Demo Recovery

📝 Context

The demo went wrong - something broke, didn't work as expected, or the customer isn't engaged. Don't panic. Recover gracefully and salvage the situation.

📋 Immediate Response Checklist

• [ ] Stay calm - don't let them see you panic
• [ ] Acknowledge the issue directly
• [ ] Have a backup plan ready (recorded demo, screenshots, different approach)
• [ ] Don't make excuses or blame the environment
• [ ] Focus on what you can show that works
• [ ] Keep the conversation going - don't go silent

🎯 Recovery Strategies

If Something Breaks During Demo

1. Acknowledge and pivot

   • "Let me show you how this should work" (use backup)
   • "This is a great example of why we have [backup/redundancy/process]"
   • Don't spend more than 30 seconds trying to fix it live

2. Use your backup plan

   • Switch to recorded demo if you have one
   • Use screenshots to walk through the workflow
   • Show documentation or architecture diagrams
   • Explain the workflow conceptually

3. Refocus on value

   • "While that's loading, let me explain how this solves [their problem]"
   • Shift to discussing their use case and requirements
   • Talk about how others have used this successfully

4. Offer follow-up

   • "I'd like to show you this working properly - can we schedule a quick follow-up?"
   • "Let me get this fixed and show you a working demo this week"

If They're Not Engaged

1. Check in directly

   • "Is this what you were hoping to see?"
   • "What questions do you have so far?"
   • "What's most important for you to understand?"

2. Pivot to their priorities

   • Ask what they care about most
   • Focus on that specific use case
   • Skip the generic product tour

3. Make it interactive

   • Have them drive (if possible)
   • Ask them to describe their workflow
   • Show how your solution fits their process

If They're Skeptical or Negative

1. Listen to concerns

   • Don't get defensive
   • Understand what's driving their skepticism
   • Acknowledge their concerns

2. Address directly

   • "I hear your concern about [X]. Here's how we address that..."
   • Share relevant case studies or examples
   • Offer to connect them with similar customers

3. Don't oversell

   • Be honest about limitations
   • Focus on what you do well
   • Set realistic expectations

🎯 Post-Demo Recovery

Immediate Follow-Up (within 24 hours)

• Send email acknowledging the issue
• Offer to reschedule or do a follow-up demo
• Share any resources or documentation
• Address any concerns they raised

If You Need to Reschedule

• Don't make excuses
• Be proactive: "I'd like to show you this working properly"
• Schedule within a few days if possible
• Come prepared with a working demo

Internal Debrief

• What went wrong and why?
• What could have prevented it?
• How did you recover?
• What should you do differently next time?

⚠️ Gotchas

• Panicking visibly - stay calm and professional
• Making excuses - acknowledge and move forward
• Spending too long trying to fix it - pivot quickly
• Not having a backup plan - always have one
• Ignoring their concerns - address them directly
• Not following up - always follow up after a bad demo

🔗 Links

• Demo
• Escalation
• Pre-call prep
• Battle Card: Demo Failure Response