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.
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The dark art of sales meetings - WordCamp Bournemouth Version
- 1. Smile - Its never that bad! The dark art of sales meetings
- 2. Who am I?
- 4. 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
- 5. Going back in time… To days when I was young(er)
- 9. https://flic.kr/p/8XqJLK - with added cats by ME
- 10. 2010 - Freelance Olden Days
- 12. Kirsty Burgoine Ltd. was formed!
- 13. Kryptonite
- 14. People skills…
- 16. 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…
- 18. The dark art of sales meetings…
- 20. Some random charts… Because I’m told everyone likes statistics…
- 21. Smile!
- 22. People buy into people.
- 24. How to be prepared for anything during that “sales” meeting… (In 3 easy steps)
- 26. Step 1. Preparing yourself ~ Be comfortable with yourself
- 27. Step 1. Preparing yourself ~ Be comfortable with yourself ~ Know your own value
- 28. Step 1. Preparing yourself ~ Be comfortable with yourself ~ Know your own value ~ Project confidence
- 29. Step 2. Preparing for the meeting
- 30. Step 2. Preparing for the meeting ~ Get as much information as you can beforehand
- 31. Step 2. Preparing for the meeting ~ Get as much information as you can beforehand ~ Set yourself a meeting agenda
- 32. Step 2. Preparing for the meeting ~ Get as much information as you can beforehand ~ Set yourself some objectives ~ Prepare some examples
- 33. Step 3. During the actual meeting
- 34. 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.
- 35. 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.
- 36. 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.
- 37. You are allowed to say no to projects!
- 38. Smile!
- 39. Kirsty Burgoine @kirstyburgoine Icons and robot dude by @stina_jones Thanks.
- 40. The good, the bad and the ugly…
- 41. The good, the bad and the ugly…
- 44. “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.
Notes de l'éditeur
- 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!