Click-Click-ClickClickClickClickClickClick-Clickety-Click…!

 

That’s the sound of an over-enthusiastic mouse…

 

I was watching a demo from the founder of a startup who was excited to share his new technology. I was amazed, but not in a good way, at how fast he drove through his software!

 

If clicking the most buttons and commands in the least time and moving as fast as possible from screen to screen were an Olympic sport, he’d have definitely qualified for the finals! 

 

However, demos are where “slow and steady” truly wins the race.

 

Your objective is clear communication, not speed. Execute a function, point precisely, and describe what the feature provides, how it solves your prospect’s business issues, and the value your prospect can expect to enjoy using the feature. Summarize as appropriate, particularly for longer pathways.

 

Then pause.

 

Let your audience take it in. Give them a chance to offer a comment or an observation or frame a question. Linger lovingly over your most exciting and valuable capabilities – give them time to sink in and resonate!

 

If you are limited in time, then apply the inverted pyramid approach and choose the few most important ideas to present. (And it is rare that we are not limited in time!)

 

Finally, slowing down is even more important when you are presenting to audiences who are not native speakers of your language. You may enjoy exploring Chapter 14 “Style” in Great Demo! for more guidance on the use humor, language, appearance, buzzwords, pace, props and visual aids, and other practices in your demos.

WHAT Time Is that Meeting?

 

Be aware that different countries start and end Daylight Savings Time on different dates!

 

So, what was once a comparatively comfortable time to meet for one party may be an hour earlier or an hour later for another.

 

“Daylight Saving Time (DST) is observed differently across the globe, with some countries changing their clocks twice a year, while others have abolished it entirely or maintain a permanent time. A majority of countries, particularly those near the equator, do not observe DST because the length of their daylight hours is more constant year-round. Europe and parts of North America observe DST, but with different start and end dates.”

 

And note that, “The dates for DST can vary. For example, the U.S. typically starts on the second Sunday of March and ends on the first Sunday of November, while Europe starts on the last Sunday in March and ends on the last Sunday in October.”

 

Also be aware that countries in the Southern Hemisphere who observe DST are on it now!

 

Here’s more:

 

“Regions with Daylight Saving Time

• North America: The United States and Canada have many regions that observe Daylight Saving Time.
• Europe: All European Union countries and many European non-members continue to observe it.
• South America: Some South American countries, such as Chile and Paraguay, observe DST.
• Oceania: New Zealand observes DST, as do parts of Australia (New South Wales, Victoria, South Australia, Tasmania, and the Australian Capital Territory).
• Africa: Some countries, like Egypt, have re-implemented DST in recent years. 

Regions without Daylight Saving Time

• Asia: China, Japan, India, and other countries do not observe DST.
• Africa: Most African countries do not observe DST.
• Americas: Some parts of the United States (e.g., Hawaii, most of Arizona) and Canada (e.g., Saskatchewan, Yukon) do not observe DST. 

Countries that have abolished DST

• Russia, Turkey, and Iran are examples of countries that have abolished DST in recent years.
• Most of Mexico has stopped adjusting its clocks.”

 

Mousing: Look, Find, and Then Move

  

Let’s run a quick experiment: Open an existing document in MS Word. Now, choose “Review” and then “New Comment.” (Or “Suggesting” and “Add Comment” in Google Docs.) I’ll bet that your mouse followed your eyes as you hunted for these two commands, whizzing back and forth across the top of the screen until these commands were located!

 

When we mouse for ourselves, our mouse cursor tends to follow where we are looking. But that is not a good practice for demos! Every additional non-productive mouse movement fatigues our audiences’ eyes and brains.

 

Solution?

 

Look, find, and then move.

 

In your demos, don’t move your mouse until you have located, with your eyes, the command, button, or screen element you wish to click or highlight. Then, move your mouse smoothly and deliberately from its current location directly to that element. 

 

Bonus best practice? 

 

Once you have found that element, circle it once (if desired), next move your mouse so it points directly at the element, and then take your hand off your mouse!

 

I have found that inanimate mice rarely move on their own…

 

 

Want more tips on mousing and related? See Chapter 15 “Style” in Great Demo!

https://www.amazon.com/dp/B0C9SNKC2Y/

Please Stop Circling Your Mouse!

Have you ever seen a demo where the presenter circles their mouse around and around and around (and around and around) a screen element? One circle can be helpful; each additional circumnavigation is simply annoying!

 

And eventually, that constant gyration actually tires audience members’ eyes, forcing them to look away! 

 

Solution?

 

Move your mouse smoothly and deliberately to the screen element you wish to highlight. Circle it no more than once, then stop your mouse so that the pointer points directly at the element. For most cursors that means your mouse should stop slightly below and to the right of the desired element.

 

Practice this: It may take a while to make it an unconscious, consistent habit!

 

For an amusing true story about overenthusiastic mousing, see “That’s a Zippy Mouse!” in Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned) here: https://tinyurl.com/yc7rsrmy 

Can You See My Mouse?

 

Not easily!

 

The standard Mac and Windows mouse cursors are too small and too insubstantial for effective demos. Both display a thin black outline and white body which are fine for your own work. After all, you (generally) know where your mouse is and where it is going!

 

However, that thin outline and white body can be tough to see as a demo audience member. 

 

Solution? 

 

Increase its size and fill it in to make it stand out clearly. I’d recommend increasing the size 2x and use black for the fill. Here are instructions for the current versions of Windows and iOS (thanks, Google!):

 

Windows 11: “You can change the mouse cursor in Windows 11 through Settings > Bluetooth & devices > Mouse > Additional mouse settings, or by going to Settings > Accessibility > Mouse pointer and touch. The first method lets you change entire pointer schemes or customize individual cursors by browsing for .cur or .ani files. The accessibility option allows you to quickly adjust the pointer's size and color.”

 

Macintosh: “To change the cursor on a Mac, go to System Settings > Accessibility > Display > Pointer to adjust its size and color.”

 

Do it now!

 

Next, share your screen with a colleague (over the web) or grab a colleague (in office) and ask for feedback: How easy is it to see the mouse? Too large, too small? Adjust and refine!

 

Want more tips on mousing and related? See Chapter 15 “Style” in Great Demo!

Why Specific Value Numbers Are MUCH More Compelling Than Platitudes

Compare the following exchanges: 

Scenario One:

 

    “If you use our product, you’ll save time and money…!” offers the vendor rep. 

 

    “Blah blah blah blah blah blah blah…” thinks the prospect.

 

Scenario Two:

 

    “If you use our product, you’ll save time and money…!” says the sales rep. 

 

    “That isn’t particular compelling,” thinks the prospect, “we’ll revisit this project next year…”

 

Scenario Three:

 

    “Industry averages show savings of a half a million dollars a year…!” declares the rep. 

 

    “But we’re not ‘industry average,’” thinks the prospect, “we’re not even the same size as the average company in         our space.”

 

Scenario Four:

 

    “Other customers in the same space, similar to you, enjoyed savings of $400,000 per year,” offers the vendor rep. 

 

    “Well, that’s better,” thinks the prospect, “that’s a good datapoint, but I need our own, specific numbers to get this     project approved!”

 

Scenario Five:

 

    “When we spoke last week, I believe you said you hope to recover $275,000 annually as a result of addressing your     problem,” says the vendor.

 

    “That’s right,” replies the prospect, “that’s the kind of change I need to meet my objectives.”

 

Which approach is more compelling?

 

In the first case, the vendor sounds like they are reciting from a marketing brochure, and it clearly doesn’t connect with the prospect (sorry, marketing folks…!). 

 

In the second scenario, the rep has offered the same unhelpful value statement, unintentionally contributing to a No Decision outcome!

 

The third case shows some improvement, but value numbers from Gartner and other industry analysts are still insufficient to support prospects’ needs to build compelling business cases.

 

The fourth scenario is even better, and can be helpful for the prospect, but it still lacks the required specifics for prospects’ business cases.

 

In the fifth scenario, the rep had done sufficient discovery to uncover the prospect’s perception of the value of the solution, and the deal is moving forward nicely!

 

 

Want a few more insights? See “Let’s Talk About Value – Uncovering the Delta”

 

Or really invest in yourself by “Doing Discovery”!

 

In Your Demos, When You Say “If…”

In your demos, when you say “if,” you are making a major error!

 

When you say “If,” you are creating a branched pathway that unproductively elongates your demo.

 

When you say “If,” you are changing a crisp, focused pathway into a long, painful one.

 

When you say “If,” you are at risk of Buying It Back.

 

When you say “If,” you are making your offering look confusing and more complicated.

 

When you say “If,” you are admitting that you didn’t do sufficient discovery!

 

Don’t say “if.”

 

Execute all pathways with the fewest number of clicks!

 

Learn more about “if” and it’s cousin, “or” – see the full article here!

Planning an SKO But Can’t Afford $1000s for a Speaker?

 

Here’s a surprisingly effective alternative for $20-$60 per participant: Provide your team with copies of Great Demo!, Doing Discovery, and/or Suspending Disbelief!

 

Sowing these seeds now and harvesting the results at your SKO offers substantial advantages:

 

-  Productive change begins well before your SKO!

-  Participants learn the methods and lessons at their own pace!

-  Use the time at your SKO to identify best practices!

 

The books are all available on Amazon – and you can secure deeper volume discounts from me.

 

BONUS: Place your order with me a month or more ahead of your SKO and I can sign your copies.

 

BETTER BONUS: I’d be happy to join a session to answer questions and provide examples!

 

BEST BONUS: If you do have $1000s for a speaker, I know some terrific folks who will help you transform your team!

 

For volume discounts, contact me at PCohan@GreatDemo.com

 

Or go directly to Amazon:

 

Suspending Disbelief:

https://tinyurl.com/yc7rsrmy 

 

Doing Discovery

https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/

 

Great Demo! Third Edition:

https://www.amazon.com/dp/B0C9SNKC2Y/