selling you & your services drupalcon 2009
DESCRIPTION
Delivered at DrupalCon DC 2009. Discover how to build a thriving Drupal-focused web development business with a limited (or non-existent) marketing budget. In this session, Neil Giarratana will reveal his company's approach to marketing (and selling) their Drupal-based services without a budget.TRANSCRIPT
Lucidus World (Domination) HeadquartersKeene, NH
1. The Ground Rules
2. How We Sell Drupal
3. Some Things We’ve Learned Along the Way
TheGroundRules
What do youreally sell?
The true product of a business is
the business itself.
Rule #1
http://www.flickr.com/photos/kurafire/163599205/
http://www.flickr.com/photos/chijs/1481292263/sizes/o/
Your Customer’s Viewis the Only One That
Matters
Rule #2
Is this really you?
The way you deliveris at least as
important as what you deliver.
Rule #3
ConsistentAttention to Detail
Sets You Apart
Rule #4
it’s easy to install.it’s easy to use.
it has lots of features.it’s free.
lot’s of people like it.
http://www.flickr.com/photos/dduff/348509088/
“Our software is free.”
lots of featuresblogs
rich-text editing
wikis
content commenting
custom content
image management
events / calendar
social bookmarks
content rating
categorization
localization
templating
forums
collaborative books
statistics
personalization
friendly URL’s
online help
role based permissions
comprehensive search
ldap integration
openId
tag clouds
workflow
user groups
email notification
threaded comments
version control
blogger api
content syndication
news aggregator
permalinks
caching
member management
banner management
e-commerce
there are more than4400modules
“No, really...why do you use Drupal?”
Configuration vs. Customization
We can create new content types without
writing code.
Web Pages
What’s a content type?
Collaborative Books
Photos & Videos
Blogs
Trouble Tickets
Reservation
Product
Comments
Product
File Attachments
Product
Keyword Tagging
Product Product
Product
Product
Product
News Article
“Customers who chose
this product also chose...”
Subscriptions
Category UpdateNotification
users “ask” to be notified any time a product of a certain type gets added
Restricted Access
RestrictedContent Group A
Group B
Syndication
ProductList Distributor
Website
Drupal wasbuilt for this.
The Sales Process
The Sales Process
Contract
Quote
Opportunities
Leads
TargetsTargetsTargets
Campaign Campaign Campaign?
Lessons Learned
http://www.flickr.com/photos/articnomad
Getting the Gig...
• No Hocus Pocus or Slicky-Boy Sales Guy
• LISTEN! LISTEN! LISTEN!
• Find their pain (at a high level)
• Explain your process & your USP
• Let them set the next step.
Qualifier Questions
• We do projects between $5000 & $100,000. Would you be in the $5-$15k range, $15-50k or $50-$100k range?
• What is your time frame to make a decision?
• What is your anticipated launch date? What is driving that?
“Closer” Questions
• On a scale of 0 to 10, (0 being not interested at all and 10 being ready to move forward) where are you?
• How would you like me to proceed?
The Quote & Contract
• Set expectation for payment increments
• Indicate that you’ll call the next day to follow up
• Get a signature
• Get a blanket agreement
Resources
• The E-Myth Revisited by Michael E. Gerber
• Raving Fans: A Revolutionary Approach to Customer Service by Ken Blanchard
• email: [email protected]