Delivering a Killer Demo

Question 1

INTRODUCTION

Answer 1

• First 30 seconds is the most important, gift of attention from your client
• Don’ts during first 30 seconds: don’t say your name and your role
• Catch their attention: bold claim, mystery, present a problem, make them laugh (it needs to create an emotional connection!)

Question 2

What is each story divided into? What makes a good xxxxxxxx?

Answer 2

• A great story consists of chapters, every chapter is a giving and taking away of something (mystery, emotion, information, etc.)

Question 3

What are the 3 things every chapter has?

Answer 3

1) A story
- Make it personal
- Focus on their pain first for a while before you offer a solution (pain makes medicine valuable); address pain with humour, anecdote, story, etc.; your audience should experience pain first, what will happen if they don’t solve that problem?

2) A “wow” effect
- Every chapter ends with a wow effect
- Do not click around for this
- People want to know A and B but not how you got from A to B

3) A business message (value statements)
- At this point anchor information (the business message) to emotion
- Focus on WIIFM?
- Know your value statements by heart, and use them frequently and make them obvious
- Examples:
- If your CRM is not simple, people will not use it
- We fundamentally believe that CRM should adapt to you, not the other way around
- Frame your value messages - use silence, slow down, press B or W to blank the screen, only speak the value message when everyone is looking at
- Don’t hand out value statements like candy, make them precious

Question 4

How do you end a great story or demo?

Answer 4

• Do not end a demo with a feature
• Save the best for last - end with a vision, a bigger purpose. Step back from your product and address the bigger picture, tie the bigger picture to their vision or mission statement, what would the world look like if we solved all your problems
• You could finish with a question - If you were able to overcome that challenge, what would that look like? Move from presenting to an engaging discussion

Question 5

How do you handle questions? (4 tips)

Answer 5

1) Restate the questions in your own words
2) Keep your answer simple

3) Complicated questions:
a) Park the question - that is a very good question, we will be covering it farther along in the demo
b) Throw the question back - look for underlying reasons and ask more questions to find them, do not go into an over-complicated answer

4) Stay in charge
- If you don’t know the answer, say so and get back to them later or park the question

Question 6

Should leave something behind?

Answer 6

SWAY

• Allows you to do storytelling in a self-consumable, electronic fashion (can upload slides, bring in videos, record some of demo beforehand, pics, white papers)
• You can then get analytics of who looked at it, at what and for how long