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 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

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
Trouble Tickets
Reservation
Product

Comments
Product

File Attachments
Product

Keyword Tagging
Product
“Customers
Product
who chose
this product
Product
also chose...”
Product
Product
News Article

Subscriptions
Category Update
Notification
Email
users “ask” to be notified any time a
product of a certain type gets added

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
Opportunities
Quote
Contract

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)
• Explain your process & your USP
• Let them set the next step.

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?

“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?

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

Resources
• The E-Myth Revisited by Michael E. Gerber
• Raving Fans: A Revolutionary Approach to
Customer Service by Ken Blanchard
• email: neil@lucidus.net