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  • How to Sell Design Effectively: 13 Ways Designers Screw Up Client Presentations

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    Jod Douglas Kaftan
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    Mike Monteiro argues that quality design alone is not enough and that designers must learn to sell their work. He outlines a process of getting work, doing quality work, ensuring quality, and getting paid. However, designers also need to persuade clients that the work is good through presentations. Monteiro believes selling is a core skill and that a good designer who can sell is more valuable than a great designer who cannot. He then provides 13 ways that designers commonly screw up client presentations and advice for improving presentations, including focusing on the client's needs and goals rather than details of the design process.

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    how designers need to present

    Original Title

    Monteiro13ways 150113181155 Conversion Gate02

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    Mike Monteiro argues that quality design alone is not enough and that designers must learn to sell their work. He outlines a process of getting work, doing quality work, ensuring quality, and getting paid. However, designers also need to persuade clients that the work is good through presentations. Monteiro believes selling is a core skill and that a good designer who can sell is more valuable than a great designer who cannot. He then provides 13 ways that designers commonly screw up client presentations and advice for improving presentations, including focusing on the client's needs and goals rather than details of the design process.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    34 views88 pages

    How to Sell Design Effectively: 13 Ways Designers Screw Up Client Presentations

    Uploaded by

    Jod Douglas Kaftan
    Mike Monteiro argues that quality design alone is not enough and that designers must learn to sell their work. He outlines a process of getting work, doing quality work, ensuring quality, and getting paid. However, designers also need to persuade clients that the work is good through presentations. Monteiro believes selling is a core skill and that a good designer who can sell is more valuable than a great designer who cannot. He then provides 13 ways that designers commonly screw up client presentations and advice for improving presentations, including focusing on the client's needs and goals rather than details of the design process.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 88

    MIKE MONTEIRO

    Design Director, Mule Design Studio @monteiro

    YOU HAVE BEEN LIED TO!

    Quality is not enough.

    Does good design sell itself?

    NO

    I sell design.

    1
    2
    3
    4

    Get work.
    Do work.
    Ensure quality.
    Get paid.

    BUT MIKE,

    Isnt that sales?

    1
    2

    Do good work.
    Persuade them its good.

    A good designer who can sell


    work is more valuable than a
    great designer who cant.

    25,000,000
    SOLD OVER A TWO MONTH PERIOD IN 1957

    You know for kids!

    You know for users!

    Selling is a core skill.

    DO NOT TRUST!

    MAKES
    MONEY

    COSTS
    MONEY

    CAN
    SELL DESIGN

    CANT
    SELL DESIGN

    13 WAYS
    Designers Screw Up Client Presentations

    The work is good.

    1
    2

    The work is good.


    The work is tested.

    1
    You are not there to be
    the clients friend.

    Happiness is a side-effect
    of good design.

    If you cant be
    bothered to sell it

    dont bother
    designing it.

    They wont be happy 6


    months down the road
    when the project fails.

    2
    Not getting off your ass.

    BUT MIKE,

    Im a shy and quiet person.

    Confidence isnt about

    YOU

    Confidence is about

    THEM

    3
    Starting with an apology.

    Apologies are expensive.

    You are always


    presenting the correct
    amount of work.

    The best way to fix a


    meeting is to cancel it.

    Shit runs downstream.


    Apologies run upstream.

    4
    Not setting the stage
    properly.

    Why are we here?

    1
    2

    Why are we here?


    When can we leave?

    Brief books for people who make websites

    No

    12

    Mike Monteiro

    YOURE MY
    FAVORITE CLIENT
    foreword by Austin Kleon

    NOT
    ACTUALLY
    LARRY

    SOLD!

    5
    Giving the real estate tour.

    Youre selling a house by


    talking about sheetrock.

    Work like a scientist.


    Present like a snake-charmer.

    6
    Taking notes.

    7
    Reading a script.

    Without promotion something


    terrible happens
    PT Barnum

    Without promotion something


    terrible happens nothing.
    PT Barnum

    8
    Getting defensive.

    Good people do bad work.

    This is a great time to keep


    your mouth shut.

    Every typo will reveal itself


    once you publish.

    9
    Mentioning typefaces.

    10
    Talking about how hard
    you worked.

    Youre not getting graded


    on effort.

    11
    Reacting to questions as
    change requests.

    Why is this blue?


    Oh, I can change it!

    Why you using bricks?


    Oh, I can change it!

    12
    Not guiding the
    feedback loop.

    1
    2

    Does this reflect your brand?


    Does this reflect your users needs
    as we discussed in the reasearch?
    Does this reflect your ad strategy?

    13
    Asking Do you like it?

    BUT MIKE,

    Why do you hate designers?

    This thing we do.

    We are gatekeepers.

    Thanks.

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