Here is a terrific visual aid story that I saw in a face-to-face demo meeting: The vendor rep was discussing how their solution eliminated silos and enabled improved consumption of a prospect’s internal data. The rep took two full water bottles, held them up and said, “So, I understand your organization has its data sitting in silos, like these water bottles…” He banged the bottles together, pointing out that “You can’t bring this data together.” Bang, bang went the water bottles.
He then opened each bottle and placed a cup in front of him on the table. He said, “What we propose is to enable you to combine data in ways you’ve never been able to do before…” as he poured water from both water bottles into the cup. He then picked up the cup and continued, “…and enable you to consume your data in ways you’ve never been able to do before!” and he took a sip of the combined mix from the cup. He finished with a satisfied “Ah, refreshing!”
What props or visual aids have you used or seen used in demos that really resonated?