Meet Expectations. Start With Knowing Them.

Q. How do you put a doggie in the fridge? A. Open the door. Put the doggie in. Close the door.

Q. How do you put a cat in the fridge? A. Open the door. Put the cat in. Close the door.

Q. How do you put an elephant in the fridge? A. Open the door. Take the doggie and cat out. Put the elephant in. Close the door.

Your customers may be expecting a different process for them, just like the elephant. Learn what they are expecting. Ask questions and listen to the answers. 

Your good resellers are important. Let them feel it.

You pamper your good employees with compliments and ‘acts of appreciation’. They can feel the appreciation in your body language. Do the same with your resellers.

As a founder:  

• Make it a point to meet them in person or turn video ON during meetings.  
• Use close of business opportunities to say ‘thank you’ formally. 

Demo #2: Demo stories, not features

Wear different hats during demo. 

Describe a story with that person as lead character. Use names: Mr. Jones, Mrs. Lincoln. Talk about why that person would want to use your product for a real-world problem. 

E.g. Demoing Blog software, don’t say the person logs in to create a post. Instead use: Mr. Jones wants to jot down his learnings for his followers and for himself. 

Demo #1: Stop when done. Ask if they understood.

Ask what they want to see. Show just that, no more. Stop when done. Ask if they understood. 

Alternate (they just want to see the product, nothing in particular) : Depict a relevant scenario. Stop when done. Ask if they understood. (Need to have done research on them for relevant scenario.)

Ask them to think of a scenario. Get them talking. Don’t keep going.