| YWAM School of Photography 1 2011 in Kona, Hawaii |
I get Jeffrey Gitomer’s newsletters every week. This week’s topic, The 100-year path to a sale, is over: Road Closed. It will help if you read it. I have finally taken his advice about using referrals.
I took his advice mainly because Brian Hirschy asked me for referrals for the workshop we are putting on in Tibet.
Since the workshop is geared toward teaching, I contacted Dennis Fahringer, Mark Johnson, and Jim Loring, who have had me talk to their classes regularly. I figured they wouldn’t invite me back unless I were worth their time.
I also contacted Ken Touchton, who has been in this field longer than I and is a mentor to me. He has encouraged me, and I have listened to his advice.
Gitomer says
REALITY: The days of selling the old way are not only gone, they’re annoying! Not to me. They’re annoying to your customer and your potential customer.
Ever hear of referrals?
Ever hear of testimonials?
Ever hear of networking?
Ever thought about speaking at civic organizations?
Ever thought about writing a column for the local business weekly or your industry trade publication?If you spent the same amount of time earning referrals as you do making cold calls, your numbers would increase, you’d close more sales, your aggravation factor would drop to zero, you’d make more money, you’d be infinitely happier on the job, and your job happiness would skyrocket … read more
“Stanley Leary’s been a guest teacher for me every year since 2006 in the School of Photography 1, which I lead at the University of the Nations in Kona, Hawaii. Stanley’s able to combine decades’ worth of experience in photojournalism and commercial photography with an acute sensitivity to the needs of my photo students. He teaches here in an efficient hands-on way on lighting as well as business practices. Those are just a small fraction of his expertise. It’s a joy each time we invite him back to teach.”
“Stanley has been a regular guest in my photojournalism classes here at the University of Georgia’s Grady College of Journalism and Mass Communication. Officially, I bring him in to talk about business practices. But unofficially, I bring him in because the way he talks about business practices demonstrates so many of the skills I want my journalism students to have.
His level of preparation is staggering – his presentation is detailed and well researched, and his examples are meticulously culled from his experiences. He talks about the way that supports the what – why developing relationships with clients leads to what they will hire you for. His presentation style engages the audience, asks them to participate at a high level, and then adjusts his presentation to the level the students are at. (I must admit that my students are nowhere near as prepared for his visits as he is, something I now know how to fix based on his last presentation.)
Outside of his formal presentations, Stanley has become an excellent resource for me. Our conversations run the gamut from the technical minutia of photography to the overarching reasons why visuals communicate so well in some situations and not so well in others. His real-world experiences help me shape what I teach every semester; his blog entries help me fine-tune individual lessons; his friendship helps keep me sane and grounded at work and home.
So, why does Stanley come out to talk to my classes? Of course, there’s an easy and correct (if limited) answer: if everyone’s business practices get better, everyone in the industry will do better. But I think he does this because Stanley, at his core, is a sharer – he is programmed to share, help others, guide, and teach.
Exploring a new culture with Stanley, who sees it differently than I do, is enticing. I think the 10 participants who get to wander the backroads and villages of Tibet with him are in for an educational experience that will go far beyond lenses and light. They’re going to see the world in front of them very differently.”
“Sensitive and insightful photography can always inspire others and cut through to the heart of the issue. With a deep understanding of photography’s unique storytelling capacity, Stanley brings insight and depth as he shares from over 30 years of experience.”
“Dedicated storyteller and visual communicator, Stanley Leary exhibits his enthusiasm and passion for photography with the large diversity of images he produces. His depth of skill, technique, and photographic knowledge is the foundation of his strategy to engage people at all levels and create dramatic images that demand dialogue. His methods and personal drive keep him on the cutting edge of the constant equipment, software, and computer upgrades, which increases his performance and production for his diverse clientele. Learning with Stanley allows you to increase your craftsmanship, expertise, and artistry as you develop an intense knowledge of your equipment. Then, when you engage that dramatic moment of light and artistry, your methods and strategy will deliver the performance you gained from spending time with Stanley.”