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Mike Monteiro
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If you can’t sell it, don’t bother making it.
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DesignDirectorShares13WaystoScrewUpClientPresentations
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DesignDirector,MuleDesignStudio • @monteiro MIKEMONTEIRO
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YOUHAVEBEENLIEDTO!
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Qualityisnotenough.
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Doesgooddesignsellitself? NO
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Iselldesign.
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Getwork.1 Dowork.2 Ensurequality.3 Getpaid.4
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Isn’tthatsales? BUT MIKE,
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Dogoodwork.1 Persuadethemit’sgood.2
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Agooddesignerwhocansell workismorevaluablethana greatdesignerwhocan’t.
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25,000,000SOLDOVERATWOMONTHPERIODIN1957
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Youknow—forkids!
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Youknow—forusers!
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Sellingisacoreskill.
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DONOTTRUST!DONOTTRUST!DONOTTRUST!DONOTTRUST!DONOTTRUST!
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MAKESMONEY COSTSMONEY
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CANSELLDESIGN CAN’TSELLDESIGN
25.
DesignersScrewUpClientPresentations WAYS13
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Theworkisgood.1
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Theworkisgood.1 Theworkistested.2
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Youarenottheretobe theclient’sfriend. 1
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Happinessisaside-effect ofgooddesign.
31.
Ifyoucan’tbe botheredtosellit…
32.
…don’tbother designingit.
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Theywon’tbehappy6 monthsdowntheroad whentheprojectfails.
34.
Notgettingoffyourass. 2
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I’mashyandquietperson. BUT MIKE,
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Confidenceisn’tabout YOU
37.
Confidenceisabout THEM
38.
Startingwithanapology. 3
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Apologiesareexpensive.
40.
Youarealways presentingthecorrect amountofwork.
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Thebestwaytofixa meetingistocancelit.
42.
Shitrunsdownstream. Apologiesrunupstream.
43.
Notsettingthestage properly. 4
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Whyarewehere?1
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Whencanweleave? Whyarewehere?1 2
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No foreword by Austin
Kleon YOU’REMY FAVORITECLIENT Mike Monteiro Brief books for people who make websites 12
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NOT ACTUALLY LARRY NOT ACTUALLY LARRY NOT ACTUALLY LARRY NOT ACTUALLY LARRY NOT ACTUALLY LARRY
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SOLD!
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Givingtherealestatetour. 5
50.
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You’resellingahouseby talkingaboutsheetrock.
52.
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Worklikeascientist. Presentlikeasnake-charmer.
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Takingnotes. 6
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Readingascript. 7
56.
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Withoutpromotionsomething terriblehappens…” “ —PTBarnum
58.
Withoutpromotionsomething terriblehappens… “ nothing —PTBarnum .”
59.
Gettingdefensive. 8
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Goodpeopledobadwork.
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Thisisagreattimetokeep yourmouthshut.
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Everytypowillrevealitself onceyoupublish.
63.
Mentioningtypefaces. 9
64.
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66.
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Talkingabouthowhard youworked. 10
68.
You’renotgettinggraded oneffort.
69.
Reactingtoquestionsas changerequests. 11
70.
“Whyisthisblue?” “Oh,Icanchangeit!”
71.
Whyyouusingbricks? Oh,Icanchangeit!
72.
Notguidingthe feedbackloop. 12
73.
74.
Doesthisreflectyourbrand?1 Doesthisreflectyourusers’needs aswediscussedinthereasearch? 2 Doesthisreflectyouradstrategy?3
75.
Asking“Doyoulikeit?” 13
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Whydoyouhatedesigners? BUT MIKE,
86.
Thisthingwedo.
87.
Wearegatekeepers.
88.
Thanks.
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