technical webinar: selling a brilliant idea -how to engage like a rock star
TRANSCRIPT
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Selling a Brilliant Idea: How to Engage Like a Rock Star
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Presentation
Ricardo LuizUX Lead (Extended Product) @ OutSystems
2
https://www.linkedin.com/in/uxluiz
[email protected] @UXLuiz
https://pt.pinterest.com/ricardoluiz102/
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1. I failed! Why?
2. Stories are important and key to make our communication successful.
3. Presenting the Principles for great stories and pitches.
4. Happily ever after!
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It all started...
A Long Time Ago
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Fail to Impress
What were their expectations?
What were they expecting to see?
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Why did we Fail?
WHY
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I Remember...
This one time at a client...
Where I failed miserably
in the first presentation
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Did we...
| understand the goal of the presentation?
| gather the right/relevant information?
| talked with the right people?
| have the right content (too technical, rushed into the solution…)?
| present it the right way?
Tell the Tale
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Stories Are Important
WHY
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Stories Are Important
Pain
Solution
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Stories Are Important
65%time of all conversations is spent on stories
Credit: How to Engage and Persuade People Through Storytelling
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Stories Are Important
Knowledge
RulesBeliefs
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Stories Are Important
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Credit: Sales Brain
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Stories Are Important
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Yes We Can
HOW
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Background
Rising Action
Climax
Falling Action
Resolution
Start By building up the scenario and why you are there
Yes We Can
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Share
| Why are you there?
| What was the request and the scope?
| What was the client / stakeholder Vision?
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My Failed Presentation
2 days to regain their trust
| Make sure that this time I have the right background information.
| Call with the C levels to make sure the vision was there and it was shared.
| Recap with everyone involved the scope and critical goals.
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My Failed Presentation
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Background
Rising Action
Climax
Falling Action
Resolution
Yes We Can
Remind them what you started with
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Share
| Frame the starting point by illustrating it with images or screenshots.
| If needed, research the competition and build a benchmark.
| Share what you have learned by talking to users or stakeholders.
| Quotes are a powerful tool.
| Wrap up the build up by summarizing the challenges and what you found.
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My Failed Presentation
| Market Research to understand what competitors were doing.
| Pinpointing what the competition was doing right and wrong.
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Background
Rising Action
Climax
Falling Action
Resolution
Yes We Can
BreakthroughWhat was the
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Yes We Can
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My Failed Presentation
| The Solution that bubbled up from the research and the client’s pain.
NDA PROTECTED
NDA PROTECTED
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Background
Rising Action
Climax
Falling Action
Resolution
Yes We Can
Walkthrough The process
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Share
| Break it down in pieces.
| Start by addressing the biggest pain the client / stakeholder reported.
| Document the reasoning behind a solution for future reference.
| Follow the flow of the use case or user story you are solving.
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My Failed Presentation
NDA PROTECTEDNDA PROTECTED NDA PROTECTED
| Presented all the twists and turns of the application.
| The reasoning behind all the choices was documented for future reference.
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Background
Rising Action
Climax
Falling Action
Resolution
Yes We Can
SolutionWrap up with your
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Share
| Demo the solution.
| Show them what they are getting.
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My Failed Presentation
| Delivered the wireframe flow in Invision.
| The cherry on top of the cake was to have some of the screens in Hi-Fidelity.
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Yes We Can
The Magic
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The Magic Rules
Relevant
1
If it’s not relevant to their lives, they have no reason to stick around.
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The Magic Rules
Structured
2
There should be an obvious beginning, middle, and ending.
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The Magic Rules
Never Begin a story by the end
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The Magic Rules
Backed by Reason
3
Find Your Passion
What do you want your audience to take away?
Is it a worthwhile message?
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The Magic Rules
Backed by Reason
3KEEP CALM
AND
TELL YOUR STORY
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The Magic Rules
Simple
4KISS
In UX design, as in life less is often more
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The Magic Rules
Simple
4
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The Magic Rules
Simple
4
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The Magic Rules
Authentic
5
Be Yourself
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Food for Thought
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goo.gl/NsIsq7 João GuerraUI Expert
@ OutSystems
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http://goo.gl/4mBVMV Ricardo LuizUX Expert and Team Leader
@ OutSystems
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Margarida da MarçaUser Experience Expert -
OutSystems@designSTAIN
Wireframing Made Easy
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Food for Thought