{"id":43219,"date":"2025-12-29T17:39:53","date_gmt":"2025-12-29T17:39:53","guid":{"rendered":"https:\/\/greatdemo.com\/?p=43219"},"modified":"2025-12-29T17:39:53","modified_gmt":"2025-12-29T17:39:53","slug":"customer-fill-in-a-truly-terrific-demo-tip-2","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/customer-fill-in-a-truly-terrific-demo-tip-2\/","title":{"rendered":"\u201cCustomer Fill In\u201d \u2013 A Truly Terrific Demo Tip!"},"content":{"rendered":"<p>This tip will change your demos <em>BIG<\/em> time\u2026<\/p>\n<p>Encourage your prospects to actively <em>PARTICIPATE <\/em>in your demos by gently (but firmly!) forcing them to <em>CHOOSE<\/em> demo options, whenever possible.<\/p>\n<ul>\n<li>If there is a list of five options on a menu, ask your <em>PROSPECT<\/em> which one they\u2019d like.<\/li>\n<li>If there is a need to name something, ask your <em>PROSPECT<\/em> what to name it.<\/li>\n<li>If there is a choice of options for a workflow, ask your <em>PROSPECT<\/em> which path to pursue.<\/li>\n<\/ul>\n<p>Compared to typical demos, your prospect will be MUCH more engaged. Even better, they will have had to THINK about which choices they want and will begin to take ownership for the outcomes.<\/p>\n<p>Absolutely terrific!<\/p>\n<p>Here\u2019s the background to led to this:<\/p>\n<p>I was watching demos that highlighted vendors\u2019 customer-facing intake forms\/portals and noted some poor practices. Each vendor claimed that end-customers \u201ccan complete the process in five minutes or less,\u201d but:<\/p>\n<ul>\n<li>They turned the 5-minute workflow into 15-30 minutes\u2026!<\/li>\n<li>They used obviously fake demo data.<\/li>\n<li>They covered many options, often exhaustively!<\/li>\n<li>It was obvious that the demonstrators had presented the same demo pathway dozens of times (it sounded like the presenters were boring <em>THEMSELVES<\/em>!).<\/li>\n<li>The prospects were largely silent during the entire demo.<\/li>\n<li>And the vendors <em>NEVER<\/em> asked prospects to provide input into the workflows\u2026<\/li>\n<\/ul>\n<p>This last item really struck me as a MAJOR error! Our objective is to turn demos into <em>CONVERSATIONS<\/em>.<\/p>\n<p>Here\u2019s a truly terrific tip for these situations:\u00a0Invite your prospect to\u00a0<em>be<\/em>\u00a0the end-customer and fill in the form, through you!<\/p>\n<p>Let\u2019s say your software offers an intake portal for consumers who want a loan. You say to your prospect, \u201cOK, let\u2019s have\u00a0<em>YOU<\/em>\u00a0play the part of your customer.\u00a0YOU tell me what to enter on each screen\u2026\u201d<\/p>\n<p>Advantages?<\/p>\n<ul>\n<li>You and your prospect <em>COMPLETE<\/em> the intake form in five minutes (proving your original claim).<\/li>\n<li>Your prospect gains a first-hand vision of how the process works.<\/li>\n<li>Your prospect <em>THINKS<\/em> about the options and asks relevant questions.<\/li>\n<li>And your prospect is fully engaged throughout the process!<\/li>\n<\/ul>\n<p>This approach is called \u201cCustomer Fill In.\u201d<\/p>\n<p>Any time there is an option to choose from (and you don\u2019t care about the choice), invite your\u00a0<em>PROSPECT<\/em>\u00a0to make the choice.\u00a0They\u2019ll be engaged, taking ownership of the process and the result.\u00a0Delightful!<\/p>\n<p>You\u2019ll find many more great tips in \u201cGreat Demo!\u201d here: <a href=\"https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/\" target=\"_blank\" rel=\"noopener\">https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>This tip will change your demos BIG time\u2026 Encourage your prospects to actively PARTICIPATE in your demos by gently (but firmly!) forcing them to<\/p>\n","protected":false},"author":2,"featured_media":43220,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center 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