Rigid Agendas to Dynamic Menus: Revamping the Demo Experience
A few years ago, I came across a unique demo agenda strategy that stuck with me and remains part of the playbook to this day. I often talk about the importance of being strategic with your demos. Strategy isn’t just about what you show or the value you highlight—it’s also about how you show it. This agenda approach offers a fresh, flexible, and engaging way to run your demos. It positions you as an expert, showcases your preparation, and—best of all—it gets prospects talking.
Here’s the idea: instead of creating a traditional agenda that moves linearly from A to B to C, you design a menu of topics. Present that menu to the prospect and they get to pick what they want to explore first (their “starter”), what they want to dive into deeply (the “main course”), and what they’d like to wrap up with (the “dessert”).
This doesn’t change your preparation—you still have everything ready to show—but it adds an extra layer of engagement. It provides flexibility while giving your prospects a guide for the conversation.
When to Use the Menu Approach
This strategy works best in specific scenarios where flexibility and engagement are key. Let’s break it down:
1. Early-Stage Opportunities
In the very early stages, prospects are often just “kicking the tires.” You’ve tried your best to get pre-demo discovery – but they haven’t provided much. However, you do know know their current solution isn’t working and it’s time for a change. They might not even know where to start.
By offering them a menu of options, you let them decide what’s most important. This naturally opens the door for discovery:
- If they choose to start with the end-user experience, pause to ask why.
- Are they getting complaints about usability?
- Do they have a vision of what a better solution should look like? etc.
Every selection they make gives you more insight into their priorities and pain points, creating a conversation rather than a monologue.
2. Small Groups or Individual Demos
With a quiet small group or a single decision-maker. If you have a very quiet individual(s) on your discovery call, the menu approach can encourage deeper engagement. By asking them to choose the order of topics, you create an opportunity for them to open up and share their thoughts. Their choices reveal what they care about most, and their engagement helps build buy-in for your solution.
3. Late-Stage Opportunities
For prospects you’ve met with several times, the menu approach can help you address their final checklist of needs. Late-stage buyers sometimes have a random list of things they want to cover. When you’re given a random list, sometimes you can’t determine what’s most important to them.
Instead of guessing, let them pick from the menu. This ensures you address their specific needs while keeping them talking. For these late-stage demos this allows the meeting to stay focused and efficient.
Why the Menu Approach Works
This method has a lot of benefits, both for you and the prospect:
- Insight into Priorities: Their choices tell you exactly what matters most to them.
- Prospect-Led Control: Prospects feel as if they are in control because they are guiding the conversation, but in actuality you maintain control by only presenting topics you’re prepared to cover.
- Engagement and Buy-In: By involving them in the process, they stay more engaged, feel heard, and are more likely to see your solution as the right fit.
Tips for Success
While this isn’t a traditional storytelling approach, it can still be incredibly valuable. To get the most out of it, remember:
- Ask Discovery Questions Along the Way
Each selection is a chance to learn more. Dig deeper into why they chose a specific topic and connect their answers to your demo. - Keep the menu small
Don’t create a late-night dinner menu. The goal in a menu demo is to get the prospect talking, not serve them everything at once. - Use what you’re hearing in real time!
Active listening is key. If they mention a specific pain point or goal during the menu selection process, mention it directly during your demo. - Keep the Focus on Them
The “demo dining” experience should always be about the prospect.
The menu approach can be a game-changer for demos, especially in scenarios where flexibility and engagement matters most. It turns what could feel like a rigid, dare I say boring demo into a dynamic, collaborative conversation.
Have you tried this method? If not, consider bringing it to your team. The results might surprise you—and your prospects just might thank you for making their demo experience a little more appetizing.
Bon Appétit!
