Selling You & Your Services Drupalcon 2009

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

Selling You & Your Services Drupalcon 2009

by Neil Giarratana on Mar 06, 2009

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Selling You & Your Services Drupalcon 2009 — Presentation Transcript