Knowledge catalogue / Sales & clients
Don't send the showreel and wait. The right diagnostic question turns a prospect call into a strategy session.
The instinct is to lead with proof, send the portfolio, and hope. But without qualifying you're quoting blind, competing on price, and often pitching the wrong thing entirely. One good question about the outcome they need reframes you from vendor to advisor, and it usually surfaces a bigger, clearer problem than the one they walked in with. Anyone can send a showreel. Not everyone can identify what a business actually needs before they quote.
Before your next quote, ask one diagnostic question about the outcome they need, not the video they think they want. Then quote the outcome, not the footage.