The dark art of sales meetings - WordCamp Bournemouth Version

391 views

Published on

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

Published in: Internet
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
391
On SlideShare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
3
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • Prepared for TBO Web Design
    Split session into 2 - feedback please
    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 -
    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
    In 2011 made choice to focus on direct client work
  • And Tada!
    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
    fish out of water
  • boss, excellent salesman - not like this
    Could sell me gran - unrealistic idea of how easy sales meetings where.
    But these days, thats not the case.
  • if I have sales meeting I win work. Exclude leads from referrals
    90% of my business won if I have meeting rather than just email / phone calls because I…
  • Smile!
    ’~ 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.
    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
    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
    Denise Jacobs. Power pose, posture.
  • better prepared - better it will go
    Potential client will be impressed if you seem organised
  • client questionnaire. - Ball park budgets
    Basic site requirements - templates - site map - commerce - forum
    Extras - logo? - SEO? - hosting?
  • How I work
    Follow questionnaire for structure
    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
    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

    1. 1. Smile - Its never that bad! The dark art of sales meetings
    2. 2. Who am I?
    3. 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. 4. Going back in time… To days when I was young(er)
    5. 5. http://www.flickr.com/photos/jmrocher2001/481006679/
    6. 6. https://flic.kr/p/8XqJLK - with added cats by ME
    7. 7. 2010 - Freelance Olden Days
    8. 8. Kirsty Burgoine Ltd. was formed!
    9. 9. Kryptonite
    10. 10. People skills…
    11. 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. 12. https://flic.kr/p/7MA7q6 quiet!
    13. 13. The dark art of sales meetings…
    14. 14. Some random charts… Because I’m told everyone likes statistics…
    15. 15. Smile!
    16. 16. People buy into people.
    17. 17. How to be prepared for anything during that “sales” meeting… (In 3 easy steps)
    18. 18. Step 1. Preparing yourself
    19. 19. Step 1. Preparing yourself ~ Be comfortable with yourself
    20. 20. Step 1. Preparing yourself ~ Be comfortable with yourself ~ Know your own value
    21. 21. Step 1. Preparing yourself ~ Be comfortable with yourself ~ Know your own value ~ Project confidence
    22. 22. Step 2. Preparing for the meeting
    23. 23. Step 2. Preparing for the meeting ~ Get as much information as you can beforehand
    24. 24. Step 2. Preparing for the meeting ~ Get as much information as you can beforehand ~ Set yourself a meeting agenda
    25. 25. Step 2. Preparing for the meeting ~ Get as much information as you can beforehand ~ Set yourself some objectives ~ Prepare some examples
    26. 26. Step 3. During the actual meeting
    27. 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. 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. 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. 30. You are allowed to say no to projects!
    31. 31. Smile!
    32. 32. Kirsty Burgoine @kirstyburgoine Icons and robot dude by @stina_jones Thanks.
    33. 33. The good, the bad and the ugly…
    34. 34. The good, the bad and the ugly…
    35. 35. Competition time!
    36. 36. September 26th 2014 2014.shropgeek-revolution.co.uk
    37. 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.

    ×