Don’t say “demo” in a demo meeting.
Hmmm – sounds strange…! However, every time we use the word “demo” in a demo meeting, we are telling our customers that what we are showing them is not real – it’s a “demo”. This causes customers to assume that they may need a deeper level of proof, such as a POC.
The word “demo” tells customers that what they are about to see is not a real environment; it’s fake. It has been specifically set-up to show the software in the best possible light – and it won’t reflect how things work in a real customer environment.
“OK, now we’ll show you a demo…” – Sounds innocuous, but wouldn’t it be more compelling if we simply said, “OK, now let’s take a look at the software…”
In Great Demo!, we suggest saying something like, “Would you like to see it in action…?” Again, no mention of “demo” – the customer assumes they are seeing the real thing, not a fake environment.
In traditional demos, ask yourself,
- How many times do you use the word, “demo”? (And each time what the customer hears is, “fake”)
- How many times does the word “demo” appear on the screen in your software in our demo environment? (And each time the customer sees it they think, “This is fake…”)