Creating the Perfect Demo: Tips and Tricks for Engaging and Relevant Presentations

A demo can make or break a deal. Done right, it captivates your audience, showcases your solution’s true value, and leaves a lasting impression. Done wrong, it’s a snooze-fest that no one remembers (or worse, a reason they say no). So, how do you craft the perfect demo that is both engaging and relevant? Let’s dive into some tips and tricks to make your presentations shine!

1. Know Your Audience’s Needs

If you read my previous blog post "Insert link to that blog post” you already know I have STRONG feelings on the importance of a proper discovery - deals are won in discovery.  Why you may ask?  Because this is where you really get to know your prospect.  What are their needs, why now, what does life look like 6 months after go-live.  

Now the key to delivering a perfect demo is tailoring a demo specific to their needs. It’s important to call out their current areas of pain and how you’ll alleviate them throughout the demo.  This shows the prospect you listened and delivers value selling during the demo.  

2. Tell a Story, Don’t Just List Features

A good demo isn’t just a list of capabilities—it’s a story where your audience is the hero and your product is the trusty sidekick. Instead of saying, “We have a bank reconciliation automation tool,” frame it as:

“You mentioned it takes a few hours to complete bank reconciliations, but with a simple click you could have the system automatically match all transactions in the system to what is on your bank/ credit card statement”

See the difference? A story makes it relatable, memorable, and best case - draws excitement.

3. Show, Don’t Just Tell

PowerPoint slides are nice, but live product demos are even better. Let your audience see your solution in action! Use real-world scenarios, customer examples, or interactive elements to keep engagement high.

Bonus tip: If a live demo isn’t feasible, pre-recorded walkthroughs/ clickthroughs can be just as effective (and safer from technical hiccups!).  We find “Insert Navattic Link” works best for our team.

4. Keep It Interactive

Nobody enjoys a one-way lecture especially if it’s for an hour plus. Setting an upfront contract with the prospect to ask questions throughout and keep it conversational always helps.  After highlighting a pain point or important process I like to draw the audience into the conversation by saying things like:

“On a scale of 1-10, 10 being a homerun, and 1 being “why are you showing me this, this is terrible”, where does this rank?"

The answer ultimately opens up additional discussions and discovery… which we already know is where deals are won!  For example, should the prospect answer a 6, you can ask what about it made it a 6 for you?  Or if they answered an 8, what was it that you really like about this feature?

This makes it feel like a conversation and humanizes the demonstration rather than a feeling like a boring monologue.

5. Handle Questions Like a Pro

Expect tough questions, and welcome them! If someone challenges your solution, it’s a sign they’re engaged. Be ready with concise, confident answers—and if you don’t know something, be honest and promise to follow up.

Bonus tip: Eliminate filler words! Filler words like uh, um, like, you know can hurt a demo because they make you sound less confident, less polished, and can reduce your credibility.

The Final Word

The perfect demo isn’t about showing off every single feature—it’s about making the audience see how your solution changes their world for the better. Keep it focused, engaging, and tailored to their needs, and you’ll leave them excited and wanting more.

Now go forth and demo like a pro!