You’d planned on two hours with your prospect when you set up the meeting a week ago. Is there any reason this might have changed?
Your prospect joins you at 10:00 AM and you dive into your agenda. Your team delivers a Corporate Overview presentation followed, after twenty minutes, by a long, linear demo.
Your key contact looks at their watch and says, “Um, can you please wrap things up in the next five minutes? We have an all-hands meeting scheduled at 11:00…” You end the demo without ever reaching your big “Wow!” screen and ask to schedule another demo!
Similarly, don’t reconfirm the list of participants or their objectives. It is such a delight to enter a room or join a virtual room of twenty people when you were expecting two and haven’t had a chance to do discovery with any of the new folks. (Returning us to Demo Don’t Number 1, again!)
Solution? Ask four questions at the very beginning of your demo meetings:
1. What’s your name? (If you don’t already know.)
2. What’s your job title? (Ditto.)
3. What are your objectives for this meeting? (Or reconfirm.)
4. What are your time constraints? (Reconfirm!)
This is #4 of The Stunningly Awful Demos Top Ten List – you can find all ten (plus a bonus) here!
https://greatdemo.com/stunningly-awful-demos-top-ten-list-of-demo-donts/
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