Sell Me This Pen

How to win at sales

THE WOLF

You have all probably seen this clip from Wolf of Wall Street. The “Sell me this pen” episode. It’s a classic. Spoiler alert. It’s not about the pen. It’s about… Nah I’m not telling you. Here’s the clip.

SELL ME THIS AGENCY

The supply and demand game also impacts us as creatives: On a scale of 1–100, if demand is 1, often supply is 100: Someone is looking for one agency to get a job done, and 100s of agencies or creatives offer the same solution.

And here’s the deal: None of us is truly unique, and often it’s not even wanted. Clients want a job done. Like yesterday. Design quality is not necessarily the key driver behind making a decision. It’s trust. If they hire you or me and we mess up halfway in the process, they not only have to start all over but have also wasted some money and time and are the ones who get the blame, probably even risking their job or bonus… Does this sound familiar?

BUILDING TRUST

This is our armor and weapon to enter the demand and supply game and start selling “pens.” Here’s our friend Marko Pfann’s definition of trust:

“Trust is credibility, empathy, relationship, processes, expertise, experience, personality, social proof, and quality of work.”

So how can you trust someone in the creative field? Time can tell. Time shapes experience; experience shapes social proof. And social proof creates trust. Now let’s sell the pen.

ABOUT US

Our job is about design that creates impact: business identities, websites, or investor presentations. But mostly, it’s about removing blockages. I found this the essential aspect of being a full-blooded creative: presenting fresh and often unconventional ideas that clear obstacles, help overcome stagnation, and lead to innovation. When that happens, then I’m successful as a creative consultant.

We bring over 20 years of experience in creative exploration, from creative thinking to design, to the table. Asking “why” is often the first step, but more importantly, asking “why not” is what leads to breakthroughs. | MORE

See you next week! Let’s make history. Yours, Marc Posch

Marc Posch Design, Los Angeles | +1.213.446.7986 | MarcPoschDesign.com