When you are armed with a well-prepped, compelling technical demo of your product, you are ready to make a huge impact to your customer, to your company, and to your own personal career. You have rehearsed your script, you have tested your environment, and now you are ready to rock. It’s time to stick the landing through customer engagement.
Don’t get hunkered down in sticking to your script, or being preoccupied with the tricky step that’s coming up, or distracted by the small bug that appeared in the left navigation. Your presentation is not about getting every word or detail right. Instead, first and foremost be in tune with how engaged your audience is.
Engage Your Audience
A good demo script should get the ball rolling on this, often by posing a question or raising a discussion point. This needs to be followed by consistent contact—frequent interactions with your audience that keep them in the heart of the story (your story). The key is to show that you are responsive, engaged, and there for them.
But how? How can someone be mesmerizing while demoing technical content? Start with the basics. Be sincere in what you are saying. Remember that you are there to genuinely help your customer. Smile as though you are enjoying yourself (and hopefully you are). Speak to those in the room as though you are already friends. Make sustained eye contact. Your audience’s response will make you feel all the more comfortable with your material.
Develop Your Stage Presence
Beyond that, develop your stage presence. Remember to pause and ask a question, and don’t be afraid to let the room fill with silence for a few seconds. A brief silence is not a bad thing! Take your audience on an enjoyable emotional ride by showing in your face the severity of a customer problem, and then lighting up when you demo your solution to their problem. Being unperturbed by an issue in your demo and rolling right past it imbues incredible confidence.
Your technical demo presentation is all about the dynamic you achieve within the room.
Most of all, remember that your technical demo presentation is all about the dynamic you achieve within the room, not what is on the screen. In the end, your customers buy from you. Customers want to feel confident, and they want to feel like they understand. They want to feel good.