Want Better Demos? Delivery Tips!

“I don’t even know where to look!” said the prospect.

 

Mousing and pointing are often taken for granted by vendor teams, but prospects are frequently frustrated by Zippy Mouse Syndrome, imprecise pointing, and the failure of vendors to communicate what their prospects are actually seeing. Vendors have seen their own software screens hundreds of times, but they forget that this is the first time their prospect has seen them! 

 

As an exercise, review a few of your recorded demos:

 

-       Are you clearly communicating what the audience is seeing, 

-       How it helps them solve their problems, 

-       And the value associated with your solution? 

-       Is your mousing smooth, deliberate, and precise, or are you another victim of Zippy Mouse Syndrome?

 

Great Demo! teaches specifically how to point in both face-to-face and over-the-web delivery scenarios, as well as what needs to be communicated. This results in audiences “getting it” the first time, improving conversion rates and reducing the need for POCs and other expensive forms for proof.

 

Great Demo! Workshop participants learn to apply advanced techniques to make their demos truly remarkable, through the use of props and visual aids, whiteboard techniques, structured movement, real storytelling, and other skills (see Chapter 14 on page 332 of Great Demo! Third Edition for a rich discussion of storytelling in demos).

 

 

Resources:

 

“That’s a Zippy Mouse!” Story

https://tinyurl.com/yc7rsrmy 

 

Remarkable Demos: What Makes a Demo Truly Memorable?

https://greatdemo.com/remarkable-demos-what-makes-a-demo-truly-memorable/ 

 

Bite-sized Is Better: The Power of Chunking in Software Demos

https://greatdemo.com/bite-sized-is-better-the-power-of-chunking-in-software-demos/ 

 

Rescue – From the Tyranny of Traditional Demos

https://greatdemo.com/rescue-from-the-tyranny-of-traditional-demos/

 

Let’s Talk About Value – Uncovering the Delta

https://greatdemo.com/lets-talk-about-value-uncovering-the-delta/ 

 

Why Structure Demos Like a News Article?

https://greatdemo.com/why-structure-demos-like-a-news-article/ 

 

Are you Buying It Back?

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

 

Great Demo! Third Edition

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

 

Doing Discovery:

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

 

Training

https://greatdemo.com/training/workshops/great-demo/ 

 

More Supporting Articles

https://greatdemo.com/learn/articles/