how to seal the deal
DESCRIPTION
What is the secret to turning a CMS prospect into a Plone client? As Content Management Systems have become mainstream, customers are more sophisticated in the questions they ask and initial contacts can include in-depth comparisons to competitors. Organizing your information and having a plan to pitch Plone is the key to successful client acquisition. In this talk, Hendryx-Parker will unveil the process he follows to win.TRANSCRIPT
Calvin Hendryx-Parker
Plone Conference 2010
Potential Plone Clients: How to Seal the Deal
Saturday, October 30, 2010
PLONE CONFERENCE 2010
Demo
Saturday, October 30, 2010
PLONE CONFERENCE 2010Natural salesmen
Saturday, October 30, 2010
PLONE CONFERENCE 2010
• Speak in Jargon
• Show Irrelevant Features
• Its not about you
• Badmouth other technologies
What not to do
Saturday, October 30, 2010
PLONE CONFERENCE 2010
• Listen
• Know who you are talking to
• Ask questions
• Be clear and concise
• Build a Relationship
What to do
Saturday, October 30, 2010
PLONE CONFERENCE 2010
• Establish credibility
• Trust
• Build a Relationship
Make an impression
Saturday, October 30, 2010
PLONE CONFERENCE 2010
• Time
• Money
• Quality
How will this helpthem
Saturday, October 30, 2010
PLONE CONFERENCE 2010
• Have everything installed and tested
• Have folder with demo content of many types
• Word Docs to copy paste from
• PDF Docs
• Multiple Images and Pictures
• Run everything local
• Have the right adapter for you computer
• Test your setup
Make sure you are prepared
Saturday, October 30, 2010
PLONE CONFERENCE 2010
Setup a story that people can relate to
Saturday, October 30, 2010
PLONE CONFERENCE 2010Don't be afraid to
recommend other
technologies
Saturday, October 30, 2010
PLONE CONFERENCE 2010
Show off real world usage
Saturday, October 30, 2010
PLONE CONFERENCE 2010
Demo
Saturday, October 30, 2010
PLONE CONFERENCE 2010Photoshttp://www.flickr.com/photos/broken_simulacra/101327959http://www.flickr.com/photos/irisheyes/2505570986http://www.flickr.com/photos/24600848@N06/4130239894http://www.flickr.com/photos/72213316@N00/2766434707http://www.flickr.com/photos/rosasay/3202186318http://www.flickr.com/photos/jennaw/341429006http://www.flickr.com/photos/lisbokt/4557191813http://www.flickr.com/photos/kenyee/8265081http://www.flickr.com/photos/victoriafee/2740896609
Saturday, October 30, 2010
Check out
sixfeetup.com/demos
Saturday, October 30, 2010