Effectively demo one feature of your platform
In conjunction with the post I did on how to "Avoid "feature dumping" on your demos", I wanted to dive deeper into how to demo one feature.
Either you need to show a prospect one specific part of the platform on a separate call.
Or you want to pull in a new asset on a demo to show a feature that is suddenly relevant.
I want to show you how to do it more effectively and consistently.
Again the best way to showcase a feature (IMHO) within your platform is utilizing the Tell, Show, Tell methodology.
- Tell you what I'm about to show you
- Show you what I said I'd show you
- Tell you what I just showed you.
What I found is the typical marketing team or sales organization hasn't built out feature specific assets to help with walking you through this.
Fortunately, it's VERY straight forward to build. And I've included two assets to help you get started.
Above is an example of a "Tell" slide before diving into the platform to showcase the feature.
Overarching theme?
Simplicity.
People don't hate slides. They hate slides with a lot of words they have to read. We're lazy. Or just can't read.
What we love?
Pictures.
It only takes about 1/4 second for the human brain to process and attach meaning to a symbol.
We process pictures faster. Much faster.
By comparison, it takes us an average of 6 seconds to read 20-25 words.
That said.
After you've elegantly T'd up your feature and walked your prospects through a few components of that feature, comes the finishing move.
The value statements that tie the feature together. I'm a huge fan of the "rule of 3's". My advice would be to stick to three impactful value statements that tie their pain to the outcome they'll receive with this feature.
If I were doing it, I'd have another slide to summarize each feature "value statements". It'll reinforce adoption and ensure new reps are saying the correct things more quickly.
But I know people hate slides.
If that describes you, I'll leave you with this one fact.
Presentations using visual aids were 43% more persuasive than those without.
I'd encourage everyone to try a different style of demos. Give the slide deck another chance but first, build out something simple which mimics the Tell-Show-Tell format.
Switching between slides and live URLs is an easy way to keep a prospect's attention.
They haven't seen a style like this before.
Larson
