The "Demo" Script: How to Sell on Zoom Without Boring Them
Don't "Show up and throw up." Diagnose first. Then show only the 3 features that solve their specific pain. Skip the rest.
What is The "Discordant" Demo?
The "Discordant" Demo is A demo approach where you start by shocking the prospect with a problem they didn't know they had, rather than listing features.
The 3 Core Benefits
Engagement
When you talk about THEIR problems, they lean in. When you talk about YOUR dashboard, they check emails.
Perceived Value
By showing the solution effectively, the price seems cheap compared to the pain. It anchors the value high.
Shorter Cycles
A good demo handles objections in real-time. It moves the prospect from "Curious" to "Convinced" in 30 minutes.
The 15-Minute Demo Flow
Minute 0-5: Discovery (The Doctor)
Don't share screen yet. Ask questions. "Why did you take this call?" "What happens if you don't fix this problem?"
Minute 5-7: The "Tell Show" Rule
Tell them what you are going to show. "I am going to show you how to automate that report in 1 click." Then show it. Context first.
Minute 7-12: The Highlight Reel
Show the 3 biggest "Wow" moments. Do not show settings. Do not show login. Show the MAGIC.
Minute 12-15: The "Driver's Seat"
Ask "Can you see yourself using this?" Get them to validate. Pass control if possible.
The "Assume the Sale" Close
End with: "We also have a 30-day refund policy, so zero risk." Assume they want to buy until they say no.
Harbor Tour vs. Sniper Demo
| Feature | Harbor Tour | Sniper Demo |
|---|---|---|
| Content | Everything | Relevant Things |
| Speaker | You (80%) | Shared (50/50) |
| Outcome | "Send me a PDF" | "Let's buy" |
Frequently Asked Questions
Should I use slides?
Max 2 slides to set the stage. Then jump into the product. Nobody buys software from a PowerPoint.
What if it bugs out?
Laugh it off. "Live demo gods are angry today." Don't panic. It shows you are human. Have a backup video ready.
Should I mention price?
Yes, at the end. Don't hide it. "And this costs less than one coffee per day." Frame it against value.
What makes a launch channel high intent?
High-intent channels have users actively searching for solutions, not just browsing a feed.
How many channels should I launch on?
Start with 3-5 strong channels, measure conversions, then expand to 10-12 over time.
How do I avoid launch fatigue?
Stagger your launches and reuse assets so each channel gets a focused push.
What should I measure after launch?
Track qualified signups, backlinks, and demo requests, not just raw traffic.
How does Mesh of Growth fit with other platforms?
Use Mesh for compounding reviews and backlinks while other platforms provide short-term spikes.
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