Secrets of Selling Creative Work
July 21st, 2008 by john.kittellThis outline contains many gems of information everyone should remind themselves of when they enter into a new creative project lifecycle. Many thanks to Fred Hammerquist of Hammerquist & Nebeker and his instruction at the School of Visual Concepts.
Build The Client Relationship
- The positive Client relationship that may take an eternity to develop… can be destroyed in an instant. -
1. Listen: Talk 10%, listen 90%.
Clients will love you and heck, you might just learn something.
2. Know the client’s business:
Do the research and understand their products, distribution, competition and position within the market.
3. Know the client’s customer:
Understand every step and emotion their consumers go through on the path to a purchase.
4. Be their brand steward:
Be protective of what’s responsible and relevant to their brand.
5. Exceed their expectations:
Surprise them with more than they expect and they’ll see more value.
6. Persuade, don’t sell:
Clients can smell a selling style and they think it stinks.
7. Don’t be self-serving:
Judge and support the work from a business perspective. If a client thinks you are looking at creative for creative sake the trust evaporates.
8. Demonstrate enthusiasm:
Show them that you love their business and helping them solve problems.
9. Know the client:
When a client knows the creative people on a personal level it goes a long way.
10. Apply some of these steps to the people you work with:
When the internal team trusts and respects each other, the work only gets better.
Get the Project Started
- Know what the client wants. Know what the client needs. Then, get them to want what they need. -
1. The Organizing Idea:
Apply your learning about the client and their business needs and communicate a concise strategic foundation.
2. The Creative Brief:
Always start by agreeing on what you are solving, and have the stakeholders sign off on the conceptual approach.
3. Know the decision makers:
Do everything possible to make sure they are all at the presentation and understand the project.
4. Bring them into the process:
Collaborating with the client throughout the creative development allows them to feel they’ve had input along the way.
Preparing for the Meeting
- The true secret of selling creative is to not SELL. Earning TRUST is the answer. For a client to accept a truly original idea, it often requires a leap of faith. The job of their creative business partner is to bridge that gap as much as possible. -
1. Make sure the internal team is on the same page:
The best teams are in sync with strategy, creative concept and execution.
2. Know the answers:
Anticipate what the objections to the work might be.
3. The fewer the better:
If there isn’t a role for someone, don’t bring them to the meeting.
4. If you lack the skills to present, don’t:
It’s not worth the risk. Have someone help you, or find someone else to present the work.
5. Develop the meeting support tools:
There are many ways to build the bridge from the business problem to the creative idea.
6. Consumer validation:
Get their customers on film sharing opinions that support your insight or direction.
7. Brand voice support:
Words and pictures make up the voice of a brand. Write a manifesto and construct a brand visual study.
8. Consider a “tone poem”:
Put the brand voice to sight, sound and motion, then add music and you might get them to cry.
9. Sizing your materials:
The presentation materials should be large enough for all in the room to clearly see.
10. Sweat the details:
More concepts die due to small, preventable mistakes than anything else.
11. Loose vs. tight layouts:
You may be able to replicate the feeling of an execution quite easily. If not, its better to show very loose sketches and support the idea with reference.
12. Theater of the mind:
If the idea can’t be conveyed well on boards then try describing it in such a way they can picture it in their heads.
Show Time
- Presenting is theater: The first few minutes are key — you will either have them engaged or glazed over. -
1. Define the aperture:
Paint a picture in their mind’s eye of how their customer will be introduced to your idea.
2. Share the insight:
Use the tools developed to set the emotional stage for sharing the work.
3. Resist the urge to hurry:
It’s at this point they really want to see the work. So much so, they may become impatient.
4. Share the work!:
Display the enthusiasm, confidence and conviction you have gained along the way.
5. Build the bridge:
Build the connection from their position back to yours.
6. Treat your ideas like gold:
You’re asking a client to invest precious dollars. The work should be handled with a great deal of respect and importance.
7. Know when to fold ’em:
Knowing the point in which to back off is critical.
8. There are always more ideas:
In my experience, going back to the well has often produced better work.
The Follow Up:
- Is creativity some obscure, esoteric art form? Not on your life. It’s the most practical thing a Businessman can employ. —Bill Bernbach
1. Keeping the work sold:
This is the hardest part. After you leave the “room”, internal processes can undermine the creative strategy.
2. Keep the process moving:
The dullest knives come out if it lingers.
3. Incremental compromise:
Without defense a great idea can succumb to mediocrity.
4. It’s not safe to breathe until the ink dries:
Keep a sharp eye on it all the way to the finish line.
















