The Power of “You” in Demos

It’s You Not We

Who can solve your customers’ problems? Is it you, your customers, or both?

It may seem like it should be both of you, but only your customers can take the actions necessary to address their challenges.

Will you as the vendor be running the software you sell them? Of course not.

Will you be making the decisions that your software enables on behalf of your customers? Not a chance.

The problems are your prospect’s problems, not yours. The Critical Business Issues are your prospects’ Critical Business Issues, not yours. The value they receive from using your software is theirs, not yours (they already paid you!).

And will you be taking responsibility for your customers’ outcomes? Only indirectly. While you may provide guidance on best practices, you won’t be clicking their mice or making their decisions for them. (Note that services may be a different situation; this only applies to software purchases and use.)

So, when you are presenting demos, stay in “You Mode.” Avoid using “we.” But is this just an opinion or is there research that validates this idea?

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