This is a Linkedin post by Jesse Pujji. Jessi a serial entrepreneur that lives in the US. He has:
- Bootstrapped to an 8-figure exist with his previous startup, Ampush
- Is currently building GatewayX, a venture studio that he plans to bootstrap to $1B+
- Executive Chairman & Founder of GrowthAssistant.com
- ex-McKinsey Consultant
Guest Author: Jesse Pujji
I’ve landed > $100,000,000 in business because of what I’m about to share. It’s the forgotten, ugly stepchild of sales. The most botched part of the process.
Yet, A+ entrepreneurs have perfected it.
Here’s the secret to sealing the deal every time:
Use “sentence stems” to NAIL the DEMO of your product/service.
With the right starter stems, you can train yourself and your team to demo anything and make it informative, interesting yet Brief.
Here are my personal stems + an example of them in use!
1) “The vision for this/The problem we wanted to solve is…”
Start with a story about how/why you built this product/capability. Keep it brief ~1 min but make sure the listener gets the inspiration for why this thing exists.
2) “What you see here is…”
Describe what the person is looking at (the screen/image/feature) – just because you are super familiar with it do NOT assume they will be!
Help them get centered/their bearings before getting into the details.
3) “How this works is…”
BRIEFLY hit on some more details/implementation of the product or feature you just described.
4) “Some backend tech/systems/processes driving this are…”
While doing number 3, share some of the “sexy” tech jargon (is it built in React? does it process tons of data?). Keep it brief but interweave it.
5) “An example/story where this (feature/capability) was used is…”
THE MOST IMPORTANT PART OF THE DEMO.
Prep a story/specific example. It doesn’t have to be dry/boring, it must be real and authentic. (see example below)
6) “What makes this unique/different/special is…”
Imagine the listener will get off your call/leave the meeting and have to describe your “differentiators” – don’t make them wonder/guess, be Explicit!!
7) “Why this is is important is… / why this matters is… (impact/$/results)”
The most often forgotten part of the demo… even if you have revolutionary technology, SO WHAT? Show me the $$. Make sure to connect the dots here.
8) “Something we are working on for future that excites me is…”
Don’t forget to mention the roadmap and tease what else is on your mind. People choose partners, not products. They want to know where you are going.
That’s it – a few stems to help you nail ANY demo.
Most things can be demo’d really well in <5 mins with these stems and give a listener all the relevant information you want them to know.
If you found this useful, share and follow me Jesse Pujji for more!
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