Sales often has a negative connotation, but it is a fact of doing business (or at least staying in business). In his presentation, Marcus will cover how he presents EE to fortune 100 companies without feeling the need to wash with bleach. He’ll also talk about his role at EllisLab and how you can use him as a resource to close more deals.
- Session One
- 10:00 AM - 10:20 AM
- Selling Expression Engine, The Sing and Dance Routine
- Marcus Neto
The story you tell, the website you design, the copy you add to that website, the way you talk on the phone, etc… will attract a certain type of project rand client. - Allan Branch from Less Everything
Clients are looking at you (what you write, tweet) and it all adds up to you selling yourself.
- Don’t be slimy, be natural.
- Ask lots of questions. Your job is to solve problems. It’s not what I think. I need to listen to their problems and then offer a solution.
- Talk about solutions but don’t give it away for free.
- Know your audience. What’s their role? What do they need to do with EE?
- Always… Always talk about money. (see #1 though).
- The money will dictate solutions.
- Ask clients if you can use them for referrals.
- When you speak geek, they see a mess and their heads spin
- Set the right tone.
- Has created a community for add-ons.
- EllisLab encourages add-ons.
- Multiple channels of content. Take client into a demo with multiple types of content.
- No assumptions about content or structure.
- EE ties into an Open Source Foundation with CodeIngniter.
- Ease of use for non-technical folks. Shield from the complexity.
- Security is a selling point.
- First Party Support through Ellis Lab.
- Scalability. Easy to scale EE. (Penny Arcade)
CMS Usage Statistics
- You’ve never heard of it?
- Within the top five of the top 100,000 sites.
Qualms about using EE?
Show them a demo! Create a demo site that you can tailor to the client that you are talking to.
- What about the cost? Don’t address it. Don’t tell them about it. It’s part of the solution. That should be included in the budget.
- Stop trying to impress each other! Make money!