Quote:
Originally Posted by Algernonep
Okay... I understand your way of thinking. But, it's not my way of thinking. The book that I refer (John Harrington's Best Business Practices for Photographers) is being used by many pro photographers and photography schools. I believe in educating myself about things that I'm interested in (photography). We listen to many photographers here on DPS, so why not listen to John Harrington. I use every resource possible to get smart about photography. What I believe is smart may not be smart for you. I am very new to this business but I'm not new to reading. If one of the more experienced photographers here on DPS tells me something, I tend to listen. To me John Harrington is more experienced than me. What I believe will work for my business may not work for yours... A bad business habit makes for an unsuccessful business.
oh... by the way.
John Harrington isn't the only more experienced photographer I listen to. I also listen and read, Joe Mcnally's books. Also, books from Brian Peterson, Scott Kelby, ASMP, Peter Krogh, etc. are all in my photography library. Should I not listen to them either because they are trying to make a sell?
Oh... I almost for got other photographers that I listen to...
Jim Bryant
Sime
Jim Poor
Rusty Sterling
Maxharvard
There are so many other DPS photographers that I listen to...
Sorry, I can't name them all!
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You're doing the right thing. I think you're misunderstanding what I'm saying, however. I used to be a sales trainer and I've been in sales for over 14 years so I've read a few sales book in my time--even trying to get around to write one myself.
Listening to experienced people is one of the most important things you can do for any kind of sales. You'll get great advice which will help you propel yourself to becoming even more successful. However, you'll also get advice which won't work for you (personally) as I may be better at something like cold calling than you (or vice versa). You have to pick and choose what works for YOU not what's worked for someone else.
When people write a book about sales. They always try and give you a, "system," for lack of a better term. If you do X you will sell a lot. There is no
system which will make you--or anyone else--successful in sales. It just doesn't work that way. But it certainly reads better when someone writes that rather than the way people truly sell their services which is, well, you just get out and do it in whatever way works best for you.
For some people, sitting in an office and making 60 cold calls a day may work. For others, networking themselves in various groups, online forums, etc. may work better. Still others may find they do better walking down the street cold calling. Me, I've ALWAYS been successful selling but I HATE cold calling and I do not do much of it.
I'm not attacking this guy who wrote the book you're reading or anyone else around here. It's all great information. Just don't use ANY advice as the ONLY way you'll do business. You will paint yourself into a corner and waste a LOT of your time trying things which, quite frankly, are not what the person writing the book actually does because it looks better in print. Honestly, I think you'll get much better advice from the people around here than from any book. Not that you can't get good suggestions from a book--quite the contrary--you can learn a lot. Just keep in mind the perspective the author is writing his/her book from. Me, I've stopped reading sales books years ago because they all (essentially) say the same things and I've known plenty of people who've written these books and I know (for a fact) the people I've known weren't doing what they preached in their book in many cases.
Again, you're on the right track but don't do something (or not do something) because some book says you should or shouldn't only. Keep doing what your doing--collecting information from various sources and don't be afraid to try different things. Times change and people change. As a sales/business person, you must also change.