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

ricardo.luiz@outsystems.com @UXLuiz

https://pt.pinterest.com/ricardoluiz102/

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!

It all started...

A Long Time Ago

Fail to Impress

What were their expectations?

What were they expecting to see?

Why did we Fail?

WHY

I Remember...

This one time at a client...

Where I failed miserably

in the first presentation

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

Stories Are Important

WHY

Stories Are Important

Pain

Solution

Stories Are Important

65%time of all conversations is spent on stories

Credit: How to Engage and Persuade People Through Storytelling

Stories Are Important

Knowledge

RulesBeliefs

Stories Are Important

Credit: Sales Brain

Stories Are Important

Yes We Can

HOW

Background

Rising Action

Climax

Falling Action

Resolution

Start By building up the scenario and why you are there

Yes We Can

Share

| Why are you there?

| What was the request and the scope?

| What was the client / stakeholder Vision?

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.

My Failed Presentation

Background

Rising Action

Climax

Falling Action

Resolution

Yes We Can

Remind them what you started with

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.

My Failed Presentation

| Market Research to understand what competitors were doing.

| Pinpointing what the competition was doing right and wrong.

Background

Rising Action

Climax

Falling Action

Resolution

Yes We Can

BreakthroughWhat was the

Yes We Can

My Failed Presentation

| The Solution that bubbled up from the research and the client’s pain.

NDA PROTECTED

NDA PROTECTED

Background

Rising Action

Climax

Falling Action

Resolution

Yes We Can

Walkthrough The process

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.

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.

Background

Rising Action

Climax

Falling Action

Resolution

Yes We Can

SolutionWrap up with your

Share

| Demo the solution.

| Show them what they are getting.

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.

Yes We Can

The Magic

The Magic Rules

Relevant

1

If it’s not relevant to their lives, they have no reason to stick around.

The Magic Rules

Structured

2

There should be an obvious beginning, middle, and ending.

The Magic Rules

Never Begin a story by the end

The Magic Rules

Backed by Reason

3

Find Your Passion

What do you want your audience to take away?

Is it a worthwhile message?

The Magic Rules

Backed by Reason

3KEEP CALM

AND

TELL YOUR STORY

The Magic Rules

Simple

4KISS

In UX design, as in life less is often more

The Magic Rules

Simple

4

The Magic Rules

Simple

4

The Magic Rules

Authentic

5

Be Yourself

Food for Thought

goo.gl/NsIsq7 João GuerraUI Expert

@ OutSystems

http://goo.gl/4mBVMV Ricardo LuizUX Expert and Team Leader

@ OutSystems

Margarida da MarçaUser Experience Expert -

OutSystems@designSTAIN

Wireframing Made Easy

Food for Thought