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Selling You & Your
(Drupal) Services
     Neil Giarratana
        neil@lucidus.net
      twitter: lucidus_neil
Lucidus World (Domination) Headquarters
                                Keene, NH
1. The Ground Rules

2. How We Sell Drupal

3. Some Things We’ve Learned Along
   the Way
The
Ground
Rules
What do you
really sell?
Rule #1



The true product of
   a business is
the business itself.
http://www.flickr.com/photos/kurafire/163599205/
Selling You & Your Services   Drupalcon 2009
http://www.flickr.com/photos/chijs/1481292263/sizes/o/
Rule #2


Your Customer’s View
 is the Only One That
        Matters
Is this really you?
Selling You & Your Services   Drupalcon 2009
Selling You & Your Services   Drupalcon 2009
Selling You & Your Services   Drupalcon 2009
Selling You & Your Services   Drupalcon 2009
Rule #3

The way you deliver
   is at least as
 important as what
    you deliver.
Selling You & Your Services   Drupalcon 2009
Rule #4

    Consistent
Attention to Detail
 Sets You Apart
Selling You & Your Services   Drupalcon 2009
Selling You & Your Services   Drupalcon 2009
it’s easy to install.
     it’s easy to use.
it has lots of features.
          it’s free.
 lot’s of people like it.
“Our software is free.”




http://www.flickr.com/photos/dduff/348509088/
lots of features
blogs                   forums                   user groups
rich-text editing       collaborative books      email notification
wikis                   statistics               threaded comments
content commenting      personalization          version control
custom content          friendly URL’s           blogger api
image management        online help              content syndication
events / calendar       role based permissions   news aggregator
social bookmarks        comprehensive search     permalinks
content rating          ldap integration         caching
categorization          openId                   member management
localization            tag clouds               banner management
templating              workflow                  e-commerce
there are more than
      4400
     modules
“No, really...why do you
    use Drupal?”
Configuration vs.
 Customization
We can create new
content types without
    writing code.
What’s a content type?
             Web Pages
         Collaborative Books
          Photos & Videos
               Blogs
           Trouble Tickets
            Reservation
              Product
Comments



Product
File Attachments



Product
Keyword Tagging

  Product
                                             “Customers
                         Product

                                              who chose
                                             this product
                                   Product
                                             also chose...”
               Product




                           Product
News Article
Subscriptions


   Category Update
     Notification
        Email


users “ask” to be notified any time a
product of a certain type gets added
Restricted Access


 Restricted
  Content               Group A




              Group B
Syndication


Product
  List       Distributor
              Website
Drupal was
built for this.
The Sales
         Process
The Sales Process
?
 Targets      Targets       Targets



Campaign    Campaign       Campaign



              Leads



           Opportunities



              Quote


             Contract
Lessons Learned
http://www.flickr.com/photos/articnomad
Getting the Gig...

• No Hocus Pocus or Slicky-Boy Sales Guy
• LISTEN! LISTEN! LISTEN!
• Find their pain (at a high level)
• Explain your process & your USP
• Let them set the next step.
Qualifier Questions
• We do projects between $5000 &
  $100,000. Would you be in the $5-$15k
  range, $15-50k or $50-$100k range?
• What is your time frame to make a
  decision?
• What is your anticipated launch date? What
  is driving that?
“Closer” Questions

• On a scale of 0 to 10, (0 being not
  interested at all and 10 being ready to
  move forward) where are you?
• How would you like me to proceed?
The Quote & Contract

• Set expectation for payment increments
• Indicate that you’ll call the next day to
  follow up
• Get a signature
• Get a blanket agreement
Selling You & Your Services   Drupalcon 2009
Resources

• The E-Myth Revisited by Michael E. Gerber
• Raving Fans: A Revolutionary Approach to
  Customer Service by Ken Blanchard
• email: neil@lucidus.net

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Selling You & Your Services Drupalcon 2009