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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.

 

Do You Know What You Don’t Know?

Things are moving pretty fast technologically speaking. And I like to think I’ve learned a lot about print in the 20 or so years I’ve been working, and yet I know I don’t know everything. What about you? How do you stay informed enough to stay ahead of your customers, not to mention your competition? Here are a few suggestions for those of you out there who don’t know everything already.  Read More >>

Industry Centers:

God Is in the Details

Being in a service business like we all are in, accuracy is not only expected, it is absolutely vital to our survival. And a lack of it can not only lose you customers, but it can destroy your business. And the scariest thing about this is that it might happen and you won’t even know it.  Read More >>

Industry Centers:

It’s Not About YOU!

Many of the heavy hitters out there who have been earning big six-figure commissions for decades have some pretty big egos. And maybe in some part they have earned it, if in fact an ego can BE earned. At any rate, it is understandable that a person would think quite a lot of himself if he were so successful for such a long time.  Read More >>

Industry Centers:

Everybody’s an Expert

Today more than ever, everyone is a critic and everyone has an opinion. And thanks to social media and the blogosphere, everyone can find an audience. Just make sure the opinions you seek are valid, well thought out, and relevant to you.  Read More >>

Industry Centers:

I’m BAAAAAACK! Well, Sort Of

There is a misconception among some that sales is all about being aggressive and getting there first, being the loudest, and wanting it the most. While determination and persistence are absolutely critical to a salesperson’s success, sometimes the best thing you can do with a prospect, or even a customer, is to hang back.  Read More >>

Industry Centers:

So Long, Farewell (For Now)

If all goes well, in a little over a week I will be delivering my second set of twins. And yes, that means I will have my hands full. Facing uncertainty is something most of us deal with on a fairly regular basis, so I am nothing special. What I am is committed to this industry, and to you my readers.  Read More >>

Industry Centers:

When Time Is NOT on Your Side

No one wants to give bad news, miss a deadline or let down a client. But it happens, and probably more often than we’d like to admit. So where do we start to make it all better?  Read More >>

Industry Centers:

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 >>

Companies Mentioned:

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 >>