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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......

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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  • 1. Potential Plone Clients: How to Seal the Deal Calvin Hendryx-Parker Plone Conference 2010 Thursday, October 28, 2010
  • 2. PLONE CONFERENCE 2010 Demo Thursday, October 28, 2010
  • 3. Natural salesmen PLONE CONFERENCE 2010 Thursday, October 28, 2010
  • 4. What not to do PLONE CONFERENCE 2010 • Speak in Jargon • Show Irrelevant Features • Its not about you • Badmouth other technologies Thursday, October 28, 2010
  • 5. What do do PLONE CONFERENCE 2010 • Listen • Know who you are talking to • Ask questions • Be clear and concise • Build a Relationship Thursday, October 28, 2010
  • 6. Make an impression PLONE CONFERENCE 2010 • Establish credibility • Trust • Build a Relationship Thursday, October 28, 2010
  • 7. How will this help PLONE CONFERENCE 2010 them • Time • Money • Quality Thursday, October 28, 2010
  • 8. Make sure you are PLONE CONFERENCE 2010 prepared • Have everything • Run everything local installed and tested • Have the right adapter • Have folder with demo for you computer content of many types • Test your setup • Word Docs to copy paste from • PDF Docs • Multiple Images and Pictures Thursday, October 28, 2010
  • 9. PLONE CONFERENCE 2010 Setup a story that people can relate to Thursday, October 28, 2010
  • 10. Don't be PLONE CONFERENCE 2010 afraid to recommend other technologies Thursday, October 28, 2010
  • 11. PLONE CONFERENCE 2010 Show off real world usage Thursday, October 28, 2010
  • 12. PLONE CONFERENCE 2010 Demo Thursday, October 28, 2010
  • 13. Photos PLONE CONFERENCE 2010 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 Thursday, October 28, 2010
  • 14. Che ck out om/d emos sixfeetup.c Thursday, October 28, 2010