You Can’t Sell to Your Customers If You Put Them to Sleep 😴
Your demo isn’t just about showing off your product’s features and hoping for the best.
It’s about managing your audience’s attention, making sure they stay focused and don’t drift off to check Slack, email, or their phones.
Here’s the thing: talking at your customers for 90 minutes?
That’s a recipe for disaster.
The key to a successful demo is keeping your audience engaged—and not just at the beginning or the end but all the way through.
So here are 9 simple hacks you can use to hold your customer’s attention from start to finish:
1. Ask for One-Word Answers in the Chat
Break up the monotony by asking your audience to respond with a single word in the chat. Try something simple like, “What’s one word that comes to mind when you think of [a key challenge]?” This small interaction can help keep people tuned in and gives you a peek into their mindset.
2. Show Your Face Instead of Just the Slides
Don’t hide behind your slides the whole time. Pausing screen share and showing your face reminds everyone that there’s a real person leading the demo, not just a robot. It’s a subtle way to pull everyone back in and give them a visual break.
3. Switch Speakers to Keep Things Fresh
It’s easy for people to tune out when they’re hearing the same voice for an hour. Bring in a teammate, like a seller, to share a story or answer questions. This change of voice can give the audience a mental reset and keep engagement high.
4. Hit the ‘B’ Button in PowerPoint
Need a quick attention boost? Press “B” on your PowerPoint—it makes the screen go black, instantly snapping the audience back to you. A moment without visuals can reset focus and help everyone re-engage.
5. Ask Thoughtful Questions
Skip the usual “Does that make sense?” and go for something with substance. Ask questions like, “How does this approach differ from what you’re doing today?” It encourages your audience to think critically about what you’re showing and signals that their insights matter.
6. Adjust Your Tone or Speed
An easy but effective trick—change up your speaking pace. Slowing down for emphasis or picking up energy on key points can keep people on their toes. Aim for around 150-175 words per minute, adjusting as you go to hold their attention.
7. Throw in a Story or Fun Fact
People love a quick story or surprising stat to break things up. For example, “Did you know 90% of users only use 12% of a product’s features?” This kind of insight adds a personal touch and shows that you get your audience’s world.
8. Call Out Names
Our brains are wired to pay attention when we hear our names. Calling out participants by name is an easy way to pull them back in. Plus, it signals to others that you’re tuned in, encouraging everyone to stay engaged.
9. Switch to a Whiteboard or Visual Tool
If your slides are starting to feel stale, switch it up! Use a whiteboard or visual note-taking tool to bring in a bit of spontaneity and interaction. It’s a great way to make the demo feel more dynamic and hands-on.
