1. The document provides advice on how to effectively sell design work and present to clients. It emphasizes that selling is a core skill for designers. 2. Common mistakes in client presentations are outlined, including not properly setting the stage, getting defensive when responding to feedback, and asking clients if they simply "like" the design rather than guiding a thoughtful feedback loop. 3. The overall message is that designers must focus on selling their work and ensuring quality, since a designer who can sell is more valuable than one with just great design skills alone.

1. DesignDirector,MuleDesignStudio • @monteiro
MIKEMONTEIRO

2. YOUHAVEBEENLIEDTO!

7. Qualityisnotenough.

8. Doesgooddesignsellitself?
NO

9. Iselldesign.

10. Getwork.1
Dowork.2
Ensurequality.3
Getpaid.4

11. Isn’tthatsales?
BUT MIKE,

12. Dogoodwork.1
Persuadethemit’sgood.2

13. Agooddesignerwhocansell
workismorevaluablethana
greatdesignerwhocan’t.

16. 25,000,000SOLDOVERATWOMONTHPERIODIN1957

18. Youknow—forkids!

19. Youknow—forusers!

20. Sellingisacoreskill.

21. DONOTTRUST!DONOTTRUST!DONOTTRUST!DONOTTRUST!DONOTTRUST!

23. MAKESMONEY
COSTSMONEY

24. CANSELLDESIGN
CAN’TSELLDESIGN

25. DesignersScrewUpClientPresentations
WAYS13

26. Theworkisgood.1

27. Theworkisgood.1
Theworkistested.2

28. Youarenottheretobe
theclient’sfriend.
1

30. Happinessisaside-effect
ofgooddesign.

31. Ifyoucan’tbe
botheredtosellit…

32. …don’tbother
designingit.

33. Theywon’tbehappy6
monthsdowntheroad
whentheprojectfails.

34. Notgettingoffyourass.
2

35. I’mashyandquietperson.
BUT MIKE,

36. Confidenceisn’tabout
YOU

37. Confidenceisabout
THEM

38. Startingwithanapology.
3

39. Apologiesareexpensive.

40. Youarealways
presentingthecorrect
amountofwork.

41. Thebestwaytofixa
meetingistocancelit.

42. Shitrunsdownstream.
Apologiesrunupstream.

43. Notsettingthestage
properly.
4

44. Whyarewehere?1

45. Whencanweleave?
Whyarewehere?1
2

46. No
foreword by Austin Kleon
YOU’REMY
FAVORITECLIENT
Mike Monteiro
Brief books for people who make websites
12

47. NOT
ACTUALLY
LARRY
NOT
ACTUALLY
LARRY
NOT
ACTUALLY
LARRY
NOT
ACTUALLY
LARRY
NOT
ACTUALLY
LARRY

48. SOLD!

49. Givingtherealestatetour.
5

51. You’resellingahouseby
talkingaboutsheetrock.

53. Worklikeascientist.
Presentlikeasnake-charmer.

54. Takingnotes.
6

55. Readingascript.
7

57. Withoutpromotionsomething
terriblehappens…”
“
—PTBarnum

58. Withoutpromotionsomething
terriblehappens…
“
nothing
—PTBarnum
.”

59. Gettingdefensive.
8

60. Goodpeopledobadwork.

61. Thisisagreattimetokeep
yourmouthshut.

62. Everytypowillrevealitself
onceyoupublish.

63. Mentioningtypefaces.
9

67. Talkingabouthowhard
youworked.
10

68. You’renotgettinggraded
oneffort.

69. Reactingtoquestionsas
changerequests.
11

70. “Whyisthisblue?”
“Oh,Icanchangeit!”

71. Whyyouusingbricks?
Oh,Icanchangeit!

72. Notguidingthe
feedbackloop.
12

74. Doesthisreflectyourbrand?1
Doesthisreflectyourusers’needs
aswediscussedinthereasearch?
2
Doesthisreflectyouradstrategy?3

75. Asking“Doyoulikeit?”
13

85. Whydoyouhatedesigners?
BUT MIKE,

86. Thisthingwedo.

87. Wearegatekeepers.

88. Thanks.