Here are some examples I\u2019ve heard in demos and discovery conversations, with the fact presented first, followed by the analogy or metaphor. First specimen:<\/p>\n
\u201cWe have a broad range of reports.\u201d<\/p>\n
Nothing particularly remarkable here, is there?\u00a0A different vendor offered:<\/p>\n
\u201cYou can choose from a broad range of reports.\u00a0It\u2019s like having a supermarket<\/em> of reports, including fresh meats and fish, arrays of vegetables, rice and pasta, eggs and dairy, exotic canned goods, chips, and cookies. If you need it, your desired report is likely here. Bring your shopping list!\u201d<\/p>\n \u201c\u2026A supermarket of reports\u2026\u201d Much more memorable!<\/p>\n Another example:<\/p>\n \u201cYou can set search filters to find exactly what you need.\u201d<\/p>\n Boring and unremarkable. Now, here\u2019s an analogy that is a bit more, um, pointed:<\/p>\n \u201cPeople talk about how hard it is to find \u2018a needle in a haystack.\u2019 Well, this search capability is like a powerful magnet precisely extracting that iron needle in a fraction of a second\u2026! Haystack of data? No problem!\u201d<\/p>\n \u201c\u2026A powerful magnet\u2026\u201d I want<\/em> one of those\u2026!<\/p>\n Another example, for software that automates various workflows:<\/p>\n \u201cWe automate your manual processes\u2026\u201d<\/p>\n ZZzzzzzzz\u2026. Here\u2019s an alternative, nicely \u201ccrafted\u201d description (I know the author)!<\/p>\n \u201cIt\u2019s like the difference between a team of workers laboring with hand tools, slowly building cabinets and fixtures vs equipping your team with state-of-the-art computer design driving integrated power tools. They not only produce beautiful works in a fraction of the time but also improve the craftsmanship and quality!\u201d<\/p>\n \u201c\u2026State-of-the-art computer design driving integrated power tools\u2026\u201d Wow!<\/p>\n Finally, an example from my distant past, with respect to applying combinatorial chemistry<\/a> and high-throughput screening<\/a> to pharma and materials science research. We would say, while holding up a 384-well micro-titer plate<\/a> as a visual aid<\/a>:<\/p>\n \u201cIt\u2019s like doing a year\u2019s research in the palm of your hand\u2026!\u201d<\/p>\n Facts are boring and unappetizing. Spice up your demo and discovery descriptions with a generous seasoning of analogies and metaphors. Make it a memorable meal\u2026!<\/p>\n <\/p>\n Next: Why use analogies and metaphors? Understanding!<\/p>\n <\/p>\n Resources:<\/p>\n The Power of Analogies and Metaphors in Demos and Discovery Parts 1 and 2:<\/p>\n https:\/\/greatdemo.com\/blog\/<\/a><\/p>\n Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned)<\/p>\n https:\/\/tinyurl.com\/yc7rsrmy<\/a><\/p>\n Doing Discovery:<\/p>\n https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n Great Demo! Third Edition:<\/p>\n https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/<\/a><\/p>\n Combinatorial Chemistry:<\/p>\n https:\/\/en.wikipedia.org\/wiki\/Combinatorial_chemistry<\/a><\/p>\n High-Throughput Screening:<\/p>\n https:\/\/en.wikipedia.org\/wiki\/High-throughput_screening<\/a><\/p>\n Micro-Titer Plate:<\/p>\n https:\/\/en.wikipedia.org\/wiki\/Microplate<\/a><\/p>\n Visual Aids and Props:<\/p>\n