TellKnow The Room
List what this audience knows, wants and fears, then choose the story and the details for them.
The same story can land perfectly with one group and fall flat with the next. Usually the story was fine; it was told to the wrong people with the wrong details. Five minutes on who will be listening saves you explaining what they know or skipping what they need.
How to use it
- Write three short lists: what this audience already knows, what they want from you, and what they are worried about.
- Note their vocabulary: which words are jargon to them, and which words they use themselves.
- Pick the story whose hero they will recognise as someone like them.
- Choose details that answer their worry, and cut details that only matter to you.
- Check the story points at what you want them to do next; see One Point.
Example
A data scientist explaining a model to the sales team drops the story about tuning parameters and tells instead about the account manager who used the forecast to save a renewal, because sales cares about renewals, not parameters. (Hypothetical.)
Watch out
- Guessing. If you don't know the room, ask the organiser or one or two attendees beforehand.
- Telling people only what they want to hear. Know their fears so you can address them, not avoid them.
For a mixed room, aim at the people whose decision matters and use Accordion Story to cut or expand on the fly.