Demos and Cooking Shows Part 2: Nobody Wants to Watch You Chop Vegetables

 

Consider: You never see the chef chop onions on-screen! Instead, all the ingredients have been prepared ahead of time and made ready to use in bowls.  

 

You can (and should!) do the same in your demos!

 

Most vendors’ demos step through every possible aspect of a workflow, consuming as much time as is available. This is the demo equivalent of preparing and chopping onions, celery, carrots, peppers, etc. It’s boring and adds little or no value.

 

Instead, choose the fastest route through your workflow to complete it. Let your prospect decide if they want to explore the details. 

 

For long processes, consider preparing segments ahead of time that enable you to jump over the time-consuming segments. Alternatively, you can verbally describe them and again let your prospect decide if they want to see more. 

 

After all, what happens when you spend too much time chopping onions? You cry!

 

You’ll find many more pragmatic tips and practices in Great Demo!