“No, no, no, no,” said the frustrated Director, “too much emphasis on the word kindly.”
The Scriptwriter disagreed. “I think the way he sneers kindly is spot on. I want him to emphasize kindly before he says, ‘move over.’”
“You’re both wrong,” said the Actor. “I don’t need a speech here. I can say it with a look. Here, watch.”
The Actor gave a disgusted look and didn’t say a word.
“That works!” said the Director.
The Screenwriter nodded in agreement.
The Director said, “Okay, let’s take a break before we work on the next two lines.”
Why don’t we put that attention to detail into what we say during our software demos?
A friend of mine played an Extra in the movie The Perfect Storm. During one scene, my friend was among 50 Extras in attendance at the church where Mary Elizabeth Mastrantonio delivered an emotional eulogy.
My friend said that Ms. Mastrantonio had to deliver the same tearful line seven times while the Lighting Director kept readjusting the lights to get the perfect shot of Mary Elizabeth and the churchgoers.
Why don’t we put that kind of effort into the screens we show people during our demonstrations?
A top producing software salesperson delivered what he referred to as a James Bond Opening. He explained it like this, “The opening of your software demo should draw in your audience the way a James Bond movie does. Before the opening credits even appear, you are already at the edge of your seat as James Bond completes amazing action feats.”
I attended his software demo. At the opening, he invited the audience to complete a three-minute survey. Lights were dimmed while a game-show soundtrack was played. When the buzzer went off, a graphical display appeared on the large screen in front of the room. The presenter explained the display and how this survey data could be converted into $3.2M in additional revenue. That was a James Bond opening! No boring preamble… it went straight to the money shot.
Why don’t we develop introductions to our software that are like James Bond openings?
If you approach your software demonstration as if it were produced in Hollywood, you will delight your audience, increase your software demonstration-to-close ratio, and sell lots of “tickets” to your software!
Work on the delivery of your software demo the way a Hollywood Director works with his team on the delivery of a blockbuster movie, and your software demonstrations will make you millions too.