Scarcity: A noun meaning the state of being scarce or in short supply; shortage.
Abundance: A noun meaning a very large quantity of something.
When it comes to looking at a person’s outlook on life, people are often lumped into one of two categories: optimists or pessimists. You know – the old “glass half full or glass half empty” argument. I just hung up the phone with a dear friend who was just let go from a company she had been at for 16 years. The first words out of her mouth were, “Kelly, I am floating on air.”
Huh?
She lost her livelihood and yet she was thrilled, largely because she hated the job, and was looking forward to finding something more rewarding that would better showcase her skills and talents. That, plus she was looking forward to spending more time with her family for a bit.
So, let’s talk about you. 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 contact 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!
ABUNDANCE NOW! ABANDON SCARCITY!
As a sales and marketing coach and consultant at Success In Print, Kelly Mallozzi advocates for graphic arts companies to start a revolution and fight to keep print relevant. She may be irreverent, but what she lacks in convention, she makes up for in smart-assery.
Connect With Kelly: Twitter @SuccessInPrint and check out her weekly blog on Printing Impressions.
4 Responses
Great article Kelly – I find this to be so true in Sales. Mindset and an optimistic attitude can make all the difference in how we are perceived. Conversely, if we don’t believe in ourselves, why should anybody else? Sometimes it’s “fake it until you make it”.
I’m also a big fan of the “hot streak”: a confidence boost with a prospect who finally says yes is often my launching point to make that extra call, go that extra distance with another prospect and oftentimes that previous boost of confidence is somehow exuded and another “yes” is achieved.
Thanks for reading LU! You are spot on!
Nice article Kelly! This comment coming to you over a year after you wrote and posted it is a great example of how things are different but they are also effective…for a long time!Yes we may not be able to just walk into buildings and say hello to strangers and getting people to answer a phone call may be impossible but that doesn’t mean we can’t get people to hear our message. We can actually reach a lot more people now,we just have to make sure it’s a message they want to hear.
And yes print is alive and thriving! I think about all the new products and services we have now and feel this is the best time ever to be in print and I have been in this world for a while.
Thanks for the encouraging words!
Thanks don!