Calvin Hendryx-Parker
Plone Conference 2010
Potential Plone Clients:
How to Seal the Deal
Saturday, October 30, 2010
PLONE CONFERENCE 2010
Demo
Saturday, October 30, 2010
PLONE CONFERENCE 2010Natural salesmen
Saturday, October 30, 2010
PLONE CONFERENCE 2010
• Speak in Jargon
• Show Irrelevant
Features
• Its not about you
• Badmouth other
technologies
What ...
PLONE CONFERENCE 2010
• Listen
• Know who you are
talking to
• Ask questions
• Be clear and concise
• Build a Relationship...
PLONE CONFERENCE 2010
• Establish credibility
• Trust
• Build a Relationship
Make an impression
Saturday, October 30, 2010
PLONE CONFERENCE 2010
• Time
• Money
• Quality
How will this help
them
Saturday, October 30, 2010
PLONE CONFERENCE 2010
• Have everything
installed and tested
• Have folder with demo
content of many types
• Word Docs to ...
PLONE CONFERENCE 2010
Setup a
story
that
people
can
relate to
Saturday, October 30, 2010
PLONE CONFERENCE 2010
Don't be
afraid to
recommend
other
technologies
Saturday, October 30, 2010
PLONE CONFERENCE 2010
Show off real world
usage
Saturday, October 30, 2010
PLONE CONFERENCE 2010
Demo
Saturday, October 30, 2010
PLONE CONFERENCE 2010
Photos
http://www.flickr.com/photos/broken_simulacra/101327959
http://www.flickr.com/photos/irisheyes/...
Check out
sixfeetup.com/demos
Saturday, October 30, 2010
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How to seal the deal

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What is the secret to turning a CMS prospect into a Plone client? As Content Management Systems have become mainstream, customers are more sophisticated in the questions they ask and initial contacts can include in-depth comparisons to competitors. Organizing your information and having a plan to pitch Plone is the key to successful client acquisition. In this talk, Hendryx-Parker will unveil the process he follows to win.

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How to seal the deal

  1. 1. Calvin Hendryx-Parker Plone Conference 2010 Potential Plone Clients: How to Seal the Deal Saturday, October 30, 2010
  2. 2. PLONE CONFERENCE 2010 Demo Saturday, October 30, 2010
  3. 3. PLONE CONFERENCE 2010Natural salesmen Saturday, October 30, 2010
  4. 4. PLONE CONFERENCE 2010 • Speak in Jargon • Show Irrelevant Features • Its not about you • Badmouth other technologies What not to do Saturday, October 30, 2010
  5. 5. PLONE CONFERENCE 2010 • Listen • Know who you are talking to • Ask questions • Be clear and concise • Build a Relationship What to do Saturday, October 30, 2010
  6. 6. PLONE CONFERENCE 2010 • Establish credibility • Trust • Build a Relationship Make an impression Saturday, October 30, 2010
  7. 7. PLONE CONFERENCE 2010 • Time • Money • Quality How will this help them Saturday, October 30, 2010
  8. 8. PLONE CONFERENCE 2010 • Have everything installed and tested • Have folder with demo content of many types • Word Docs to copy paste from • PDF Docs • Multiple Images and Pictures • Run everything local • Have the right adapter for you computer • Test your setup Make sure you are prepared Saturday, October 30, 2010
  9. 9. PLONE CONFERENCE 2010 Setup a story that people can relate to Saturday, October 30, 2010
  10. 10. PLONE CONFERENCE 2010 Don't be afraid to recommend other technologies Saturday, October 30, 2010
  11. 11. PLONE CONFERENCE 2010 Show off real world usage Saturday, October 30, 2010
  12. 12. PLONE CONFERENCE 2010 Demo Saturday, October 30, 2010
  13. 13. PLONE CONFERENCE 2010 Photos http://www.flickr.com/photos/broken_simulacra/101327959 http://www.flickr.com/photos/irisheyes/2505570986 http://www.flickr.com/photos/24600848@N06/4130239894 http://www.flickr.com/photos/72213316@N00/2766434707 http://www.flickr.com/photos/rosasay/3202186318 http://www.flickr.com/photos/jennaw/341429006 http://www.flickr.com/photos/lisbokt/4557191813 http://www.flickr.com/photos/kenyee/8265081 http://www.flickr.com/photos/victoriafee/2740896609 Saturday, October 30, 2010
  14. 14. Check out sixfeetup.com/demos Saturday, October 30, 2010
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