“Demo Storyboards” AKA Scripts
Science tells us that humans can’t multitask. We can “juggle” our attention between multiple things, but can’t pay attention to more than one thing in any given moment. And yet, presenters ask their audience to multitask all the time. When presenters show the “standard deck” that’s full of words, they’re asking the audience to either read or listen. And they can’t do both. Even “pretty” slides will fail if the audience doesn’t know what to pay attention to.
Filmmakers often use storyboards as a way to visualize the plot of the entire movie, so they can best organize the scenes and tell their story. However, storyboards don’t become “real” until there’s content and an audience. We take the same approach to demos. Each section – the introduction to grab attention, context and benefits laid out for for each feature, and a strong close with next steps – is built as a storyboard. It’s up to the presenter to make it real for the audience.
Structure is key
A core component of this approach is a clear structure to the meeting. Presenters will have pre-written storyboards, and can select different ones based on what the audience needs to see. This approach ensures messaging and content is consistent across demos, and that presenters are always prepared, but it also allows for demos to feel “custom” from the audience’s perspective.
Script points, not words
Each storyboard is self-contained and has key talking points, but is typically not completely scripted. That way, presenters have the content to stay on message, but have the flexibility to use their own words or stories. It’s like bumper bowling – the ball can move around freely, but it won’t go in the gutter.
Get their attention
In this approach, the intro is often a story (we train presenters how to incorporate stories and will write a few stories if the presenters don’t have their own). These stories could be a case study, an analogy, or an anecdote. And the best stories are a bit personal. The stories can particularly powerful if they take the complex ideas that will be discussed during the demo, and express them in a simple and memorable way.
Any presenter can take one of our storyboards and adapt it to their own selling and presentation style, without needing coaching. We drafts scripts in plain language that hit the points you need to, to close deals and add value.
Many demos end with some variant of “thank you, any questions?” This approach leaves value on the table for customers to find (they don’t always find it), while leaving next steps up in the air. Instead, we help you craft that “mic-drop” moment, so you can get to the next steps.
Demo Solutions chief goal in most demos and presentations is to demo to everyone, whether they have a stake in the deal or not. One person slighted is one person too many, so we run through audits and checks before we submit a script or storyboard, that way we do everything we can to ensure everyone is included
Each of these benefits make Demo Solutions stoyboards cost effective. You will not need a million different scripts per product or person delivering. We always recommend having a few sets of eyes on a demo prior to delivery, but these are simple to modify and personalize.
Ed did a terrific job – he knows how to make people feel real good when they did well, and even when there are areas for improvement it’s done in a positive & constructive way.
Had such a fun time with Ed. He was super engaging, the structure of the sessions was very helpful, the feedback was all on point and relevant. Definitely have come out of [working with him] knowing we’re more equipped to sell.
Working with Ed was an invaluable process for my team. It’s so easy to get stuck in a day to day rut with the same pitch deck and stale demo, but having fresh eyes and input to fine tune is extremely important. Ed has no issues telling it like it is and really digging in to drive meaningful improvements and value. We saw improved results immediately after implementing his feedback into our demos and process.
Ed shared a bunch of great ideas on how I can improve my demo and pitch. Instead of just pointing out the weak parts of my current process, he walked me through real examples that I can use in the future. I had a feeling that storytelling is not only something Ed is passionate about, it’s what he lives for. For everyone like me who wants to tell their story better, I’d recommend connecting with Ed to get a fresh perspective.
Ed is one of the best trainers I’ve ever seen.
Ed was awesome at helping me craft my demo. While he worked with me to improve the messaging and structure of my demo, he did also help me focus on what was already working well. I’ve come out with a lot more confidence in what I’m showing to prospects and also with the tools for developing demo competency across my team.
I had the pleasure of working with Demo Solutions on our first sales demo. Ed is an incredibly quick study, and was able to dive deeply into the particulars and nuances of our business. Ed went to great lengths to research both the industry and business model and distilled our presentation into a clever heuristic with precise, evidence-based value propositions. What’s more is, Ed was able to weave a storyline throughout the presentation, layer in strong emotional content, and create real opportunities to engage with our customers on a very human level. Ed is a great mix of academic thinker and seasoned sales expert, able to create materials that speak to a broad range of business and psychographic needs.
Demo Solutions has helped us stand out in a competitive market and better highlight our differentiators. Ed’s audit uncovered areas of improvement and he used these insights to craft personal coaching programs for our sales team. We have since received positive feedback on our revamped demos which has resulted in a more focused sales approach.
Storyboard pricing tends to be less straightforward than some of our other services, because each project is different. We’ll work with you to determine goals and deliverables, and price accordingly. For example, if you want us to create the visuals, that’s more expensive than if we just write the talk track.
With that said, we list sample projects and prices on our pricing page, so you can get a sense of what it would cost.