Our peer-approved standard is the day-in-the-life demonstration. Agreed?
Our energy and creativity are poured into the perfect and entertaining demo mold of how our customer could use our system throughout their day. The premise is they’ll see themselves clicking, typing, dragging-and-dropping merrily away in our system. Because they’ll see how their life will be better, their business processes improved, simpler, faster, and automated through the use of our solutions, there’s no doubt they’ll go with us.
If we’re all saying “Imagine yourself in a Cordoba, surrounded in rich Corinthian leather,” then as competitors we’re all just trying to win the test-drive. Heck, if they’re walking on the lot, chances are they’re going to drive home in something new today.
We’ve got to do something different.
Who’s the silent party in every day-in-the-life demonstration? Their customer. Who is on the other side of the order, return, marketing campaign? Why, it’s our customer’s customer.
By thinking about that person’s day-in-the-life, how they interact with your customer, and what could make a better solution (the buzzword today is customer experience) for them, you’ll come up with insights for your solution and demonstration that are unique and visionary. This approach will transform you from an entertaining demonstrator of requirements into a trusted advisor.
Added bonus: This kind of solution creation gets visionaries excited. Visionaries are usually in lead decision-making roles. When they get excited, your sales execs will take notice and begin steering the conversation towards commitment and closure.