Demos shouldn’t be a snoozefest

Demos shouldn’t be a snoozefest

December 2, 2024

STOP boring your prospects before you even start your demo.

Here’s what I mean:

You pop open your tool and spend 5-min on your home screen.

“Here’s what you’ll see when you open up the tool on a Fri morning over your cup of coffee. These are your tasks for the day; over here you’ll see your settings. This is where you set up your notifications on how often you want to get a reminder...” 😴

You’ve lost the prospect’s attention before you even start the actual demo.

This is something I was notorious for early in my career.

But then I rolled up my sleeves - along with my SEs - and said we need to kick off our demos with a bang.

We need to capture our prospects attention at the get go. So instead of spending the first few minutes on the home screen let’s get into the juice of the demo right away.

………………………………………

Here’s a recommendation.

The first thing you show in your demo should meet 2 conditions:

  1. it solves one of their most pressing problems
  2. it’s something that will “wow” them

*Bonus: it’s something your competition can’t do

You could kick off your demo with something like this:

“Alright Linda, let’s jump into the platform. You said it’s a pretty tedious process for your team to keep track of all your marketing campaigns for the month. It’s spread across a dozen spreadsheets, google docs and emails. You have to call sporadic team meetings to get updates, leading to product delays and lost revenue. Let me show you how you can see all of this in one place.”

Then you get into the demo. Walk them through what will solve one of their biggest challenges. You know the use case... now it’s time to show them how to cut those 10 steps down to 2. Kick off your demos by capturing your prospects attention right off the bat.

Make your demos memorable.

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