Selling Drupal Services at CommonPlaces Room

selling you and your drupal services

entreprenuership is cool

true genius is pulling the threads out of the ether and giving them reality! (david lynch said a similar thing once!)

sales guy and a boss of 11 people, coaching hockey taught him a lot

if you do the right thing winning takes care of itself.

what is this? a little bit too much about lucidus for me

1. ground rules

2. how we sell drupal

3. some things learned along the way

we sell the invisible, what do we really sell?
the true product of a business is the business itself

talk about the company, it's process, the way we do business
show up on time?, look pro? a lot is about the image

you are selling yourself

brand like apple, the lovemark, the apple symbol,

we want to create raving fans about your business

the customer's view is the only view that matters
the customer can be completely 100% wrong, but you have to make them happy

how does the customer see you?

customer's dont like to be treated like they're stupid,
we run multimillion $ budgets, organize hundreds of people

reality is customers aren't too stupid to understand, we are to stupid for not explaining it right

it's easy to use,
it has lots of features
it's free

organic development is better than top down

lot's of people like it

our software is free. it's free like a free puppy

we have never been better positioned to take advantage of the current economic climate

drupal is not going to disappear. anybody can be toppled not just drupal

clients need the experts

we will build this and train you how to use it so you can take care of it yourself

be the idea guys

no really, why do you use drupal? config vs customization
drupal let's you do a lot with config -> cck and views

dont wanna latch in the client they are scared of that

drupal was built for THIS!

have to find ways to get in, cultivate leadsselling you and your drupal services

entreprenuership is cool

true genius is pulling the threads out of the ether and giving them reality! (david lynch said a similar thing once!)

sales guy and a boss of 11 people, coaching hockey taught him a lot

if you do the right thing winning takes care of itself.

what is this? a little bit too much about lucidus for me

1. ground rules

2. how we sell drupal

3. some things learned along the way

we sell the invisible, what do we really sell?
the true product of a business is the business itself

talk about the company, it's process, the way we do business
show up on time?, look pro? a lot is about the image

you are selling yourself

brand like apple, the lovemark, the apple symbol,

we want to create raving fans about your business

the customer's view is the only view that matters
the customer can be completely 100% wrong, but you have to make them happy

how does the customer see you?

customer's dont like to be treated like they're stupid,
we run multimillion $ budgets, organize hundreds of people

reality is customers aren't too stupid to understand, we are to stupid for not explaining it right

it's easy to use,
it has lots of features
it's free

organic development is better than top down

lot's of people like it

our software is free. it's free like a free puppy

we have never been better positioned to take advantage of the current economic climate

drupal is not going to disappear. anybody can be toppled not just drupal

clients need the experts

we will build this and train you how to use it so you can take care of it yourself

be the idea guys

no really, why do you use drupal? config vs customization
drupal let's you do a lot with config -> cck and views

dont wanna latch in the client they are scared of that

drupal was built for THIS!

have to find ways to get in, cultivate leads

fixed price works well for people that know exactly what they want

time and materials for people that just 'have an idea' with blocks of hours prepaid in advance

getting the gig
no hocus pocus or slicky boy sales guy stuff
make lots of referrals
LISTEN! LISTEN! LISTEN!

dont say anything about yourself for 20 mins

"i ve looked at your stuff and I wanna know more about you, before I say stuff about me, to make sure what i say is tailored to your needs"

BE EMPATHETIC. find joy in their stuff

it's great to help ppl build their ideas and their companies

find their pain (at a high level)

explain your process and what makes you unique

LET THEM SET THE NEXT STEP. "at the end of each meeting, ask "what would you like to do now?"

we do projects in the 10K - 100K, do you fit into 10K -20K, 20K - 50K, or 50K and up

what is their timeframe to make a decision?

what is the anticipated launch date

Resolution