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Final version of a presentation written for The Business of Web Design Conference in Cardiff on July 18th 2014
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Mastering the sales meeting without turning to the dark side.
Smile ~ Its never that bad!
Kirsty Burgoine - @kirstyburgoineThe Business of Web Design Conference - 17th July 2014
Who am I?
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
The #TBOselfie winner?
Lake Iseo - Italy 2014
Olden Days (circa 2008)
http://www.flickr.com/photos/thepretenda/111192551/
http://www.flickr.com/photos/thepretenda/111192551/
http://www.flickr.com/photos/thepretenda/111192551/https://flic.kr/p/8XqJLK - with added cats by ME!
2010 - FreelanceOlden Days
Kirsty Burgoine Ltd. was formed!
Kryptonite
People skills…
Grumpy cat is grumpy
If you don’t have any one to build awesome websites for, then your business is going
to be pretty…
Today2011 -
Kirsty Burgoine Ltd.
Some random charts…
Because I’m told everyone likes statistics…
Grumpy cat is happy
People buy into people.
Things you can do to prepare, there is…
(In 2 easy steps)
Step 1. Preparing yourself
Step 1. Preparing yourself
Vision, mission, values
Kirsty Burgoine Ltd.
Step 1. Preparing yourself
Vision, mission, values
Know your value and understand your *sell*
Step 1. Preparing yourself
Be comfortable with yourself
Be comfortable with yourself
Don’t try to be someone your not.
Step 1. Preparing yourself
Step 1. Preparing yourself
Learn to project confidence
Step 1. Preparing yourself
Learn to project confidence
No matter how you feel inside
Grumpy cat is happy
Step 2. Preparing for the meeting
Get as much information as you can beforehand
Step 2. Preparing for the meeting
Client Questionnaire
~ Why do you want a new website?
~ Who is your intended audience?
~ How do you plan to measure the success of your new website?
~ What separates you from your competition?
~ Do you have nay branding already?
~ What sort of budget do you have?
~ Do you have a site structure in mind already?
~ Do you have any special features in mind such as Blog or E-Commerce?
~ Do you need any additional services such as SEO,Hosting?
Client Questionnaire
Set yourself a meeting agenda
Step 2. Preparing for the meeting
Prepare some examples
Step 2. Preparing for the meeting
Journey towards the dark side…
The meeting itself…
The meeting itself…
Keep calm and collected
Don’t allow yourself to get swept up in the momentum
The meeting itself…
Don’t be afraid to say you don’t know.
Don’t promise things you don’t know you can deliver
The meeting itself…
Maintain the “poker face” throughout.
Remember your core values, project confidence, appear organised and remember to smile!
The meeting itself…
Remember you are interviewing them as much as they are interviewing you
You are allowed to say no to projects!
Star Wars Episode VII meeting - WOOHOO! ~ grin!
Kirsty Burgoine@kirstyburgoineIcons and robot dude by @stina_jones
Thank you.
Competition time!
“Robot Dude” needs a name!Tweet your suggestion with the hashtag #dudeneedsaname to @kirstyburgoine.
The winner will receive two tickets to (R)EVOLUTION.
The alter-ego
Standard “dude”
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