Tuesday, October 18, 2011

Demo Energy


I face this problem, if not everyday, every week. Low energy when doing a demo, just another demo, and another, and another, never changing, always the same. This is my problem, not the prospect, the demo is new to them. I need to make sure it is feeling new to me as well.

So we know the causes. Too many demos, too much the same. So what are the options? Less demos? Not likely. Less demos equals less opportunities equals less deals equals less money. Scratch that option. Less the same? Ah, now we are talking.

Most of us don’t do the demo the same way because we are lazy, we do it because it works, it is logical. Let’s face it, most of our prospects are the same, at least in their needs. So we have worked out a demo work flow that is effective. Then we do it over and over and over.

The key is having different entry points. Think of your demo as a story and those of us that remember English class remember stories have three parts. A beginning, a middle, and an end. You can start your demo in any of these parts.

Often it is good to show the end first. Ta da! Look what we can do, now let me show you how you got here. Or the middle, here we are doing X, let me show you how we got here, or where we can go. And the tried and true beginning to end. Three options, less boring, for us and them.