers:

Desperately Seeking Good News

Good news. You won’t find it on the evening news, but it’s out there. And your customers want to hear it from you. So, today I’m going to talk to you about seeking, finding and sharing good news.  Read More >>

Industry Centers:

My First Rant of 2013 – It’s SEMANTIC

I pay a lot of attention to language. If you have a customer waiting for a press OK, or a job delivery for that matter, make sure you use clear and honest language that does not allow for ambiguity  Read More >>

Industry Centers:

Screw Resolutions! Uh... I Mean Happy New Year!

I have decided to abandon New Year’s Resolutions. Deciding to make some sort of major change in your life just because of a date on a calendar MIGHT work for some people. But in my experience, such changes are short lived and rarely produce meaningful, long-lasting results.
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Make ’Em Laugh – Happy Holidays Edition

In keeping with my talk track that humor and authenticity are vital and valuable to your business, with respect to both client retention and new business development, I had to share this latest video with you.  Read More >>

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Industry Centers:

Tips for Surviving the Chaos of Busy Times

Chaos is awesome, because it usually means that business is booming. But it can also inspire terror, not to mention heartburn. Here are a few strategies that have helped me get through the chaotic, stressful and, yet, productive time I′ve been experiencing.
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WHY, WHY, WHY???

I can recall from my early days in sales that I rarely asked the question, “Why?” And here’s why I should have. What comes after the question that begins with “why” is vital to you. And you need to learn how to ask it, shut your mouth, and listen to the answer, because you need to hear what your prospect or customer is telling you.  Read More >>

Industry Centers:

Giving Thanks for My Local Library

You may have heard me say this before—I am a huge fan of my public library. Your library card may be one of the only cards in your wallet that can literally save you thousands of dollars a year.  Read More >>

Modernization Comes to the Hiring Process

I have spent much of my career hiring sales people. It used to be a pretty simple process. If I were a sales manager today, the process I used would be NOTHING like that old one.  Read More >>

Industry Centers:

You’re a Hard Habit to Break

When it comes to work, my bad habit is getting distracted. I am pathological about letting interruptions get in the way of what I need to do. Do you have a habit that you need some help overcoming?  Read More >>

Industry Centers:

Election Campaigns: Your New Best Friend?

Is it just me, or are you finding that politicians are spending a ton of money on printing this election cycle, too? Do you do any political printing? Why or why not? Obviously, it’s too late now for you to go out and start calling on candidates.  Read More >>

Industry Centers:

Girls, Girls, Girls

I just got back from GRAPH EXPO 2012, where I spent the majority of my time at the Girls Who Print booth inside of Deb Corn’s Printerverse section of the show floor. It’s important that we girls stick together via groups like Mary Beth Smith’s Girls Who Print.  Read More >>

Industry Centers:

Selling Past the Close; or When to Shut UP!

Do you ever sell past the close? To put it more bluntly, Do you know when to shut the hell up, recognize that you have won, and get the hell out of there? Remember that you can screw up even after the customer says yes.  Read More >>

Industry Centers:

Make ’Em Laugh, Part II

Ah, song parodies. I grew up listening to Weird Al Yankovic sing songs like “Eat It” and “Like a Surgeon.” Following my last post, I got a message from a printer who has jumped on the song parody train with great success.  Read More >>

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Industry Centers:

Make ’Em Laugh – Part I

Last week, I got an email from a marketing guy at a wholesale printer in the great state of Texas. In response to my blog about how important passion is to your selling life, he sent me this video.  Read More >>

Industry Centers: