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.
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!)
Blogger, author, consultant, coach and all around evangelist for the graphic arts industry, 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 sales and marketing coaching, enabling clients to find engagement strategies that work for them and mentoring the next generation of sales superstars.
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. She is also the mother of two sets of twins under the age of ten, so she fears nothing.