MrBravado

VP of Marketing

WR Officer

Good Citizen

Contributor

Demos – DOs and DON’Ts

People will NOT remember all the menus and buttons.

People WILL remember:

1. The Stories you tell (use-scenarios).

2. The Emotional Impact (“feels like it has what I need” or “it looks easy enough to do/digest”).

Thus, the best technology demo's are:

1. Stories -- personalized for each customer.

2. Build-in understanding of the customer’s unique situation, context and their other related tech-stack.

3. Aim to show specific customer-desired tasks and results.

- The worst technology demo's open every menu and click every button. Nothing is memorable.

Especially for more complex solutions, don’t try to show everything in a single session.

When your demo-story matches your brand-story, then your prospect hears one consistent story, and that greatly helps build confidence.

Do you have a demo-story?

🔎 Prospecting

7 comments

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MrBravado

WR Officer

VP of Marketing

Another aspect we all need to remember as we design and present demos -- our prospects are probably viewing several demos in a short window of time.

That means prospects are looking at lots of screens and new interfaces in a short span of time. Demos can start to blur in the memory.

Having good use-case stories that target your prospects actual situations helps to be memorable.

You're working to create an emotional impact:

1) "That looks like it addresses our situation!" and

2) "That looks like something we can digest!"

In fact, why not ask if that's what they think?

CuriousFox

WR Officer

🦊

Well said!

fodysseus

WR Officer

Sales Manager (Mid-Market)

Also curious what the War Room thinks about showing pricing on a demo.

I usually do, since it's the freshest value-price transition imo. That said, timing can be tricky - you want enough time to crush your demo and then have enough room to negotiate a bit/not give your prospect an easy out when the meeting ends.

fuzzy

Notable Contributor

CMO (Chief Meme Officer)

I've seen pricing done both ways. If your shit is expensive, then show it off the bat. Don't waste everyone's time if they definitely can't afford it. If they can, then you have the rest of the meeting to drive home value. If it's cheap, then build up the value "for the low cost of ____"

MrBravado

WR Officer

VP of Marketing

Pricing is a tricky one.

When asked, be open and honest. Anything else will be picked up by the prospect as subterfuge. Subterfuge and being tricky always comes off as untrustworthy.

Safest bet is to provide a pricing range - and that it depends of a number of factors. If pressed, share how pricing is determined (number of records, size of database, number of transactions, adoption of features of modules...).

Part of your discovery process is to work with the prospect to help them determine the price.

ounceoz

WR Officer

US Sales Director

Totally agree, get to the point.. show me how the tool solves my problem and how I specifically would use your software. If you don't know ask before we get on a demo.

MrBravado

WR Officer

VP of Marketing

A demo is not a training session. So, no need to show everything. It's a demonstration - focus on what the customer has said she is interested in understanding.

Like a performance by a band on stage - you want to end with the audience wanting a little more. And a reason to set up the next conversation.

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MrBravado

Demos – DOs and DON’Ts

7 comments

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