The dark art of sales meetings - WordCamp Bournemouth Version
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The dark art of sales meetings - WordCamp Bournemouth Version

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This was a practice run of my talk for The Business of Web Design conference, done at WordCamp Bournemouth on July 12th.

This was a practice run of my talk for The Business of Web Design conference, done at WordCamp Bournemouth on July 12th.

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  • Prepared for TBO Web Design <br /> Split session into 2 - feedback please <br /> Sales - not something I was comfortable with or good at in the beginning
  • The boring bit first
  • make of this what you will
  • By day - <br /> By night -
  • This was me - a cog in the machine
  • but I was bored
  • I dreamed of going freelance
  • Of course this is me in my pink house with all my cats.
  • So in 2010 thats what I did,
  • Still freelancing for agencies - still cog in the machine <br /> In 2011 made choice to focus on direct client work
  • And Tada! <br /> But like all superhero stories,
  • I had 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
  • But now I was a super duper company I had to learn quickly if I wanted to win work…
  • and so, I started to dabble in…
  • A real unknown - never been driving force <br /> fish out of water
  • boss, excellent salesman - not like this <br /> Could sell me gran - unrealistic idea of how easy sales meetings where. <br /> But these days, thats not the case.
  • 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 because I…
  • 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.
  • break
  • In true chumly warner fashion. Step 1. <br /> Most stuff you would need to know when setting up a business but more focussed.
  • This is me - don’t wear suite to the office - thought I should have to. Not comfortable <br /> Be yourself - client will like or not - if not good filter
  • Understand your core value and remember - my *sell* - web developer speaks normal. Stand out from agencies with account managers.
  • Learn to project confidence - even if not 100% - no room for shy <br /> Denise Jacobs. Power pose, posture.
  • better prepared - better it will go <br /> Potential client will be impressed if you seem organised
  • client questionnaire. - Ball park budgets <br /> Basic site requirements - templates - site map - commerce - forum <br /> Extras - logo? - SEO? - hosting?
  • How I work <br /> Follow questionnaire for structure <br /> Any questions from them
  • Find good examples of existing websites to drive the project in the direction you want to take
  • So you appear confidant and comfortable even if you are not, you have questions and examples. The only thing left is the meeting…
  • During examples - talk about why one solution is better - explain things like user experience - the stuff they will relate to and buy in to.
  • Not expected to know everything - research and come back <br /> Probably a plugin available but need to check
  • you may not want to work with them - project may not be what you want
  • and remember, no matter what…
  • always smile
  • and believe that you are awesome!

The dark art of sales meetings - WordCamp Bournemouth Version Presentation Transcript

  • 1. Smile - Its never that bad! The dark art of sales meetings
  • 2. Who am I?
  • 3. 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
  • 4. Going back in time… To days when I was young(er)
  • 5. http://www.flickr.com/photos/jmrocher2001/481006679/
  • 6. https://flic.kr/p/8XqJLK - with added cats by ME
  • 7. 2010 - Freelance Olden Days
  • 8. Kirsty Burgoine Ltd. was formed!
  • 9. Kryptonite
  • 10. People skills…
  • 11. its all very well being able to build awesome websites but, if you don’t have any one to build them for, then your business is going to be pretty…
  • 12. https://flic.kr/p/7MA7q6 quiet!
  • 13. The dark art of sales meetings…
  • 14. Some random charts… Because I’m told everyone likes statistics…
  • 15. Smile!
  • 16. People buy into people.
  • 17. How to be prepared for anything during that “sales” meeting… (In 3 easy steps)
  • 18. Step 1. Preparing yourself
  • 19. Step 1. Preparing yourself ~ Be comfortable with yourself
  • 20. Step 1. Preparing yourself ~ Be comfortable with yourself ~ Know your own value
  • 21. Step 1. Preparing yourself ~ Be comfortable with yourself ~ Know your own value ~ Project confidence
  • 22. Step 2. Preparing for the meeting
  • 23. Step 2. Preparing for the meeting ~ Get as much information as you can beforehand
  • 24. Step 2. Preparing for the meeting ~ Get as much information as you can beforehand ~ Set yourself a meeting agenda
  • 25. Step 2. Preparing for the meeting ~ Get as much information as you can beforehand ~ Set yourself some objectives ~ Prepare some examples
  • 26. Step 3. During the actual meeting
  • 27. Step 3. During the actual meeting ~ Let your knowledge of the subject shine through ~ Don’t be afraid to say “you don’t know” ~ Always remember why they approached you.
  • 28. Step 3. During the actual meeting ~ Let your knowledge of the subject shine through ~ Don’t be afraid to say “you don’t know” ~ Always remember why they approached you.
  • 29. Step 3. During the actual meeting ~ Let your knowledge of the subject shine through ~ Don’t be afraid to say “you don’t know” ~ Remember, you are interviewing them as well.
  • 30. You are allowed to say no to projects!
  • 31. Smile!
  • 32. Kirsty Burgoine @kirstyburgoine Icons and robot dude by @stina_jones Thanks.
  • 33. The good, the bad and the ugly…
  • 34. The good, the bad and the ugly…
  • 35. Competition time!
  • 36. September 26th 2014 2014.shropgeek-revolution.co.uk
  • 37. “Robot Dude” needs a name! Tweet your suggestion with the hashtag #dudeneedsaname. The winner will receive two tickets to (R)EVOLUTION. Winners will be decided on Friday 18th July.