B L U E P R I N T HOW TO DEMO REMOTELY By the end of the demo, make sure you’ve also shared a story. Take them on a simplified hero’s journey - What is their problem, how did someone else find the same solution, and what did it mean to them? You should always end the demo with one clear action item that you want everyone to take before the next meeting. HOW TO USE QUESTIONS TO BUILD CONSENSUS We talked about how to best do an online demo, and now we will discuss how to drive towards next steps, connecting the wagons. At the end of the meeting, connect it back to the seed you planted in the beginning, the goal of the call. - “At the beginning of the meeting we discussed achieving XYZ goals. Did we achieve that?” If you know you want our next meeting to be a stakeholder meeting, you need to get multiple executives in the room. Do that by saying “This is what I recommend for the next meeting, and this is the outcome you can expect from that meeting.” Knowing what to expect in the next meeting lets them be able to decide who should be on the call without you asking and potentially demeaning the people already on a call with you. ADVANCED TIPS FOR REMOTE DEMOS DO Be prepared with only the tabs you’re prepared to share so people aren’t distracted by other tabs. DO Only show the window you want to share and not your entire desktop DO Hide your bookmark bar - Just another thing that can distract people on the call, especially if some of the items are personal. DO Direct their focus to the part of the screen you want them to look at - “See here in the top left…” and then ask them if there’s anything on the page they want you to click on or further explain. TOP MISTAKES OF REMOTE DEMOS DON’T Give a generic pitch. Not every customer has the same problem, which means they don’t deserve the same demo. Make each demo specific to that customer. DON’T Forget to do your tech check before each call - don’t fumble around during the call and kill momentum. DON’T Share everything on your screen. I.e. notifications, bookmark bar, unused tabs, unused parts of your screen, open windows… especially emails.