This is the Genesis (framework) Camp talk slides I'll use to talk about closing - specifically when using and leveraging StudioPress' framework for WordPress projects.
4. Why did this work?
The client was in a rush.
There was an impending deadline.
A lot of time had been wasted already.
They needed a miracle.
I had the knowledge & access to their miracle.
5. A framework, reusable libraries, or code
generator that provides a solution for
speeding up development does two
things at once - it makes development a
commodity and creates a new
opportunity to differentiate on something
other than code.
7. Differentiating Yourself
Plan Construct TestListen
You are not competing with other Genesis developers. You are competing
with inexpensive developers who do the same things over and over in an
undifferentiated way without paying attention to the nuances. You’re
competing with robots who don’t understand exceptions.
11. Why did this work?
The client was in a rush.
There was an impending deadline.
A lot of time had been wasted already.
They needed a miracle.
I had the knowledge & access to their miracle.
13. Why did this work?
The client was in a rush.
There was an impending deadline.
A lot of time had been wasted already.
They needed a miracle.
I had the knowledge & access to their miracle.
15. CLOSE
EDUCATE
PREPARE
How much do you know about
your prospect’s business?
Can you predict their future? If so,
how can you help them anticipate
the challenges they’ll face?
Can you help them understand, in
business terms why you use the
tools you use?
Can you help them see a future
they may have thought was
impossible?
Can you stop selling features,
stop selling benefits and start
selling destinations?
17. Why did this work?
The client was in a rush.
There was an impending deadline.
A lot of time had been wasted already.
Their selection of a theme was going to cause
them delays and all sorts of problems.
Genesis was the miracle they were looking for.