Monday, September 26, 2016

And Now for Something Completely Different…

A number of Great Demo! practitioners report that customers expect to see traditional, boring, save-the-best-for-last show-up-and-throw-up Harbor Tour demos – and that the Great Demo! approach of getting to the point right away may sometimes cause some confusion.  Here’s a simple solution:  let them know that your demo is going to be different, right from the start!

In other words, set expectations.  Outline the plan for your non-traditional demo right up front, at the beginning of the meeting.  You might say something like, “I’d like to try a new approach to the demo today, with your agreement.  Rather than do the traditional ’45-minute-harbor-tour-overview-of-most-everything’, I’d propose that we start with something rather crisp – we can then expand and go as deep as you’d like.  What do you think?”

This has proven to work very well – other suggestions are welcome!

No comments: