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Symptoms:
Automated demos lack context, relevance, and rationale. Patient assumes that all prospects have the same problem, the same challenges, and the same objectives. Attempts to create a “one-size-fits-all” demo despite serving multiple markets and job titles. Ignores why a user might need the software and what gains and value are possible. Shows far too many options; neglects to communicate an effective and compelling “Monday morning” storyline.
Viewers habitually drop-out of the recording early. Delusions and hallucinations may occur, with the victim calling anyone who watches a portion of the automated demo a “highly qualified, hot lead.”
Examples:
“Now we’ll show you how to build a ___.”
“And here is another way you can do this…”
“There are several options to put this together; we’ll go through each of them!”
Cure:
Create a cocktail of use cases organized by market vertical and job title, then distill carefully to concentrated Situation Slides and corresponding Illustrations. Craft focused, specific demos for each situation and provide a menu to guide prospects to the relevant use cases.
For the full cure, make sure to address the key characteristics of successful automated demos, including:
- Setting Context
- Problem Identification
- Solution Presentation, Advantage and Value Communication
- Length, Call to Action
- Simplicity
- Clarity
- Engagement
You’ll find the complete cure here: https://greatdemo.com/automated-demos-best-practices/
Repeat as necessary!