In an earlier post I noted that newspaper editors could trim articles to fit the available space by cutting stories from the bottom upwards. In doing so they knew they’d lose the least important information and that the balance of the article was unaffected.
We can apply the same principle in our demos!
Let’s say you expected an hour for your demo meeting, but you’ve only been given thirty minutes: what do you do? By applying Inverted Pyramid, you are able to communicate the most important capabilities and concepts to your prospect; you’ll leave many of the details and less important information out. That’s the demo equivalent of cutting upwards from the bottom of your story.
Have only twenty minutes? Same principle.
Only ten minutes? Invert that pyramid!
How about a one-minute interaction in an elevator? Inverted Pyramid is the answer!
Use the News!
News organizations have evolved and production hardened the use of the Menu Approach and Inverted Pyramid in presenting information extremely effectively, mapped to each individual’s desire.
Why not apply the same ideas in your demos?
(And perhaps in other forms of communication, as well!)
If you missed Parts 1-5 you can find them here:
Or enjoy the full article here!
https://greatdemo.com/why-structure-demos-like-a-news-article-2/
And you can enjoy the full methodology here:
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