Lesson 5 - Show your work

After you’ve shown your potential client your service offerings, and identified which ones they might be most interested in, the next step is to show your work. Ideally, your capabilities deck will have your projects organized based on the service offering.

So, if you shoot commercials, you’ll have a section showing three or four of your best commercials. Or, if you film social content too, you’ll have another section that shows your social work. The same goes for any kind of creative discipline—if you do brand refreshes, or logos, or studio photos, or whatever, you can have a section that shows just that work.

If a client is looking for a specific kind of thing, and you’re able to show them that you do that exact kind of thing, your chances of winning the project skyrocket.

You might be wondering “how am I going to remember exactly what to say, and what order all these stages go in?” That’s where a capabilities deck comes in, along with a little practice. (This is what I offering my capabilities deck workshop, for those interested). The capabilities deck serves as a fool-proof outline for your conversation. All you have to do is click to the next slide to know what to talk to your client about next.

Tomorrow, we’re discussing the ever-important timeline page.