Smile - Its never that bad! Mastering the sales meeting without turning to the dark side
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Final version of a presentation written for The Business of Web Design Conference in Cardiff on July 18th 2014
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Smile - Its never that bad! Mastering the sales meeting without turning to the dark side
- 1. Mastering the sales meeting without turning to the dark side. Smile ~ Its never that bad! Kirsty Burgoine - @kirstyburgoine The Business of Web Design Conference - 17th July 2014
- 2. Who am I?
- 5. Web developer / designer âą www.kirstyburgoine.co.uk âą info@kirstyburgoine.co.uk âą twitter.com/kirstyburgoine Events for geeky people âą www.shropgeek.co.uk âą 2014.shropgeek-revolution.co.uk âą twitter.com/shropgeek Light Side Dark Side
- 6. The #TBOselfie winner? Lake Iseo - Italy 2014
- 12. http://www.flickr.com/photos/thepretenda/111192551/https://flic.kr/p/8XqJLK - with added cats by ME
- 13. 2010 - Freelance Olden Days
- 15. Kirsty Burgoine Ltd. was formed!
- 16. Kryptonite
- 17. People skillsâŠ
- 18. Grumpy cat is grumpy
- 19. If you donât have any one to build awesome websites for, then your business is going to be prettyâŠ
- 21. Today 2011 - Kirsty Burgoine Ltd.
- 22. Some random charts⊠Because Iâm told everyone likes statisticsâŠ
- 23. Grumpy cat is happy
- 24. People buy into people.
- 26. Things you can do to prepare, there is⊠(In 2 easy steps)
- 28. Step 1. Preparing yourself Vision, mission, values
- 31. Step 1. Preparing yourself Vision, mission, values Know your value and understand your *sell*
- 32. Step 1. Preparing yourself Be comfortable with yourself
- 33. Be comfortable with yourself Donât try to be someone your not. Step 1. Preparing yourself
- 34. Step 1. Preparing yourself Learn to project confidence
- 36. Step 1. Preparing yourself Learn to project confidence No matter how you feel inside
- 37. Grumpy cat is happy
- 38. Step 2. Preparing for the meeting
- 39. Get as much information as you can beforehand Step 2. Preparing for the meeting
- 41. ~ Why do you want a new website? ~ Who is your intended audience? ~ How do you plan to measure the success of your new website? ~ What separates you from your competition? ~ Do you have nay branding already? ~ What sort of budget do you have? ~ Do you have a site structure in mind already? ~ Do you have any special features in mind such as Blog or E-Commerce? ~ Do you need any additional services such as SEO,Hosting? Client Questionnaire
- 42. Set yourself a meeting agenda Step 2. Preparing for the meeting
- 43. Prepare some examples Step 2. Preparing for the meeting
- 44. Journey towards the dark sideâŠ
- 47. The meeting itself⊠Keep calm and collected Donât allow yourself to get swept up in the momentum
- 48. The meeting itself⊠Donât be afraid to say you donât know. Donât promise things you donât know you can deliver
- 49. The meeting itself⊠Maintain the âpoker faceâ throughout. Remember your core values, project confidence, appear organised and remember to smile!
- 50. The meeting itself⊠Remember you are interviewing them as much as they are interviewing you
- 51. You are allowed to say no to projects!
- 52. Star Wars Episode VII meeting - WOOHOO! ~ grin!
- 54. Kirsty Burgoine @kirstyburgoine Icons and robot dude by @stina_jones Thank you.
- 57. âRobot Dudeâ needs a name! Tweet your suggestion with the hashtag #dudeneedsaname to @kirstyburgoine. The winner will receive two tickets to (R)EVOLUTION. The alter-ego Standard âdudeâ
Hinweis der Redaktion
- Sales - not something Iâve ever been comfortable with, nor good at to start with. Its been a long standing joke about salesmen gone to the dark side. So today, I thought Iâd share some tips with you about how to be good at sales and maybe avoid the dark path.
- The boring bit first
- This pretty much sums me up
- make of this what you will
- Web designer / WordPress developer - Run Kirsty Burgoine Ltd. for 3 years building bespoke websites for clients large and small. Before that freelanced for 18 months Shropgeek
- I have my eye on the prize, So lets begin!
- Ok, so maybe wasnât a period of civil war, there were no spaceships attacking and it wasnât actually that long ago, but back in 2008
- This was me - a cog in the machine working as a PHP developer.
- but I felt like this. I was bored with having just one role in a project. I wanted more involvement.
- I dreamed of going freelanceâŠ
- And this is what I thought it looked likeâŠ
- So in 2010 thats what I did, but still I wasnât any happier
- Still felt like a cog in the machine, because I was no freelancing with more than one agency(nothing wrong with that) but now working at home
- And so, In 2011 made choice to focus on direct client work and KB LTD was born! TADA! Very exciting, seemed like I could do anything,
- But while my business seemed indestructible now. Like all super hero stories, I had my own version of kryptonite. And that wasâŠ
- Being a developer I hadnât needed people skills
- Could go to work in a grumpy mood without impacting my ability to earn as long as I still did my job well. But that was no longer the case
- As a super awesome company I had to learn quickly if I wanted to win workâŠ
- so thats what I did, I went off and learnt how best for me to deal with people within a sales environment.
- These days its a little differentâŠ
- if I have sales meeting I win work. Exclude leads from referrals 90% of my business won if I have meeting rather than just email / phone calls. I think there are lots of reasons but probably most important isâŠ
- Smile! â~ grin!â can only do so much, personality does not come through via email
- people buy into me. More so than just the proposed work. So now Iâll hand over to Yoda for some handy life lessons⊠before I share with you some of my tips for preparing for that sales meeting.
- break
- Ok, so maybe the force doesnât surround us and help us sell our services after all but there are things we can do to prepare for our meeting.
- Mostly stuff you need to figure out when you first setup a business, but in this environment they help build your own confidence as well
- Why this is important to a business, whats its purpose
- Supermanâs vision, mission, values
- My vision, mission, values (in a nutshell)
- Now you know these you can identify your *sell* - mine is a web developer speaks normal. Stand out from agencies with account managers. Superman has numerous super powers other super heros donât
- This is me - donât wear suite to the office - thought I should have to. Not comfortable and not able to hide how uncomfortable I was
- Be yourself - client will like or not - if not good filter.
- Learn to project confidence - even if not 100% - no room for shy
- Remember how nervous and shy Peter Parker was? Look at how confident he looks
- Denise Jacobs. Power pose, posture. Or if you canât then learn to hide how uncomfortable you feel. Develop aâŠ
- Poker face - meeting example - marketing guy
- Moving on to more practical stuff better prepared - better it will go Potential client will be impressed if you seem organised
- The most important part of this step
- And I do that by sending out a client questionnaire asking all the basic questions I need to know to put an accurate quote together.
- Things like: Budget Examples E-commerce is not adding a button, SEO, branding
- Helps focus the conversation and makes sure the meeting doesnât overrun. How I work - Follow questionnaire - Any questions from them
- Find good examples of existing websites to drive the project in the direction you want to take. During examples - talk about why one solution is better - explain things like user experience - the stuff they will relate to and buy in to.
- Follow these simple steps and you will not fail the first step as Luke did. On to the actual meetingâŠ
- Like Luke, the temptation to turn to the dark side is strong, but we must not promise the client whatever it takes to win the work!
- Not expected to know everything - research and come back Probably a plugin available but need to check
- Not expected to know everything - research and come back Probably a plugin available but need to check
- snotty bloke and mother meeting example for âwalk awayâ
- and if the meeting still isnât going the way you want to, remember, your next meeting could be the most awesome of awesomeâŠ
- Meetings! Hopefully by following this simple tips, you will be able to master the sales meeting without turning to the dark side and celebrate winning lots of new work
- Really AWESOME meeting
- A real unknown - never been driving force fish out of water