How else might you use The Menu Approach?
Tradeshows: Dealing with “Show Me A Demo…”
If you have ever worked a demo station at a tradeshow, you are familiar with the prospect who walks up to you and says, “What do you guys do?” or simply, “Show me a demo…” (Clearly, they know not what they ask!).
A solution? Use The Menu Approach! You can have your list of topics available on your demo laptop, computer, or tablet, or consider having a list produced as a poster and attached to the wall of your demo station. You can then simply point to your Menu and say:
“Here is a list of some of the things we do – let me describe each briefly and then you can let me know which ones are most interesting to you.”
Delightful!
Lunch and Learn Sessions
The Menu Approach is also a fabulous method for starting Lunch and Learn sessions. Organize what you plan to present in accord with the results of your Menu review and subsequent poll, starting with the use cases with the most interest (or highest-ranking job titles) and apply the Inverted Pyramid approach. If you run out of time, schedule another session to complete the list!
You can also incorporate your customers’ additional interests in the process. At the beginning of the session, ask “Do you have any specific topics you’d like to explore today?” Include these on your menu (or use them to start the process).
Lunch and Learn demo meetings are terrific vehicles for securing renewals and driving expansion.
Great Demo! Pro Tip: Add Illustrations
I love Korean food, but I have trouble remembering the names of the various items. That’s why I’m always delighted when Korean restaurant menus include small photos of the dishes.
Bulgogi? Got it! Bibimbap? Oh, that’s right! Mandu? Wow, that’s new to me – and they look interesting!
You can apply the same idea to your menus by adding a small image of the main deliverable for each menu item: An Illustration, in Great Demo! terminology. Some folks even generate links from the small image to a full-sized version of the screen.
Great Demo! Pro Tip 2: Vision Generation Demos
The Menu Approach is also the perfect setup and lead into Vision Generation Demos. Extending the idea above, many Great Demo! practitioners generate links from the menu to Situation Slides paired with corresponding Illustrations.
In our Korean restaurant, this would be like choosing a menu item and having your waiter say, “Would you like a small taste?” Delightful and delicious!
The Menu Approach
Many Great Demo! Workshop participants have reported that The Menu Approach is one of the most effective tools they have used. The Menu Approach: a truly terrific demo self-rescue tool for situations where your audience is partly or largely undiscovered.
If you missed any of the first three posts, you can find them here:
https://greatdemo.com/the-menu-approach-a-truly-terrific-demo-self-rescue-technique-2/
https://greatdemo.com/the-menu-approach-an-example/
https://greatdemo.com/the-menu-approach-a-few-important-subtleties/
And for more on Lunch and Learn sessions, enjoy this article!
https://greatdemo.com/lunch-and-learn-demos-a-potent-practice/
And see “Origins of The Menu Approach: A Demo Survival Success Story” in Suspending Disbelief for a real-life successful example of The Menu Approach! https://tinyurl.com/yc7rsrmy)
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