{"id":717,"date":"2019-05-26T20:29:11","date_gmt":"2019-05-26T20:29:11","guid":{"rendered":"https:\/\/sellingsherpa.com\/?p=717"},"modified":"2019-05-26T20:29:23","modified_gmt":"2019-05-26T20:29:23","slug":"just-fing-demo-book-summary","status":"publish","type":"post","link":"https:\/\/sellingsherpa.com\/index.php\/2019\/05\/26\/just-fing-demo-book-summary\/","title":{"rendered":"Just F*ing Demo (Book Summary)"},"content":{"rendered":"<div class=\"nolwrap\">\n<p><a href=\"https:\/\/www.amazon.com\/Just-ing-Demo-Tactics-Leading-ebook\/dp\/B00NT66SVW\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\"Just F*ing Demo!: Tactics for Leading Kickass Product Demos by Jim Falcone (opens in a new tab)\">Just F*ing Demo!: Tactics for Leading Kickass Product Demos by Jim Falcone<\/a><\/p>\n\n\n\n<p><strong>INTRODUCTION<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Stop trying to deliver the perfect demo for [your] product and started trying to deliver the perfect demo for [your] audience<\/li><li>[You mainly want to a deliver solution-centered,] \u00a0\u201ccenter-of-mass\u201d demos. [However,] there is also a place for more nuanced demos for end users, what I call \u201cbutton pushing demos.\u201d<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>1. HELP SET A GREAT\nAGENDA: YOU-THEY-YOU<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>A good agenda is the key to all good product\ndemos.&nbsp; You are leading them down the\npath of [what YOU need to cover] as it relates to [what THEY say they need to\nlearn] so that [YOU get what you want].<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>2. THE 5 MINUTE\nDISCOVERY<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>Before determining what YOU are going to demo or what YOU want from the conversation, you first need to uncover what THEY care about. <\/li><li>The 5 Minute Discovery, which consists of asking questions that get you these critical pieces of information:<ul><li>Present: What are the challenges they&#8217;ve been facing? <\/li><\/ul><ul><li>Future: What are the outcomes they are looking to drive? <\/li><\/ul><ul><li>Preference: Do they have any specific requirements on how they get there? How do they judge the effectiveness of a solution for delivering on those?<\/li><\/ul><\/li><li>Five minutes of discovery can be enough to get you a great first step but it&#8217;s NOT enough. You will need to gather more information, specifically on the pain points the audience is looking to solve and the economic value of doing so, over the coming days \/ weeks \/ months.<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>3. FAST FORWARD TO\nTHE OUTCOMES YOU CREATE<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>Anyone interested in your product is not\ninterested because of your state-of-the-art features; they&#8217;re interested\nbecause of the outcome it creates. <\/li><li>I begin my demos at the end. You can show, in\nstark contrast, the outcomes (the challenge \/ solution or goal \/\naccomplishments) that your product makes possible.<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>4. MACRO TO MICRO:\nDEMO USING IMAGINARY BUCKETS<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>Take great care in being very deliberate about\nletting them know what you are showing, and why it matters based on what THEY care\nabout.<\/li><li>Pick out only the features of your product that\nwould help solve the problems you learned in discovery and put them into the imaginary\nbuckets, with the high-level features going into the largest bucket, and the\nmore nuanced features being placed in the smaller buckets.<\/li><li>As you arrive at each bucket, you will:<ul><li>Tell the audience what is in the bucket you are\nabout to show them<\/li><\/ul><ul><li>Show them the contents of the bucket <\/li><\/ul><ul><li>Summarize why you put the contents in the bucket\nfor them<\/li><\/ul><\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>5. LET\u2019S GET IN THE\nWEEDS-DEMO TACTICS<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>Manage the time during your demo by shifting and\nremoving buckets. <\/li><li>Great demos are conversations that uncover the\naudience&#8217;s challenges and goals, and highlight how your product can help\nachieve them.<\/li><li>Three types of questions:<ul><li>Open-ended questions that get the audience\ntalking<\/li><\/ul><ul><li>Point questions to maximize effect: It seems\nthat you guys do not have this ability today, is that accurate? And your team\nfeels it is costing you time and money?<\/li><\/ul><ul><li>Response questions (when the audience asks you a\nquestion): ex:&nbsp; Well, tell me, are there\nspecific locations you&#8217;d like to push content to?<\/li><\/ul><\/li><li>Minimize Clicks<ul><li>To your audience, features that are complex\nappear&#8230; complex and overwhelming<\/li><\/ul><ul><li>Pre-load screens that take multiple clicks to\nreach <\/li><\/ul><\/li><li>You vs We: Don\u2019t say things like: \u201cWe can&#8230; \u201c\nor &nbsp;\u201cThis feature will&#8230; \u201c or \u201cWhat our\nproduct does here is&#8230;\u201d Instead, walk through your demo showcasing how your\naudience can use it to create their desired outcomes, with words such as: \u201cUsing\nour product, you can&#8230;\u201d or \u201cThis feature will allow you to&#8230;\u201d &nbsp;or \u201cYou would simply&#8230;\u201d or \u201cOur current\nclients achieve this by&#8230;\u201d<\/li><li>Use Their Vernacular<\/li><li>Competitive Differentiation <ul><li>In nearly every demo, you will be asked \u201c How\nare you guys different than [insert competitor]. \u00b0<\/li><\/ul><ul><li>When attempting to competitively differentiate,\nalways go back to the THEY in YOU-THEY-YOU.<\/li><\/ul><ul><li>\u201cWhat I&#8217;ve heard from folks in the market is\nthat the main difference between us is [insert difference]; in spelling out the\ndifferences, I&#8217;ll pivot back to the components of my product that: (a) Create\nthe outcomes the audience is looking for (b) Which are truly differentiated\nfrom the competition (c) Which I can back up with proof in the form of\nreferences or case studies (d) Which I can use to start asking trap setting\nquestions about my competitors in these same areas.<\/li><\/ul><\/li><li>Take notes (visibly)<\/li><li>I make it a point to leave a beat of silence\nafter my audience finishes speaking.<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>6. CLOSING THE DEMO<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>YOU: Quickly summarizing what you showed <\/li><li>THEY: Asking if they learned what they needed to\n<\/li><li>YOU: Suggesting the next step<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>7. LOVE WHAT YOU DO<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>People are [not only] buying the outcome your\nproduct creates, but also very much buying YOU. <\/li><\/ul>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>Just F*ing Demo!: Tactics for Leading Kickass Product Demos by Jim Falcone INTRODUCTION Stop trying to deliver the perfect demo for [your] product and started trying to deliver the perfect demo for [your] audience [You mainly want to a deliver solution-centered,] \u00a0\u201ccenter-of-mass\u201d demos. [However,] there is also a place for more nuanced demos for end [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":718,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_import_markdown_pro_load_document_selector":0,"_import_markdown_pro_submit_text_textarea":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"Just F*ing Demo (Book Summary)","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2}},"categories":[1],"tags":[],"class_list":{"0":"post-717","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-uncategorized","8":"entry"},"aioseo_notices":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/sellingsherpa.com\/wp-content\/uploads\/2019\/05\/Just_Fing_Demo.jpg?fit=1700%2C500&ssl=1","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p9j2qV-bz","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/717","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/comments?post=717"}],"version-history":[{"count":1,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/717\/revisions"}],"predecessor-version":[{"id":719,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/717\/revisions\/719"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/media\/718"}],"wp:attachment":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/media?parent=717"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/categories?post=717"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/tags?post=717"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}