The dark art of sales meetings - WordCamp Bournemouth Version
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The document emphasizes the importance of interpersonal skills in sales meetings for web developers, outlining three preparation steps: being comfortable with oneself, gathering information and setting objectives for the meeting, and showing confidence during the discussion. It encourages participants to recognize their own value and the need to interview potential clients as well. Additionally, it promotes a competition for naming a character related to an event.
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- 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.
Editor's Notes
- #2: Prepared for TBO Web Design Split session into 2 - feedback please Sales - not something I was comfortable with or good at in the beginning
- #3: The boring bit first
- #4: make of this what you will
- #5: By day - By night -
- #8: This was me - a cog in the machine
- #9: but I was bored
- #10: I dreamed of going freelance
- #11: Of course this is me in my pink house with all my cats.
- #12: So in 2010 thats what I did,
- #13: Still freelancing for agencies - still cog in the machine In 2011 made choice to focus on direct client work
- #14: And Tada! But like all superhero stories,
- #15: I had kryptonite. And that was…
- #16: Being a developer I hadn’t needed people skills
- #17: Could go to work in a grumpy mood without impacting my ability to earn
- #18: But now I was a super duper company I had to learn quickly if I wanted to win work…
- #19: and so, I started to dabble in…
- #20: A real unknown - never been driving force fish out of water
- #21: 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.
- #22: 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…
- #23: Smile! ’~ grin!’ can only do so much, personality does not come through via email
- #24: people buy into me. More so than just the proposed work.
- #25: break
- #27: In true chumly warner fashion. Step 1. Most stuff you would need to know when setting up a business but more focussed.
- #29: 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
- #31: Understand your core value and remember - my *sell* - web developer speaks normal. Stand out from agencies with account managers.
- #32: Learn to project confidence - even if not 100% - no room for shy Denise Jacobs. Power pose, posture.
- #33: better prepared - better it will go Potential client will be impressed if you seem organised
- #35: client questionnaire. - Ball park budgets Basic site requirements - templates - site map - commerce - forum Extras - logo? - SEO? - hosting?
- #37: How I work Follow questionnaire for structure Any questions from them
- #38: Find good examples of existing websites to drive the project in the direction you want to take
- #39: So you appear confidant and comfortable even if you are not, you have questions and examples. The only thing left is the meeting…
- #40: During examples - talk about why one solution is better - explain things like user experience - the stuff they will relate to and buy in to.
- #41: Not expected to know everything - research and come back Probably a plugin available but need to check
- #42: you may not want to work with them - project may not be what you want
- #43: and remember, no matter what…
- #44: always smile
- #46: and believe that you are awesome!