Demo Don’t: Don’t Bury the Lede!

Definition of lede:

1. The introductory section of a news story that is intended to entice the reader to read the full story.

Would you ever read a news story starting from the bottom? Or the middle?

 

Nope.

 

Then why do so many demos ignore this practical guidance and start with “how to set things up,” or drag you through “a day in the life,” or slog you through the vendor’s entire workflow?

 

And why do so many demos “save the best for last?”

 

Why indeed? Here’s what I hear:

 

-       “We’ve always done our demos this way…”

-       “We were taught to do it like that…”

-       “That’s our ‘Gold Demo’ approach…!”

-       “Marketing gave us the demo script...”

-       “Sales says to do it that way…”

 

Do any of these responses make it right? Nope.

 

Instead, consider a validated approach for success: “Do the Last Thing First!”

 

Start your demos with the “Wow!” screens that entice the viewer to engage. You’ll find a bite-sized intro in this article and the full instructions in the Third Edition of Great Demo!

 

Don’t bury the lede in your demos!