Smile - Its never that bad! Mastering the sales meeting without turning to the dark side
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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

Final version of a presentation written for The Business of Web Design Conference in Cardiff on July 18th 2014

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  • Sales - not something I’ve 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 I’d 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 <br /> Shropgeek
  • I have my eye on the prize, <br /> So lets begin!
  • Ok, so maybe wasn’t a period of civil war, there were no spaceships attacking and it wasn’t 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 freelance…
  • And this is what I thought it looked like…
  • So in 2010 thats what I did, but still I wasn’t 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! <br /> 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 was…
  • Being a developer I hadn’t 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 work…
  • 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 different…
  • if I have sales meeting I win work. Exclude leads from referrals <br /> 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 is…
  • Smile! <br /> ’~ grin!’ can only do so much, personality does not come through via email
  • people buy into me. More so than just the proposed work. <br /> So now I’ll 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 doesn’t 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
  • Superman’s 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 don’t
  • This is me - don’t 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 can’t then learn to hide how uncomfortable you feel. Develop a…
  • Poker face - <br /> meeting example - marketing guy
  • Moving on to more practical stuff <br /> better prepared - better it will go <br /> 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: <br /> Budget <br /> Examples E-commerce is not adding a button, SEO, branding
  • Helps focus the conversation and makes sure the meeting doesn’t overrun. <br /> 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 meeting…
  • 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 <br /> Probably a plugin available but need to check
  • Not expected to know everything - research and come back <br /> Probably a plugin available but need to check
  • snotty bloke and mother meeting example for “walk away”
  • and if the meeting still isn’t going the way you want to, remember, your next meeting could be the most awesome of awesome…
  • 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 <br /> fish out of water

Smile - Its never that bad! Mastering the sales meeting without turning to the dark side Smile - Its never that bad! Mastering the sales meeting without turning to the dark side Presentation Transcript

  • 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
  • Who am I?
  • Web developer / designer • www.kirstyburgoine.co.uk • info@kirstyburgoine.co.uk • twitter.com/kirstyburgoine Events for geeky people • www.shropgeek.co.uk • 2014.shropgeek-revolution.co.uk • twitter.com/shropgeek Light Side Dark Side View slide
  • The #TBOselfie winner? Lake Iseo - Italy 2014 View slide
  • Olden Days (circa 2008)
  • http://www.flickr.com/photos/thepretenda/111192551/
  • http://www.flickr.com/photos/thepretenda/111192551/
  • http://www.flickr.com/photos/thepretenda/111192551/https://flic.kr/p/8XqJLK - with added cats by ME
  • 2010 - Freelance Olden Days
  • Kirsty Burgoine Ltd. was formed!
  • Kryptonite
  • People skills…
  • Grumpy cat is grumpy
  • If you don’t have any one to build awesome websites for, then your business is going to be pretty…
  • https://flic.kr/p/7MA7q6 quiet!
  • Today 2011 - Kirsty Burgoine Ltd.
  • Some random charts… Because I’m told everyone likes statistics…
  • Grumpy cat is happy
  • People buy into people.
  • Things you can do to prepare, there is… (In 2 easy steps)
  • Step 1. Preparing yourself
  • Step 1. Preparing yourself Vision, mission, values
  • Kirsty Burgoine Ltd.
  • Step 1. Preparing yourself Vision, mission, values Know your value and understand your *sell*
  • Step 1. Preparing yourself Be comfortable with yourself
  • Be comfortable with yourself Don’t try to be someone your not. Step 1. Preparing yourself
  • Step 1. Preparing yourself Learn to project confidence
  • Step 1. Preparing yourself Learn to project confidence No matter how you feel inside
  • Grumpy cat is happy
  • Step 2. Preparing for the meeting
  • Get as much information as you can beforehand Step 2. Preparing for the meeting
  • Client Questionnaire
  • ~ 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
  • Set yourself a meeting agenda Step 2. Preparing for the meeting
  • Prepare some examples Step 2. Preparing for the meeting
  • Journey towards the dark side…
  • The meeting itself…
  • The meeting itself… Keep calm and collected Don’t allow yourself to get swept up in the momentum
  • The meeting itself… Don’t be afraid to say you don’t know. Don’t promise things you don’t know you can deliver
  • The meeting itself… Maintain the “poker face” throughout. Remember your core values, project confidence, appear organised and remember to smile!
  • The meeting itself… Remember you are interviewing them as much as they are interviewing you
  • You are allowed to say no to projects!
  • Star Wars Episode VII meeting - WOOHOO! ~ grin!
  • Kirsty Burgoine @kirstyburgoine Icons and robot dude by @stina_jones Thank you.
  • Competition time!
  • September 26th 2014 2014.shropgeek-revolution.co.uk
  • “Robot Dude” 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 “dude”