SkipCohenUniversity
  • Home
  • SCU Blog
  • Our Podcasts
  • About Us

the SCU Blog

A Thankful Person’s Approach To Sales - Marketing Monday

12/23/2013

6 Comments

 
Picture
by Scott Bourne

Zig Ziglar always used to say:

                 “Sales is not something you do TO someone. It’s something you do FOR someone.”

Zig honestly believed in his heart, that when we as salespeople (and if you’re a professional photographer - don’t kid yourself, you are (or need to be) a salesperson) were doing important work, folks sometimes needed a little push to get to yes. He knew in the end they’d be happy with what they bought. 

I have studied that man’s thinking for 35 years and today I want to write a post about the thankful salesperson. It’s my homage to Zig. It’s also my second - to - the last post here at SCU and I want it to be a good one.

Now you may be wondering - “How the heck does being thankful connect to sales?” It’s a good question and my goal today is to answer it. 

You see I believe if your heart is in the right place, i.e. you put your prospects’ needs ahead of your own and you sincerely believe in what you are selling, you can and should be thankful for the opportunity. Come on - how many people get to do a job where they are really helping people? It’s a great honor to be a high priest of memory protection. So with a hat tip to John Paul Caponigro (who turned me on to some of these quotes) here are some ways to be inspired enough to be a thankful salesperson.

Albert Schweitzer said:

"At times our own light goes out and is rekindled by a spark from another person. Each of us has cause to think with deep gratitude of those who have lighted the flame within us.” 

For me, this has happened many times. And for some reason, when it DOES happen, it’s related to photography. I remember selling one of my first weddings. For some strange reason the bride’s mother really liked me. She said they moved their daughter’s wedding date so they could save up to hire ME to shoot the wedding. That spark in her - that happiness that she was going to have someone she believed in shoot her wedding left me very excited. My flame was indeed lit and I think I did a pretty darn good job at that wedding.

Shakti Gawain said:

“Whatever our individual troubles and challenges may be, it’s important to pause every now and then to appreciate all that we have, on every level. We need to literally ‘count our blessings,’ give thanks for them, allow ourselves to enjoy them, and relish the experience of prosperity we already have.”

I hear many photographers lament the fact that they don’t have the best gear or that they wish they had the money for an assistant or a better studio or whatever. Gawain’s quote served as a reminder to me that some of us go through life missing out on the best stuff because we think we need something else. Yet the best “stuff” is only the “best” if it helps us achieve some human connection. When you make a portrait of someone and they place it on their mantle, for generations to come to see and enjoy, NOBODY is going to wonder whether you had the best camera that was available that day or what version of Photoshop you used or whether or not the equipment van you drive is the latest model. All they will note is the fine expression on their loved one and the memories THEY have of that subject. That’s plenty of motivation for me to be thankful for what I have and not worry about what I don’t.

None other than Albert Einstein said:

“There are only two ways to live your life. One is as though nothing is a miracle. The other is as though everything is a miracle.” 

I can’t tell you how much this resonates with me. I’ve been around the world with my camera. I’ve been toe-to-toe with Arctic Wolves, Coastal Brown Bears, Moose and Great American Bald Eagles. I’ve been mere inches from a wolf pup, a mountain lion cub and baby black bear. I’ve met and photographed famous rock stars, movie stars, politicians, race car drivers, beauty queens and plenty of spectacular regular “Joes.” And if you’d have asked me as a boy if I thought I’d have that kind of life, I would have said “Hell no.” I am the least among you yet I’ve been allowed to have all these experiences because of my camera. What a miracle. If you’re looking for miracles - take this approach to selling. It works.

Oprah Winfrey said:

“What you focus on expands, and when you focus on the goodness in your life, you create more of it. Opportunities, relationships, even money flowed my way when I learned to be grateful no matter what happened in my life.”

I’m not proud of every decision I’ve made. I didn’t always have it “good.” My parents beat me, (I probably deserved it,) I made lots of bad decisions as a young man, I’ve suffered serious health problems, I’ve crashed every kind of motorcycle and race car you can think of, and there’s been plenty of bad. Oprah’s quote reminded me that through it all, you have to take it all in - the good and the bad - to be a great story teller. You have to learn to be grateful for night to understand the beauty of daylight. When you can do that, your photography will absolutely, positively improve. Her quote led me to translate what she’s saying from a photographer’s point of view. Light illuminates - shadows define. Focus on the good things you can do with your photography and I am certain that you will find happiness and the business success that goes with it.

Denis Waitley said:

“Happiness cannot be traveled to, owned, earned, worn or consumed. Happiness is the spiritual experience of living every minute with love, grace and gratitude.” 


Believe it or not, I have come to learn that photography, practiced at its highest levels, is a very spiritual pursuit. I am not talking about religion. I am talking about spirituality. There is a difference. Recognizing that the real reward of being lucky enough to be a professional photographer is the joy of knowing that you are protecting memories for others and those memories will last lifetimes. That transcends owning the coolest camera or the coolest anything. It’s a payday that the tax man can’t touch. It’s more valuable than money. But here’s the rub. If you are truly happy. I mean really, truly happy, then what ends up happening is that your sales skills increase. People want to do business with you more than ever. The money flows, not because you sought it. But because you did not. Master sales people are happy at their core. They are happy because they know the thing they are selling improves people’s lives. That knowledge is power and that power leads back to more happiness and more success. It’s a perfect circle. I hope you can find it.

I hope this lesson reaches some of you. I am grateful just to have the opportunity to share it with you because it has powerfully impacted my life. 

Go out there and be thankful that you get to do this job. That you get to use your cameras to protect memories. 

As always Skip and I are rooting for you.


6 Comments
Kaylene
12/23/2013 03:39:11 am

Best. Post. Ever.
Thank you, Scott, for the positive effect you've had on my life.

Reply
Tiffany Wichert link
12/23/2013 06:02:41 am

Your lesson has reached me, every word of it. Thank you!

Reply
Everardo Keeme link
12/23/2013 08:38:50 am

Fantastic post! Thank you for sharing!

Reply
Mark Evrard
12/23/2013 01:28:58 pm

Awesome Scott!

Reply
Les Booth link
12/23/2013 06:51:32 pm

I don't think Scott's intent, in this article, is to be synical about the role of Social Media - and I don't think most will take it as such. But many may. I don't totally agree with all of what Scott has said, for I too have been patently involved - in the 'bloodpool of technology' - since the first 'flow' began, way back in the early '70s.

For me, I don't need to 'unplug or plug'. I use digital technology for the tools available. Many of these tools I've had a hand in - one way or another - of fostering, nurturing and inculcating, over the years, so they evolve, I'm seeing/using/enjoying the fruits of labor and vision. For me, I use the digital tools available, like any other tool: for what I need, then put them aside.

It's me who rules the use, I put into any part of the 'digtial world' I engage. The 'digital world' does not rule me. It's a tool. Not a lover, friend or needle.

I've been greatly assisted by the use of the Social Medias. But that's not a surprise to me - it was my intention when I first sought their development over 25 years ago. What we do today is what I dreamed could be a long, time ago. However, I had no idea that they would become the life-line they have become for me.

I deal, on a daily basis, with the confining effects of Multiple Chemical Sensitivity (MCS). Because of MCS I cannot enter the 'everyday world' of most people. So my 'connectedness' with humanity has been primarily through the digital connection. But I do not need the 'digital conduit' to connect with nature. I can connect with nature - and do - with both digtial and analog means. So my world remains as 'balanced' as it can be. It would not be so, without the 'digital connection'.

I have been a regular 'observer' of Scott's contributions to photography and technology for some time. But equally, I make contact with people in the outdoor communications, recreation, technology development, writing, video and social development and non-profit worlds. All via the digital connection. Through the social medias, I remain both in contact and in discovery of people around the world, across many varied and wonderful areas of interest and study.

When I stop using the digital tools, will be the day that either the 'plug is pulled on the electronic highway' or on my 'mortal coil', but not before. I didn't give up pencils, when I took up keyboards. I didn't give up drawing, when I took up photography. I didn't give up cooking on a stove when we bought a microwave. So, it's not like me to drop a useful tool, just because I find something different: better or not.

If it's use was damaging to me or my life, then yes, I would replace it with something that was not harmful. But that is not the case: at least for me. But if that is the case for someone else, then I support their choice and fortitude in making the necessary changes. That is life and living it responsibly.

I guess, I really hope people do NOT take what Scott has said, in his parting comments, as a condemnation against the world of social media. No more so than, the daily newscasts are as social indictment agains the human race itself. Both have their good and their bad. But you don't solve the problems, buy tossing out the whole enchilada and starting over. You look at the problems, find as way, or ways, to fix them, then set about... fixin'.

So, for those, who like Scott, feel they need to disconnect from the digital world to recover their lives, I say, "Fine." Kudos to you for having the moxy to acknowledge your need(s) and DO what is necessary to make the change(s) needed. But, such actions/choices/changes - are not, in themselves, either condemnation - nor endorsement of the Good, Bad or Ugly - or anytng in life. Such choices/actions are statements of what works for the individual(s) making the statement(s). That's it.

Best of good fortune, success and happiness to you Scott. And we'll see you - no doubt - time and again - creeping back into the digital spotlight. Because, even if you don't look at IT .. IT will be looking at you. And THAT, is still a most intriguing thing to contemplate.

Be well. See you in the images. :)

Reply
Les Both link
12/23/2013 06:58:39 pm

Excellent post here Scott. It's good you posted. I fully agree with your parting statement, "I hope this message reaches some of you.". Isn't that the hope of all who have lived long enough to realize the important points of life are both simple and near impossible to do. It is our 'legacy' to leave a reverberation of what we and others before us heard and also passed forward. So, hopefully, some of whom read this now, will engage it at a younger age - make it work in their lives and those of others whom they engage/encounter. And for the rest, that they 'get it' before they hang up their lives - and pass on the 'legacy' to the next generation in line. So - Thank You for that pitch. It's a great sale. :)

Reply

Your comment will be posted after it is approved.


Leave a Reply.

    RSS Feed

    Picture
    Click to check out Platypod's Holiday Promotions
    Picture

      Sign Up for Our Newsletter!

    Subscribe to Our Newsletter

    Our Partners

    Picture
    Picture
    Picture
    Picture
    Picture
    Picture
    Picture
    Picture
    Picture

    "Why?"

    Check out "Why?" one of the most popular features on the SCU Blog. It's a very simple concept - one image, one artist and one short sound bite. Each artist shares what makes the image one of their most favorite. We're over 100 artists featured since the project started. Click on the link above and you can scroll through all of the episodes to date.

    Categories

    All
    Beyond Technique
    Business
    Customer Service
    EDU10
    Excire
    F64 Lunch Bunch
    Faculty
    Fast Food Friday
    Guest Post
    Humor And Sarcasm
    In The News
    Lessons Learned
    Lighting
    Luminar
    Lumix
    Marketing
    Mark's Corner
    Mind Your Own Business
    Miscellaneous
    Motivational
    One Step At A Time
    Photodex
    PhotoShelter
    PhotoTexting
    Platypod
    Podcasts
    Profoto
    Sales
    Search
    Skylum
    Social Media
    Sunday Morning Reflections
    Tamron
    Tamron Recipes
    Technique
    Throwback Thursday
    Wedding Photography
    Westcott
    Why?

Categories​

Business
Marketing
Technique
Sales
Fast Food Fridays
​

Podcasts

Tamron Recipes 
Beyond Technique
Why?
Mind Your Own Business
Pro Photographer Journey

 Partners

Tamron
PhotoTexting

​Lumix

Marathon Press
​Platypod
©  2019 Skip Cohen University
  • Home
  • SCU Blog
  • Our Podcasts
  • About Us