How to Nail Your Product Demo in Just 15 Minutes
- BK
- Jan 27, 2024
- 2 min read
In the realm of unforgettable demonstrations, it's essential to consider what makes a demo stand out. Think briefly: can you recall the best demo you've ever experienced? Conversely, do you even want to remember the worst one? Both experiences tend to leave a lasting impression for distinct reasons.
Let's delve into what characterizes a less-than-stellar demonstration. These tend to drag on endlessly, offer minimal interaction, stick rigidly to a script, keep the spotlight on the presenter, and drone on about features and benefits while making presumptions like, "You'll love this feature."
I vividly recall one agonizing demo I witnessed (more like endured) during a sales call where I was just a passenger, learning the ropes from a seasoned sales rep. Brace yourself; this ordeal stretched a mind-numbing 2 1/2 hours! Yes, you read that correctly.
The demo covered everything from the company's inception to the paint colour in our corporate offices – well, perhaps not that much detail, but I honestly believe I zoned out somewhere after the first hour.
Here's the game-changer for making your demos truly memorable: it all boils down to time, precisely 15 minutes or even less. Yes, you heard me right – no matter how intricate your product or service may be.
Blaise Pascal, the French mathematician and philosopher, is often credited with a quote (though others have said similar things):
"I have made this longer than usual because I have not had time to make it shorter."
For an English equivalent, consider Shakespeare's wisdom:
"Brevity is the soul of wit."
Both statements emphasize that crafting something clear, concise, and succinct requires careful consideration and time.
Research has shown that our attention spans are limited, whether or not we have ADHD. With this in mind, do yourself and your prospects a favour: trim the excess!
Trim away the feature overload
Trim away the assumptions
Trim away the marketing jargon
Trim away the anecdotal tales
Trim away your personal opinions
Trim away the corporate history lesson
Here's a rule of thumb: If you don't have a crystal-clear understanding of your prospect's pain points and how your products or services can address them, then it's a simple rule – DON'T DEMO! Period. This reflects a lack of preparation and a failure to tailor a demo focused on your prospect's needs.
Respect your prospect's time by asking the right questions upfront to tailor a demonstration specifically for them. I assure you it will be memorable and take no more than 15 minutes – perhaps even less. Plus, you'll find yourself closing more deals.
So, cut to the chase and make your demos count!
Bernard Kuhn
Sales Strategist | Solopreneur and SMB Catalyst | Fractional Sales Leadership
Honest and informed sales advice that speaks to your gut, aligns with your principles, and reflects what I stand for.
Comments