How Chunking Improves Demos – Part 4: Ah… Refreshing!

  

“Success is a science; if you have the conditions, you get the result.”

 – Oscar Wilde

 

The typical adult human can pay attention for about ten minutes. If you want people to continue to engage, you’ll need to “refresh” them. You need the dining equivalent of a pause, a sip of water or wine, engaging conversation, or even standing up and stretching. What will refresh your audience in a demo?

 

Summaries serve as excellent vehicles to refresh your audience. Just hearing the phrase, “So, to summarize…” causes people to reengage. (Sometimes I believe audiences are relieved to hear this phrase as it indicates that the presenter is, finally, reaching a conclusion!)

 

But offering a summary at the end of an hour-long demo doesn’t help along the way.

 

What’s the solution? Provide interim summaries at the end of each chunk: “So, you just saw the key dashboard you said you need, enabling you to recapture $20,000 annually. Thoughts? Comments? Questions?” And now you pause to give your audience a moment to process and formulate their thoughts. 

 

This combination of a crisp summary and a pause does indeed refresh your audience. In face-to-face demos you may even notice a change in their body language to a more alert posture.

 

And guess what? Now you’ve earned another ten minutes of attention!

 

Are there other ways to refresh your audience? Absolutely!

 

-       Questions and comments from audience members: These are some of the most effective refreshment mechanisms. Very importantly, the act of your prospect asking a question or offering an observation increases their ability to remember your key ideas. 

 

When they ask a question, they have had to think about it, driving improved retention.

 

-       Props and Visual Aids: Staring at software screens in an hour-long demo is tiring. Using props helps make the intangible tangible! (You can use props in online demos as well as face-to-face. I’ve frequently “handed” people objects via our mutual webcams!)

 

-       Develop ideas on a whiteboard: In face-to-face demos this often requires your audience to physically turn in their chairs, which forces a physical refresh. In both face-to-face and online demos, the act of hovering a pen over an empty whiteboard causes your audience to wonder, “What’s going to be drawn?” That’s a terrific refresh!

 

-       Take a brief break: If you see your audience lagging, invite everyone to stand up and stretch for a moment. They’ll appreciate it, particularly for longer demos. (In Great Demo! Workshops, I would also accomplish this by saying, “OK everyone, take a deep breath…” then wait a moment before adding, “…OK now let it out!”)

 

-       Let your champion drive: This will really wake folks up and is extremely effective in proving ease of use.

 

-       Customer Fill-in: Instead of you choosing options or filling information in a form, invite your prospect to make these decisions. Very effective, very refreshing!

 

-       Stories: Crisp, focused stories will cause your audience to engage and lean in.

 

-       Humor: A well-timed joke (preferably self-deprecating!) can refresh but be aware of cultural constraints!

 

-       Using an agenda or working from a Menu: Both of these enable you to briefly move away from your software to support summarizing your last segment and introducing the next.

 

-       Pauses: In addition to pausing after a summary, modest pauses by themselves can help refresh your prospect.

 

-       Pro tip: Track what appears to work best for you and exchange your findings with your colleagues.

 

Are breaking your delivery into smaller chunks and refreshing your audience the only ways to improve attention (and retention)? Certainly not!

 

Next: The Attention-Retention Effect!

 

Resources:

 

Great Demo! https://www.amazon.com/dp/B0C9SNKC2Y/

 

-       Chunking – page 239, 249

-       Refresh – pages 327, 371, 375

-       Props and Visual Aids – page 376

-       The Water Bottles Story – page 313

-       The Menu Approach – page 285

-       Inverted Pyramid – page 16

-       Online Demos – page 306

 

Let Your Champion Drive

https://greatdemo.com/demo-do-let-your-champion-drive/ 

 

Storytelling

https://greatdemo.com/effective-storytelling-in-discovery-demos-and-more-a-never-stop-learning-article/ 

 

The Menu Approach

https://greatdemo.com/the-menu-approach-a-truly-terrific-demo-self-rescue-technique-3/ 

 

Customer Fill-in

https://greatdemo.com/customer-fill-in-a-truly-terrific-demo-tip-2/ 

How Chunking Improves Demos – Part 1: Bitesize Bits Are Better

https://greatdemo.com/how-chunking-improves-demos/ 

 

How Chunking Improves Demos – Part 2: Short Chunks and Pauses!

https://greatdemo.com/how-chunking-improves-demos-part-2-short-chunks-and-pauses/ 

 

How Chunking Improves Demos – Part 3: Losing Attention!

https://greatdemo.com/how-chunking-improves-demos-part-3-losing-attention/ 

How Chunking Improves Demos – Part 3: Losing Attention!

"A college professor is someone who talks in someone else's sleep."

 

The typical adult human can only pay attention for about ten minutes… Here’s an example:

 

For those who went to college or university, recall your freshmen or first-year lectures. Large rooms filled with dozens or hundreds of students, often a bit too warm, with the lecturer at the podium beneath a huge screen. 

 

As the class begins you are awake and ready to take notes. The professor presents the topic supported by the occasional slide or graphic. You are following along just fine. 

 

But after a few minutes your mind wanders. Someone comes in late and you all turn to stare while the speaker continues, ignoring the distraction. You miss a section of the talk and glance at a neighbor’s notes to see what they captured. Gratefully, nothing important was lost and you turn your attention back to the podium.

 

After only ten minutes into the class you realize you’ve checked out. Not intentionally, it’s just that you are struggling to pay attention. And unless the lecturer does something to reengage you, you’ll miss even more of the topic. 

 

Ten minutes was all it took.

 

You need to be refreshed!

 

(And that’s next…)

 

Resources:

 

Great Demo! https://www.amazon.com/dp/B0C9SNKC2Y/

-       Chunking – pages 239, 249

-       Refresh – pages 327, 371, 375

 

“Brain Rules” by John Medina (Source of the ten-minute attention span info)

https://tinyurl.com/3j5s34r4 

 

How Chunking Improves Demos – Part 1: Bitesize Bits Are Better

https://greatdemo.com/how-chunking-improves-demos/ 

 

How Chunking Improves Demos – Part 2: Short Chunks and Pauses!

https://greatdemo.com/how-chunking-improves-demos-part-2-short-chunks-and-pauses/ 

How Chunking Improves Demos – Part 2: Short Chunks and Pauses!

 

Does time play an important role in chunking?

 

"You can have it all. Just not all at once."

 – Oprah Winfrey

 

Just as we need to pace ourselves when eating and pause between bites (teenagers excepted), retention of ideas improves when we give them time to get digested.

 

It turns out that the typical adult human can pay attention when receiving information for about ten minutes. That’s it. After that, our mental mouth is full; we need time to swallow and process before our next bite.

 

Now consider: How long are your typical demos? Thirty minutes? An hour?

 

For an hour-long demo, each mental bite of three (typical) to seven (exceptional) ideas is all your prospect can handle at a time. Accordingly, you’ll need to break up your demo into (at least!) six bites – six chunks – of ten minutes each. 

 

But that’s stretching your audience’s ability to pay attention. Chunks of a few minutes yield stronger engagement and spur a real conversation to take place.

 

Continuing our dining analogy, note that there are significant pauses between dishes in a multiple course meal. Each course represents a chunk and each bite a tasty, consumable component within that chunk.

 

But it is the pause, along with conversation and a sip of water that refreshes and enables us to start on the next chunk with our full attention.

 

Next: Losing Attention!

 

Resources:

 

Great Demo! https://www.amazon.com/dp/B0C9SNKC2Y/

-       Chunking – page 239, 249

 

Monty Python, “Three shall be the number…”

https://www.youtube.com/watch?v=-IOMNUayJjI 

 

How Chunking Improves Demos – Part 1: Bitesize Bits Are Better

https://greatdemo.com/how-chunking-improves-demos/ 

How Chunking Improves Demos

Bitesize Bits Are Better: Here’s Your First!

 

 

"A wealth of information creates a poverty of attention."

 – Herbert A. Simon

 

 

Read this European phone number to a colleague: +49692877693.

 

How did you present it?

 

Was it a single non-stop string without any pauses or groupings, or did you break it up into small sections, such as “+49 69 287 76 93”?

 

Chances are you broke it up into two- or three-number chunks. We do this naturally!

 

And, if you happened to present the phone number as a single long string, I’ll bet your colleague may have asked you to repeat it, tacitly expecting you to break it up into small, discrete sections.

 

Why do we break things up this way?

 

Chunking!

 

"Chunking makes our brains more efficient. The more you can chunk something, the faster and easier you can process it..."

 – Kevin Maney

 

From Google: “We chunk information to bypass the strict limits of our working memory. By grouping individual pieces of data into larger, meaningful units, we reduce cognitive overload, make content easier to scan, and significantly improve our ability to memorize and process information.”

 

Very simply, we break things up into smaller components to make them consumable. Eating provides a simple set of analogies, for example. We cut food into bite-size pieces since we can’t fit anything larger in our mouths: This is a physical limitation.

 

Our brains suffer similar mental limitations. But traditional demos ignore these constraints, confusing prospects and vendors alike. Prospects are told “Now, this is really important…” dozens of times, while vendors don’t understand why prospects are confused.

 

Contemplate a traditional 1-hour SaaS demo (a stunningly awful Harbor Tour). How many features would you guess are presented? Forty is a good estimate, yet I’ve seen many demos that highlighted a feature per minute. That’s sixty specific ideas the vendor wants their prospect to remember.

 

That. Is. Impossible!

 

It’s like pouring a liter of wine into a glass that only holds 150ml: 850ml is wasted. (For folks in the U.S., that’s like pouring a quart of wine into a 5oz glass.) However, you can consume that full bottle of wine over time if you drink five individual glasses (please space this out over a few hours and I’m not responsible for your behavior if you do attempt this experiment!).

 

At best, your typical human can retain five to seven pieces of information at once. That’s a metaphoric generous glass of wine. Frankly, three ideas are what most people are comfortable with at a time, representative of a more consumable pour.

 

The point is that if you chunk things in the physical or mental worlds and present those chunks over time (with some additional strategies and tactics, below) you have a much better chance of enabling consumption and retention.

 

Resources:

 

Great Demo! https://www.amazon.com/dp/B0C9SNKC2Y/

-       Chunking – page 239, 249

 

Monty Python, “Three shall be the number…”

https://www.youtube.com/watch?v=-IOMNUayJjI 

  

Do You Read as Much as You Post?

“We have two ears and one mouth so that we can listen twice as much as we speak.”

 – Epictetus

 

Here’s an intriguing idea: For every minute you invest in publishing posts on LinkedIn, commit at least the same time to read and learn from others’ posts!

Four Out of Three People…

Four out of three people struggle with math!

 

And

 

There are three types of people in the world:

Those who can count precisely and those who cannot.

 

Similarly

 

There are three types of people in the world:

Those who understand binary and those who do not.

Dealing with "Just Show Me a Demo?" Seven Methods to Move into Discovery

 

Far too often, prospects demand, “Just show me a demo…!” when we know the correct approach is to invest, mutually, in a discovery conversation. But how do we convince prospects to make this change? Here are seven ideas!

 

Prospect says, “Just show me a demo…”

 

1.     You respond, “Terrific! Let’s schedule eight hours for your demo, because that’s what it will take to go through our offering. Or we could invest thirty minutes to discuss your situation so that we can focus on what’s important for you. The resulting demo will likely last well under an hour.”

 

2.     You offer, “You are investing a great deal of time and energy in finding and implementing a new system. Let’s ensure that investment pays off for you by helping us understand your situation/goals/needs/etc. fully before we present a demo.”

 

3.     You say, “Oh! This is exactly like having a severe headache and going to the doctor and the doctor says, ‘You have a headache? Great! Go down to the pharmacy and try each of the one thousand drugs we offer and then let me know which one works best…!’ We can continue on that pathway or, if you allow me to be your ‘physician,’ I can discuss your situation to enable an accurate diagnosis and a focused demo prescription.”

 

4.     You respond, “I’m presuming you don’t want to pay for capabilities that you don’t need. So instead of guessing and likely wasting your time and mine let’s invest a few minutes to discuss your actual needs. The demo can then focus specifically on those capabilities.”

 

5.     You offer, “If I were a surgeon, would you want me to grab a scalpel and open you up or would you prefer that I ask a few questions first?”

 

6.     You counter, “Imagine you just sat down for a meal in a nice restaurant and I’m your waiter. Should I simply guess what you want to eat and start bringing out dishes or would you want me to offer you a menu?”

 

(“And while you’re waiting, we’ll play music and try to guess what music you like. Let’s start with heavy metal/baroque/pure percussion/Grateful Dead ‘space’ etc.”)

 

7.     (My favorite!) You say, “Fine…” and move (gently but firmly) into a Vision Generation Demo that satisfies your prospect’s desire to “see what’s possible” while moving delightfully into a discovery conversation.

 

And we can use The Menu Approach to focus on the topics of highest interest for your prospect!

 

Any other ideas to suggest?

 

Resources:

 

Doing Discovery

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

 

Avoiding Buying It Back

https://greatdemo.com/are-you-buying-it-back-2/ 

 

The Menu Approach

https://greatdemo.com/the-menu-approach-a-truly-terrific-demo-self-rescue-technique-3/ 

 

Vision Generation Demos

Great Demo! Third Edition page 258

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

 

Real Stories About Discovery:

-       “But You Already Know Their Workflow”

-       “You Know You Already Closed Me”

-       Who Is Mr. Big Ears?

-       “Let Me Close My Door”

-       The Million Dollar Demo and the Good Little Salesperson

-       A Prospect’s Tale

Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned)

https://tinyurl.com/yc7rsrmy