A variety of topics today, starting with how to beat a "good enough" solution, and on to the main, of Good Demo Follow-Up actions.
How to beat a incumbent "Good enough" solution
• 10x rule - how to be ten times more impactful than the status quo
• More Philosophy than a number
• Beating an in house solution
• Framing the better solution
Good follow up
• Starts with good preparation
• What does success look like to them
• Go into a meeting trying to create a particular outcome
• Stump the chump question
○ "I'll have to get back to you"
○ Make sure you answer the customer's questions
• Love the sceptics - they are the people who really are the ones to work with
• If you can turn a sceptic into a champion, you win.
• Recognize traps when you hear/see them.
• Get the champion to present the findings.
• Borrowing credibility
• Get someone else to introduce you
• Some of the best demos are done by customers
• Good potential hires from the customer base
• Get into reality
• SME based feedback on how it will work for that customer
• Stage 4 - trigger to get them involved
• Easy retro easyretro.io
○ People in the meeting get to say what they really like
○ What they didn't
○ Any open questions
What are we looking at as next steps?
• Call to Action
• Follow up with the different key people.
Getting into the next actions part of the demo
• How much time do you need at the end
• Stop showing stuff!
• Give them a choice on what the last topic is?
• Spend time at the end scheduling follow up.
• Close the demo system, show back to people's faces/slide
• Ask them how they feel about the challenge
• Schedule a focused follow up.
• What about a TRIAL?
• Set objectives
• Success criteria
Give customers a good way to do some of the demo themselves
• Gives them a better way of getting value out of the full demo