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Selling You & Your
(Drupal) Services
     Neil Giarratana
        neil@lucidus.net
      twitter: lucidus_neil
Lucidus World (Domination) Headquarters
                                Keene, NH
1. The Ground Rules

2. How We Sell Drupal

3. Some Things We’ve Learned Along
   the Way
The
Ground
Rules
What do you
really sell?
Rule #1



The true product of
   a business is
the business itself.
http://www.flickr.com/photos/kurafire/163599205/
http://www.flickr.com/photos/chijs/1481292263/sizes/o/
Rule #2


Your Customer’s View
 is the Only One That
        Matters
Is this really you?
Rule #3

The way you deliver
   is at least as
 important as what
    you deliver.
Rule #4

    Consistent
Attention to Detail
 Sets You Apart
it’s easy to install.
     it’s easy to use.
it has lots of features.
          it’s free.
 lot’s of people like it.
“Our software is free.”




http://www.flickr.com/photos/dduff/348509088/
lots of features
blogs                   forums                   user groups
rich-text editing       collaborative books ...
there are more than
      4400
     modules
“No, really...why do you
    use Drupal?”
Configuration vs.
 Customization
We can create new
content types without
    writing code.
What’s a content type?
             Web Pages
         Collaborative Books
          Photos & Videos
               Blogs
...
Comments



Product
File Attachments



Product
Keyword Tagging

  Product
                                             “Customers
                         Product

     ...
Subscriptions


   Category Update
     Notification
        Email


users “ask” to be notified any time a
product of a cert...
Restricted Access


 Restricted
  Content               Group A




              Group B
Syndication


Product
  List       Distributor
              Website
Drupal was
built for this.
The Sales
         Process
The Sales Process
?
 Targets      Targets       Targets



Campaign    Campaign       Campaign



              Leads



           Opportun...
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)...
Qualifier Questions
• We do projects between $5000 &
  $100,000. Would you be in the $5-$15k
  range, $15-50k or $50-$100k ...
“Closer” Questions

• On a scale of 0 to 10, (0 being not
  interested at all and 10 being ready to
  move forward) where ...
The Quote & Contract

• Set expectation for payment increments
• Indicate that you’ll call the next day to
  follow up
• G...
Resources

• The E-Myth Revisited by Michael E. Gerber
• Raving Fans: A Revolutionary Approach to
  Customer Service by Ke...
Selling You & Your Services   Drupalcon 2009
Selling You & Your Services   Drupalcon 2009
Selling You & Your Services   Drupalcon 2009
Selling You & Your Services   Drupalcon 2009
Selling You & Your Services   Drupalcon 2009
Selling You & Your Services   Drupalcon 2009
Selling You & Your Services   Drupalcon 2009
Selling You & Your Services   Drupalcon 2009
Selling You & Your Services   Drupalcon 2009
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Selling You & Your Services Drupalcon 2009

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Veröffentlicht am

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.

Veröffentlicht in: Technologie
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Selling You & Your Services Drupalcon 2009

  1. Selling You & Your (Drupal) Services Neil Giarratana neil@lucidus.net twitter: lucidus_neil
  2. Lucidus World (Domination) Headquarters Keene, NH
  3. 1. The Ground Rules 2. How We Sell Drupal 3. Some Things We’ve Learned Along the Way
  4. The Ground Rules
  5. What do you really sell?
  6. Rule #1 The true product of a business is the business itself.
  7. http://www.flickr.com/photos/kurafire/163599205/
  8. http://www.flickr.com/photos/chijs/1481292263/sizes/o/
  9. Rule #2 Your Customer’s View is the Only One That Matters
  10. Is this really you?
  11. Rule #3 The way you deliver is at least as important as what you deliver.
  12. Rule #4 Consistent Attention to Detail Sets You Apart
  13. it’s easy to install. it’s easy to use. it has lots of features. it’s free. lot’s of people like it.
  14. “Our software is free.” http://www.flickr.com/photos/dduff/348509088/
  15. lots of features blogs forums user groups rich-text editing collaborative books email notification wikis statistics threaded comments content commenting personalization version control custom content friendly URL’s blogger api image management online help content syndication events / calendar role based permissions news aggregator social bookmarks comprehensive search permalinks content rating ldap integration caching categorization openId member management localization tag clouds banner management templating workflow e-commerce
  16. there are more than 4400 modules
  17. “No, really...why do you use Drupal?”
  18. Configuration vs. Customization
  19. We can create new content types without writing code.
  20. What’s a content type? Web Pages Collaborative Books Photos & Videos Blogs Trouble Tickets Reservation Product
  21. Comments Product
  22. File Attachments Product
  23. Keyword Tagging Product “Customers Product who chose this product Product also chose...” Product Product News Article
  24. Subscriptions Category Update Notification Email users “ask” to be notified any time a product of a certain type gets added
  25. Restricted Access Restricted Content Group A Group B
  26. Syndication Product List Distributor Website
  27. Drupal was built for this.
  28. The Sales Process The Sales Process
  29. ? Targets Targets Targets Campaign Campaign Campaign Leads Opportunities Quote Contract
  30. Lessons Learned
  31. http://www.flickr.com/photos/articnomad
  32. 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.
  33. 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?
  34. “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?
  35. 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
  36. Resources • The E-Myth Revisited by Michael E. Gerber • Raving Fans: A Revolutionary Approach to Customer Service by Ken Blanchard • email: neil@lucidus.net

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