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Sales is a Dirty Word

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Put together and presented for the Fort Worth WordPress Meetup on November 17, 2014. A challenge based presentation on "How to Pitch a Project."

Published in: Business
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Sales is a Dirty Word

  1. 1. STAYING IN BUSINESS REQUIRES SALES SALES IS A DIRTY WORD @SGILLIHAN
  2. 2. SALES MAY MAKE MANY OF YOU FEEL UNCOMFORTABLE. REFRAME YOUR PERSPECTIVE @SGILLIHAN
  3. 3. HOW MIGHT YOU BUILD BRIDGES? SALES IS PROBLEM SOLVING @SGILLIHAN
  4. 4. SALES IS PROBLEM SOLVING @SGILLIHAN How might you : • show related items for sale? • sell more event tickets? • get more blog subscribers? • show a map of activities? • increase clicks on affiliate links?
  5. 5. “How might we build a main gallery for a multi-site WordPress installation that connects foundations with all of their grantee organizations and features the impact statistics and opportunities to engage.” –SHERYLE GILLIHAN @SGILLIHAN
  6. 6. CHALLENGE: CREATE A LIST OF PROBLEMS YOU AIM TO SOLVE @SGILLIHAN
  7. 7. COMMUNICATION IS KEY TO SUCCESSFUL PROBLEM SOLVING. KNOW YOUR TARGET AUDIENCE @SGILLIHAN
  8. 8. DECISIONS BY COMMITTEE ARE PAINFUL FOR EVERYONE. SPEAK TO THE DECISION MAKER @SGILLIHAN
  9. 9. SPEAK TO THE DECISION MAKER @SGILLIHAN If you speak to an assistant, your pitch is repeated, but: • without your story, • without your knowledge, • without your ability to fully explain the solution, • you lose the opportunity to build rapport and trust, • you will always have to go through these channels.
  10. 10. CHALLENGE: DEFINE THE VARIOUS USER PERSONAS @SGILLIHAN
  11. 11. “Big goals require big plans, which in turn, require important decisions. I need insight and feedback from your final decision maker, otherwise we’ll be spinning our wheels without getting anywhere.” –SHERYLE GILLIHAN @SGILLIHAN
  12. 12. DEFINE YOUR RELATIONSHIP TO THE PROBLEM. YOUR STORY IS YOUR BEST TOOL @SGILLIHAN
  13. 13. SELLING YOUR WORK STARTS WITH SELLING YOURSELF STORIES MAKE YOU APPROACHABLE @SGILLIHAN
  14. 14. CHALLENGE: TELL YOUR STORY IN FIVE MINUTES @SGILLIHAN
  15. 15. TIMING Once you’ve told your story in five minutes, it will easier to tease out your pitch. You should prepare for: @SGILLIHAN • 3 minutes • 1 minute • 11 seconds
  16. 16. “What do you do?” “I solve problems as part of the leadership team at CauseLabs. We partner primarily with mission-driven great causes. My role is to embrace collaborative partnerships, ideate on audacious strategies and to create for impact.” –SHERYLE GILLIHAN @SGILLIHAN
  17. 17. WAIT! BEFORE YOU START PITCHING… THERE IS A LARGE CHASM TO CROSS FROM ‘WHY’ TO ‘YES’ @SGILLIHAN
  18. 18. TRANSPARENCY, EXPERTISE & AUTHENTICITY BUILD TRUST. TRUST BRIDGES THE CHASM TO YES @SGILLIHAN
  19. 19. L I K E F LYING, SOME THINGS REQUIRE MASTERY. UNDERSTAND YOUR LIMITS @SGILLIHAN
  20. 20. UNDERSTAND YOUR LIMITS • Transparency builds trust. • It is okay to say no if necessary. • Perfection is not expected. @SGILLIHAN
  21. 21. “I am able to configure your plugin, but I should involve a developer if your donation page has hard-coded elements that need to be fixed.” –SHERYLE GILLIHAN @SGILLIHAN
  22. 22. MASTER YOUR CRAFT AND NEVER STOP LEARNING. YOUR EXPERTISE IS YOUR BUSINESS @SGILLIHAN
  23. 23. CHALLENGE: LIST AND RATE ALL YOUR SKILLS @SGILLIHAN
  24. 24. MARCH TO THE BEAT OF YOUR OWN DRUM. AUTHENTICITY BUILDS TRUST @SGILLIHAN
  25. 25. OTHERS ARE AT EASE WHEN YOU’RE AT EASE. ALWAYS BE YOUR BEST SELF @SGILLIHAN
  26. 26. Photo credits go to contributors on unsplash.com. Contact information: Sheryle Gillihan @sgillihan

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