Make Your Product a Part of Your Pitch

All of the hype over E3 has me thinking about how important it is to be able to demo your product as part of your sales pitch. An audience is far less excited to hear “Our game has cutting-edge graphics” than they are to actually see those fully rendered graphics on a big screen. It calls to mind the old fiction writer’s adage “Show, don’t tell.”

Your product should be woven into your technology sales pitch. Whether it’s a demo of an app, a video of rendered graphics, or letting the customer play with the device, your products deserve the opportunity to sell themselves.

Tech consumers are wary of vaporware, or hardware that seems too good to be true. Especially in the age of crowdfunding, many have been burned by games and apps that never launched, devices that didn’t work as promised, and companies that have folded, taking backers’ money with them. When you make your product part of your pitch, you prove that there is substance behind your words.

Of course, it’s important to make sure that your product is ready to be demonstrated. No one wants star in their own remake of this disastrous iPhone 4 demo…

You should also be wary of utilizing early beta editions in your pitch, lest the product be vastly different when it goes to launch. Work closely with your dev team to make sure that the technology that you’re sharing accurately reflects what your company will be bringing to market down the road. If you are working with a beta version, make sure that the customer knows this. Don’t be apologetic or make excuses – be upbeat. They’re getting an exclusive sneak peek at the early development!

Be prepared to trouble shoot. Make sure the dev team walks you through the tech you’re demonstrating, explaining all the features, what can go wrong, and how to fix it. Have a plan in mind for how to react if you do encounter a bug – I suggest saying that the dev team is working on a fix as you speak!

Above all else, including your product in your pitch should be fun for you and the customer! Make it exciting and interactive, and you’ll stand out from your competition.

-AJ

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