HI everyone!
If there's anyone actually out there! A few weeks ago I began blogging for Printing Impressions magazine on-line. So rather than try to keep up with both, I am no longer going to post here, and I will be posting weekly over there
www.piworld.com...
Come on over! it's all new content, and we'll even be offering some awesome webinars starting next month
You can email me at kelly@successinprint.net
and see my VERY basic website at
www.successinprint.net
Thanks for reading - Please KEEP reading over at PI!
CIAO!
Tuesday, June 15, 2010
Wednesday, April 21, 2010
The truth Shall Set you Free!
There are a lot of ways that we can deceive ourselves. Every time I eat chocolate I tell myself that it is NOT going to make me gain weight, and yet guess what happens? The same can be true in our business relationships. In my long history of selling printing, there were many examples of prospects I was pursuing that never had ANY intentions of EVER buying from me. Why did I call on them? Because I refused or was unable to see the truth. I was so blinded by the possible prestige of doing business with a marqee customer that I ignored the signs. What are the signs, you ask? I'll tell you a few.
1. You quote a lot but NEVER get the work. What is happening here? You are likely being used as a tool to drive down the price of your competitor, or the prospect simply ALWAYS has to get several bids. How to combat this? Try saying this to the prospect, "I seem to be doing a lot of bidding but never get work from you - Can we talk about what the possible disconnect might be?" This should tell him in so many words that you are through being his chump.
2. The prospect keeps telling you to call back in 3 months. What's the deal? He may legitimately not have any work right now, but the more likely truth is that for whatever reason, he does not want to cut you loose completely, but has no intention of ever using you. What to do? Try, "I am happy to keep up with calling you, but can you tell me what will be different in the three months that will make it more likely that we can do business together? again - you are calling him out, and letting him know that your time is valuable, too.
3. You are told to contact purchasing. This is the kiss of death and you do NOT want to go there. If I were you, I would head further up the food chain to the kind of person that wants to hear your ideas - like a Marketing Officer or CEO. These are the kinds of people who do not buy print, but look for ways to be more successful. If you can help them solve a problem, you will be golden in their eyes.
So there you have it - Look at your prospects with a fresh honest eye, and you might just free yourself up to spend more time with people who want to do business with you!
1. You quote a lot but NEVER get the work. What is happening here? You are likely being used as a tool to drive down the price of your competitor, or the prospect simply ALWAYS has to get several bids. How to combat this? Try saying this to the prospect, "I seem to be doing a lot of bidding but never get work from you - Can we talk about what the possible disconnect might be?" This should tell him in so many words that you are through being his chump.
2. The prospect keeps telling you to call back in 3 months. What's the deal? He may legitimately not have any work right now, but the more likely truth is that for whatever reason, he does not want to cut you loose completely, but has no intention of ever using you. What to do? Try, "I am happy to keep up with calling you, but can you tell me what will be different in the three months that will make it more likely that we can do business together? again - you are calling him out, and letting him know that your time is valuable, too.
3. You are told to contact purchasing. This is the kiss of death and you do NOT want to go there. If I were you, I would head further up the food chain to the kind of person that wants to hear your ideas - like a Marketing Officer or CEO. These are the kinds of people who do not buy print, but look for ways to be more successful. If you can help them solve a problem, you will be golden in their eyes.
So there you have it - Look at your prospects with a fresh honest eye, and you might just free yourself up to spend more time with people who want to do business with you!
Thursday, March 25, 2010
Brief Update
Hello all, and long time no blog!
My girls were born on February 9th, 2010 at 8:03 and 8:04 AM. Graziella Violet Mallozzi was 7lbs 3 oz, and Giuliana Nicolina Mallozzi was 6lbs 3 oz. We just hit six weeks, and we are all doing really well. In fact, I got 7 hours of non consecutive sleep last night, which is an all time high, and I am very grateful to my daughters for that.
On to the news. I am no longer with Canon Business Solutions, and have decided to launch my own consulting company. Named after this blog, SuccessInPrint will help printing companies grow sales and improve communication with their clients and prospects. I will be launching SuccessInPrint in May and will be taking on a small number of clients for engagements like client recovery, retention and acqusition, and marketing communications projects such as helping you with newsletters and blogs of your own. You can reach me after may 1st at 773.680.5134 and we can discuss your specific needs and build a proposal and plan that will work for you.
In the meantime, take care and Happy SPRING!
My girls were born on February 9th, 2010 at 8:03 and 8:04 AM. Graziella Violet Mallozzi was 7lbs 3 oz, and Giuliana Nicolina Mallozzi was 6lbs 3 oz. We just hit six weeks, and we are all doing really well. In fact, I got 7 hours of non consecutive sleep last night, which is an all time high, and I am very grateful to my daughters for that.
On to the news. I am no longer with Canon Business Solutions, and have decided to launch my own consulting company. Named after this blog, SuccessInPrint will help printing companies grow sales and improve communication with their clients and prospects. I will be launching SuccessInPrint in May and will be taking on a small number of clients for engagements like client recovery, retention and acqusition, and marketing communications projects such as helping you with newsletters and blogs of your own. You can reach me after may 1st at 773.680.5134 and we can discuss your specific needs and build a proposal and plan that will work for you.
In the meantime, take care and Happy SPRING!
Tuesday, December 15, 2009
Sorry For My Absence
Well, it's official - I am now on maternity leave. I have around 7 weeks (I hope) til these babies are born which does leave me with some time on my hands. I'm not sure how much blogging I'll be doing though. If I come across something that I think will be of value to you as printers, I will log on and give you a piece of my mind. Otherwise, I think I will be taking it easy and enjoying the calm before the storm, as well as the holidays.
Which brings me to a point. It is always good to have your eye on what is really important to you in your life. And sometimes, that may not be work at all. Of course your business is vitally important to your life, and it may be the biggest thing on your mind most of the time. That being said, friends, family, your community, they may also be important to you as well. So please take a moment to make sure that those around you know that you love them, think of them, and care about their wellbeing. The happier and more safe and surrounded by love you feel, the more time and energy you should be able to use to focus on your business.
Lastly, I will make 2 last plugs. If you are not reading WhatTheyThink.com, you should be - it is the information source for anything going on in this industry.
And, if you are trying to grow your print sales, www.aspirefor.com , and Bill's 30 day sales challenge will change your life. For only $97.00, you can't afford NOT to give it a try - he should have a new one going in January.... Make it your resolution to take some action to increase sales and make your company healthier than it has been in a long time. This program is for absolutely EVERYONE.
Happy Holidays to you all, please check in periodically ( or read old posts if you haven't read them all), and stay in touch!
Which brings me to a point. It is always good to have your eye on what is really important to you in your life. And sometimes, that may not be work at all. Of course your business is vitally important to your life, and it may be the biggest thing on your mind most of the time. That being said, friends, family, your community, they may also be important to you as well. So please take a moment to make sure that those around you know that you love them, think of them, and care about their wellbeing. The happier and more safe and surrounded by love you feel, the more time and energy you should be able to use to focus on your business.
Lastly, I will make 2 last plugs. If you are not reading WhatTheyThink.com, you should be - it is the information source for anything going on in this industry.
And, if you are trying to grow your print sales, www.aspirefor.com , and Bill's 30 day sales challenge will change your life. For only $97.00, you can't afford NOT to give it a try - he should have a new one going in January.... Make it your resolution to take some action to increase sales and make your company healthier than it has been in a long time. This program is for absolutely EVERYONE.
Happy Holidays to you all, please check in periodically ( or read old posts if you haven't read them all), and stay in touch!
Monday, November 23, 2009
Ways to Find New Customers - Part 4
I am a big fan of collaboration. I also really like cliches. So when you hear me say "Two heads are better than one", what I mean by that is that there is a lot of value in surrounding yourself with people whose opinions you value, or people who can do something for you. One great example of this is networking groups.
I first came to a networking group very reluctantly drawn in by a customer when I was selling printing about 8 years ago. He told me about LeTip saying that they meet once a week for breakfast and to exchange leads. The exchanging leads part I liked. The once a week thing I did not. But, I bit the bullet and joined, and great things happened to me. Not only did I pick up new business - these groups often offer category exclusivity so you would theoretically be the only printer in the room, but I made great contacts. There is usually a real estate agent, a financial planner, and an attorney, and at different times in my life I have needed all of the above, so it was very beneficial.
I have already checked for groups in the south suburbs of Chicago (my apologies to my followers elsewhere, but the websites will guide you) No one and I mean NO ONE will find these groups useless. However, like many things in life, you get out what you put in. You will likely be required to produce leads for other members, and the more leads you give, the more you will get. You can often get invited to try a meeting on for size for free, so go ahead and see if it is for you.
Alternatively, there are a lot of community groups, chambers of commerce, and civic and charitable organizations that will serve the same purpose. With these groups it is more beneficial to get on a committee to gain some additional visibility - you have to spend some time and energy to get a return, but again, worth the time and effort? Most definitely. And you might just end up doing some good, too.
www.letip.com
www.bni.com
www.babblebee.com
HAPPY NETWORKING!
I first came to a networking group very reluctantly drawn in by a customer when I was selling printing about 8 years ago. He told me about LeTip saying that they meet once a week for breakfast and to exchange leads. The exchanging leads part I liked. The once a week thing I did not. But, I bit the bullet and joined, and great things happened to me. Not only did I pick up new business - these groups often offer category exclusivity so you would theoretically be the only printer in the room, but I made great contacts. There is usually a real estate agent, a financial planner, and an attorney, and at different times in my life I have needed all of the above, so it was very beneficial.
I have already checked for groups in the south suburbs of Chicago (my apologies to my followers elsewhere, but the websites will guide you) No one and I mean NO ONE will find these groups useless. However, like many things in life, you get out what you put in. You will likely be required to produce leads for other members, and the more leads you give, the more you will get. You can often get invited to try a meeting on for size for free, so go ahead and see if it is for you.
Alternatively, there are a lot of community groups, chambers of commerce, and civic and charitable organizations that will serve the same purpose. With these groups it is more beneficial to get on a committee to gain some additional visibility - you have to spend some time and energy to get a return, but again, worth the time and effort? Most definitely. And you might just end up doing some good, too.
www.letip.com
www.bni.com
www.babblebee.com
HAPPY NETWORKING!
Tuesday, November 17, 2009
A Hard Thing to Do
I'll admit it. I don't always like to say this sentence... "I was wrong." And I'm not alone. Fonzie could never say it. Politicians RARELY say it. But I got the idea to talk about this topic after I read Eric Zorn's column Change of Subject in last week's Sunday Trib. He was talking about how when he originally heard about the woman who's stroller got caught in the closing doors of a CTA train, he doubted that she was telling the truth about the way things happened. He basically accused the woman of lying, and it wasn't until later that he decided that perhaps he did not have a full understanding of what happened and how, so he had "doubts about his doubts."
I believe that it is human nature to react strongly to stories that we hear and often make snap judgements about them. However, later, when more information comes to light, some of us will actually change our opinions and thoughts about what we thought we knew. I know that I am treading on dangerous philosophical ground here, but my point is this, and it is also Zorn's point. It is a shame to have been wrong. But it's a disgrace to stay wrong just because admitting you were wrong is so hard.
Many people express themselves in absolutes... "I will NEVER get into digital printing." is one that I have heard more than once this year. So I am giving you a hall pass here. Even something that you believed whole-heartedly even 6 short months ago can look very different today. Maybe you've done more research, talked to more customers, or been to an event that is helping to change your mind.
Here is what I am here to help you discover. It is OK to change your mind. No one will fault you if you decide to do something that you have said for years you would never do. Keep in mind that flexibility is a virtue, and as my friend and product specialist Jeannie McTurner always says, "If you keep doing what you're doing, you'll keep getting what you're getting."
Look for a whole blog post on this phrase, because not only is it true, it's brilliant, and very liberating. I have been wrong about a lot of things in my life. But not this!
I believe that it is human nature to react strongly to stories that we hear and often make snap judgements about them. However, later, when more information comes to light, some of us will actually change our opinions and thoughts about what we thought we knew. I know that I am treading on dangerous philosophical ground here, but my point is this, and it is also Zorn's point. It is a shame to have been wrong. But it's a disgrace to stay wrong just because admitting you were wrong is so hard.
Many people express themselves in absolutes... "I will NEVER get into digital printing." is one that I have heard more than once this year. So I am giving you a hall pass here. Even something that you believed whole-heartedly even 6 short months ago can look very different today. Maybe you've done more research, talked to more customers, or been to an event that is helping to change your mind.
Here is what I am here to help you discover. It is OK to change your mind. No one will fault you if you decide to do something that you have said for years you would never do. Keep in mind that flexibility is a virtue, and as my friend and product specialist Jeannie McTurner always says, "If you keep doing what you're doing, you'll keep getting what you're getting."
Look for a whole blog post on this phrase, because not only is it true, it's brilliant, and very liberating. I have been wrong about a lot of things in my life. But not this!
Friday, November 13, 2009
Ways to Find New Customers - Part 3
I guess I could be biased, but I love the library. That could be because this year I was selected to serve as a trustee for my local branch. But it's also because I have been going to the library since I was 3 years old, with a huge break in my 20's - I rarely went during that decade.
Here's what I have discovered about how a library can help you from a business perspective. There are dozens of reference books at your disposal to help you identify new customers. There are two that I use frequently. One is the Business Directory by directoriesUSA.com, a division of InfoUSA. This book tells breaks down businesses by city, by yellow pages directory category, by major employers, and manufacturers by city and SIC code. So you can use this directory to look at a particular city and the kinds of businesses in that city, or you can identify a type of business (ie: medical manufacturers) and look at all businesses within that SIC code. I can assure you that as well as you THINK you know your area, you WILL find businesses that you never knew existed. You WILL find new opportunities.
The second one is the Lexis Nexis Advertising RedBooks. These books tell you the names of companies by city, their sales, the # of employees, a description of their business, key personnel, their advertising expenditures and what types of advertising they invest in, and who is their agency of record. Again, this list companies as big as Sears and as small as a 5 person shop that
makes ball bearings. You can find out who the president or Chief Marketing Officer is, what kinds of advertising they buy, and develop your talk track and approach around the research that you have done. Imagine the powerful position you can be in if you approach a president and say, "My job is to help you sell more ball bearings. I see that you invest half of your marketing budget on trade shows and industry publications. I have some ideas for direct marketing that can increase your sales by as much as 20%. Should we talk about this further?" Who is going to say no to you?
I'll go one further. I am offering to go to your local library with you and spend one hour doing research with you. You just have to make it before Christmas, as I will likely be going on maternity leave til the 2nd quarter. Drop me an email telling me you want me as your research assistant, and I'm all yours. I'll even buy lunch!
kmallozzi@solutions.canon.com
Here's what I have discovered about how a library can help you from a business perspective. There are dozens of reference books at your disposal to help you identify new customers. There are two that I use frequently. One is the Business Directory by directoriesUSA.com, a division of InfoUSA. This book tells breaks down businesses by city, by yellow pages directory category, by major employers, and manufacturers by city and SIC code. So you can use this directory to look at a particular city and the kinds of businesses in that city, or you can identify a type of business (ie: medical manufacturers) and look at all businesses within that SIC code. I can assure you that as well as you THINK you know your area, you WILL find businesses that you never knew existed. You WILL find new opportunities.
The second one is the Lexis Nexis Advertising RedBooks. These books tell you the names of companies by city, their sales, the # of employees, a description of their business, key personnel, their advertising expenditures and what types of advertising they invest in, and who is their agency of record. Again, this list companies as big as Sears and as small as a 5 person shop that
makes ball bearings. You can find out who the president or Chief Marketing Officer is, what kinds of advertising they buy, and develop your talk track and approach around the research that you have done. Imagine the powerful position you can be in if you approach a president and say, "My job is to help you sell more ball bearings. I see that you invest half of your marketing budget on trade shows and industry publications. I have some ideas for direct marketing that can increase your sales by as much as 20%. Should we talk about this further?" Who is going to say no to you?
I'll go one further. I am offering to go to your local library with you and spend one hour doing research with you. You just have to make it before Christmas, as I will likely be going on maternity leave til the 2nd quarter. Drop me an email telling me you want me as your research assistant, and I'm all yours. I'll even buy lunch!
kmallozzi@solutions.canon.com
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