“What will you be demonstrating at the customer conference?”
Well, I hardly know. Who is going to walk up? What will their needs be?
And so, before demonstrating solutions to generic problems, I engage in discussions about their business, their challenges, their needs.
Between us, on a blank sheet of paper, circles and lines form expressing a conceptual solution with the myriad players and processes involved. Then I demonstrate specific solutions to their problems, hitting the points meaningful to them.
I used to tear off the sheets and hand them to the patron as a keepsake but these days they snap a picture with their phone and walk on. Next year, I’ll draw them out on my iPad and email them.