---
title: "PNW Drupal Summit Session: Close More Deals"
description: Effective strategies for finding leads, pitching, and closing deals in the Drupal ecosystem. Learn key tips from Anne Stefanyk's session at the PNW Drupal Summit.
---

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# [PNW Drupal Summit Session: Close More Deals](https://www.metaltoad.com/blog/pnw-drupal-summit-session-close-more-deals)

 Written by [Metal Toad Staff](https://www.metaltoad.com/blog/author/metal-toad-staff) | Oct 15, 2011 12:00:00 AM

In this session, Anne Stefanyk from Drupal Connect went over effective strategies for finding new leads, pitching them, and successfully landing new clients. Read on for some key takeaways.

#### Initial Contact with a Potential Client

- Listen first. Let the client keep talking and they’ll give you the info needed for a tailored pitch.
- Smile while talking on the phone – it makes a difference!
- If you get an inquiry, be quick to respond and make it a phone call. You’ll gain an edge over the competition.
- Your potential customers may not know Drupal, modules, CMS, other common terms. All they will know is that they need a website and what they need it for.
- No budget talk on the first call from your side (you don't want to set unrealistic expectations without getting the full picture and project scope), but DO get a sense for the client’s budget range.
- If a client’s budget range is far below your minimum, consider helping them into a phased approach (start them out with Drupal Gardens, etc.)

#### Where Do You Find Work & Client Leads?

- Your clients – They will refer you if you do a good job. If you pitch someone and they don’t become a client, they may still refer you other leads.
- Your website – Don’t be afraid to have a niche and focus on it. It’s hard to do everything unless you’re a huge shop.
- Networking – Events, business groups, conferences, etc.
- Have an effective business card. Big names are good. Provide a call to action on the card (free estimate, usability audit, etc.)
- Unless you’re a big agency, RFPs are rarely worth the effort. Make sure it’s strategic and aligned with your core work and worth your time (i.e. bigger project)
- Drupal.org and other online resources are a great place to find work for independent Drupal contractors, etc. Take the time to call rather than email to close more business from online resources.
- Cold calling can be very effective, but make sure it’s strategic. Web teams at Universities and other verticals that tend to use Drupal are good places to start.

#### Getting Clients in the Door

- Give the client small steps to get started. If a $100K budget is scary, start with a small phase 1.
- A free dev review for a potential support client can help you gain the clients trust, estimate projects effectively after you see their code, and even upsell into full website rebuilds, etc.
- Feel out what kind of proposal a client would like. Do they prefer a simple number and list of features, detailed estimates for each feature, or perhaps they need a fixed bid
- Just like a cover letter for a job application, tailor the wording in your proposal to match the terminology used in the client's requests.

[View full post](https://www.metaltoad.com/blog/pnw-drupal-summit-session-close-more-deals)

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