When starting a product demo, what should you do first?

When starting a product demo, the first thing you should do is set context. That means restating what you understand about the buyer's problem, confirming the goal of the meeting, and outlining how the next 20 to 30 minutes will go. Skipping this step is the most common reason demos start strong and end weak.

Begin with a quick check-in. Ask the buyer what they hope to take away from the call. Even if you covered this in earlier conversations, doing it again at the top of the demo makes the buyer feel heard. It also lets you adjust the demo in real time if something has changed.

Then summarize the problem in the buyer's own words. Say something like 'from our last call, you mentioned that your team is spending too much time editing demo videos manually, which is why we are going to focus on how to automate that workflow today.' This kind of opening shows that you did the homework. It immediately sets the demo apart from generic pitches.

Next, outline the path. Tell the buyer what features you will show, in what order, and how long it will take. Promise to leave room for questions at the end.

Puppydog helps make this step easier. Before the live call, you can send a personalized product video that introduces the buyer to the key features and use cases. That way, the live demo starts with a buyer who already has context. The rep can focus on conversation rather than basic walkthroughs.

This shift from 'show and tell' to 'talk and confirm' is what separates average demos from strong ones. Set the context first. Show that you know their world. Then let the product back up the story you started.

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