Presented at WordCamp Miami 2017

1. Scoping for Clients
with a little help from Wapuu
Jodie Riccelli
Client Strategist, WebDevStudios
Twitter: @ExponentEnt

2. Who am I?
• Studied Music
• Met a boy on MySpace
• Married boy
• Started a business
• Needed marketing materials
• Learned WordPress
• Fell into debt
• Got a job involving WordPress to thrive again
Jodie Riccelli - @ExponentEnt

3. Who am I not?
• A good speller
• The one with all the answers
• A developer
• A designer
• Technical
• Non-Technical
• A good slide maker
Jodie Riccelli - @ExponentEnt

4. The Dirty Word.
SALES
sale
sāl/
noun
plural noun: sales
1. the exchange of a commodity for money; the action of selling something.
Jodie Riccelli - @ExponentEnt

5. My Definition.
Sales is about providing solutions to challenges a client may
be having while being respectful of their budget.
Jodie Riccelli - @ExponentEnt

6. Improve Communication.
The single biggest problem in communication is
the illusion that it has taken place.
-George Bernard Shaw
Jodie Riccelli - @ExponentEnt

7. Choose your words wisely.
• Smile and Dial.
• Mimicking tone.
• This is why we are the best. vs. This is how we can help.
• Problem vs. Challenge
• Pick up the phone.
• Saying I don’t know is not only ok - it is essential.
• What measurable goal can we set?
• Be authentic.
• Remove qualifying words and phrases.
• Record if you can.
Jodie Riccelli - @ExponentEnt

8. Is it personal?
The Four Agreements are:
1. Be Impeccable with your Word: Speak with integrity. Say only what you mean. Avoid using the Word to speak against
yourself or to gossip about others. Use the power of your Word in the direction of truth and love.
2. Don’t Take Anything Personally. Nothing others do is because of you. What others say and do is a projection of their
own reality, their own dream. When you are immune to the opinions and actions of others, you won’t be the victim of
needless suffering.
3. Don’t Make Assumptions. Find the courage to ask questions and to express what you really want. Communicate with
others as clearly as you can to avoid misunderstandings, sadness and drama. With just this one agreement, you can
completely transform your life.
4. Always Do Your Best. Your best is going to change from moment to moment; it will be different when you are healthy as
opposed to sick. Under any circumstance, simply do your best, and you will avoid self-judgment, self-abuse, and regret.
Jodie Riccelli - @ExponentEnt

9. So how does Wapuu fit into this?
Here’s a story of Client Strategist that could not get what she wanted when she
was the client.
Jodie Riccelli - @ExponentEnt

10. What I said.
• Similar to Pikachu.
• The colors of the yellow and
blue are important.
• Notice the smile.
Jodie Riccelli - @ExponentEnt

11. First Mockups.
“Please see attached file I have included 2
photos of what our designers prototypes.
In the first photo there is some defined
stitching along the sides of the Wapuu if you
look closely and it looks more of like a 3D
figure.
The second photo included a mouth, let me
know if this works for you or if you would like to
stick to the black long "W" smile. I will be
leaving in about 20 minutes so I will follow up
with a phone call first thing tomorrow morning.”
Jodie Riccelli - @ExponentEnt

12. Final Mockup.
● Choose the prototype.
● Confirmed that we loved it.
● Got the invoice.
● And finally paid in full.
Jodie Riccelli - @ExponentEnt

13. And then this happened.
Jodie Riccelli - @ExponentEnt

14. Jodie Riccelli - @ExponentEnt

15. Call Me. K? Thanks. Bye.
How did this happen?
Jodie Riccelli - @ExponentEnt

16. Prototype #2
Jodie Riccelli - @ExponentEnt

17. Prototype #3
Jodie Riccelli - @ExponentEnt

18. Prototype #4
Jodie Riccelli - @ExponentEnt

19. I started to understand.
• They asked me Pantone Colors and I didn’t deliver in time.
• They were sending colors that were not going to be used. It’s hard to
not see the colors and imagine the right colors.
• I had to resend the WordPress logo link.
• Round face could mean so many things.
• They took the photos I sent as gospel.
Jodie Riccelli - @ExponentEnt

20. One More Call to say No Thank You
Jodie Riccelli - @ExponentEnt

21. Prototype #5
Jodie Riccelli - @ExponentEnt

22. Can we add one more thing?
• Make the letters thicker.
• How big are they going to be?
• Still seeing wrong colors.
Jodie Riccelli - @ExponentEnt

23. They are going to be late.
While at our annual WDS camp, I got a call saying that the Wapuu’s
would be ready on December 15th.
Jodie Riccelli - @ExponentEnt

24. Finally.
Jodie Riccelli - @ExponentEnt

25. The Result.

26. #SirFrankie
Jodie Riccelli - @ExponentEnt

27. Resources.
“To Sell is Human” by Daniel Pink
“Getting Things Done” by David Allen
“Gamestorming: A Playbook for Innovators, Rulebreakers, and Changemakers”
by Dave Gray
“The Four Agreements” by Don Miguel Ruiz
“Influence: The Psychology of Persuasion” by Robert Cialdini
WebDevStudios.com
Izzabeth.com
Jodie Riccelli - @ExponentEnt