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/

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?

Rule #3 The way you
deliver is at least as important as what you deliver.

Rule #4 Consistent Attention to
Detail Sets You Apart

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

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