22. As the team member responsible for IT at a
burger shop, I’m looking for a new VOIP service to
take orders with. We’ve found in our early research
that 65% of burger shops don’t have a dedicated IT
person. So I’m looking for something that I can set up
easily in my spare time. I also want something that
my team can easily figure out so that i’m not always
dealing with their problems…
Try talking in the 1st person like…
23. Situations you’ll be selling in
Stories not tours
The structure
5 things to remember
Exercise
25. Prep ‣ write down what you want to learn and
questions to ask
‣ write out questions that you will likely
be asked
‣ write out your demo plan–don't demo
too much
‣ do some audience recon
‣ practice
26. Recap ‣ ask what everyone has seen or knows
‣ talk about what was seen last time
‣ important if they’ve seen design
recently or not
27. Recap ‣ ask what everyone has seen or knows
‣ talk about what was seen last time
‣ do it in frequent meetings too
28. Recap ‣ ask what everyone has seen or knows
‣ talk about what was seen last time
‣ important if they’ve seen design
recently or not
29. Set the
stage
‣ explain the problem you’re solving, the
goals or brief
‣ make sure your audience can relate to
the problem and that it’s real
‣ set expectations of what they're going
to see and in what fidelity
‣ explain where in the process the work
is (30% done? 90% done?)
‣ tell your audience what you want
30. Demo ‣ take on the role of the user to create a
context of how it’ll be used
‣ connect your decisions to the larger
goals
‣ back up your decisions with data or
research
‣ don't be defensive
‣ stop, listen
‣ say "i don't know"
‣ keep an eye on the clock
31. Next
steps
‣ review the feedback that was given
‣ state how you plan on following up or
acting
‣ what’s happening next with you just
showed? Releasing? Looking for
funding?
‣ what will this audience see next time
you talk?
32. A note
about
pitching
‣ Focus on your unfair advantage in
solving the problem
‣ listen to ep. 1 of Startup podcast
http://gimletmedia.com/episode/1-how-
not-to-pitch-a-billionaire/
33. Situations you’ll be selling in
Stories not tours
The structure
5 things to remember
Exercise
35. VP of Brand–Marisol
• Q2 Liklihood-to-recommend scores
• Looking for consistency with brand touch points in
other channels
• Needs to see high fidelity mockups
36. Head of Product–Ahmed
• How will this release impact customer churn?
• Is this feature maintainable for our team?
• Is this going to cause us to miss our release
milestones?
• Needs to see wireframes
39. …there are known knowns; there are things we know we
know. We also know there are known unknowns; that is to
say we know there are some things we do not know. But
there are also unknown unknowns -- the ones we don't
know we don't know.
“
”
44. 1. Write down what you want to learn
2. Do some audience recon
3. Write out questions that you will be asked
4. Plan your pitch story
✓ What biz goals or problems are we solving?
✓ User type
✓ Feature/screen flow
5. Practice with your tech
Do the prep
46. User icon Created by Rémy Médard from Noun Project
Mike Montiero–http://muledesign.com/2014/09/13-ways-designers-screw-up-client-
presentations/
Julie Zhou– https://medium.com/the-year-of-the-looking-glass/how-to-present-
designs-4a78c3ebca7b
Ketchup photo by Steven Depolo from Flickr
Cheese 331/365 by Anne Swoboda from Flickr
Lettuce by terry davies from Flickr
Red Rolling Hills by Joe Santos from Flickr
Standing around whiteboard by Dustin Seno https://twitter.com/dustin/status/
553337880274165760/photo/1
Creds