More demos is not better

More demos is not better

When I work with clients on selecting a new system, I try very hard to limit to three the number of systems that make it to the demo stage. (We'll typically consider five or six systems prior to demos, but here I'm talking about demos specifically.) My clients will sometimes ask: "Shouldn't we be demoing more than three products?"

There are several reasons for limiting the number of demos, including:

  • Demos are "expensive" from a staff time perspective. Multiply the the number of hours you're sitting in a demo times the number of staff in the demo. For some of my clients this could mean 15-25 staff hours (or more!) for one demo. You may not see it, but there is a price for having many demos.
  • The more demos you have, the more confused staff will actually get. Even the best note-takers are likely to miss details about a given product, and after watching four or more demos, keeping track of which product does which thing becomes increasingly difficult. So more demos actually create more confusion, not more clarity.
  • Research demonstrates that the more options we're presented with, the less likely we are to make a decision. I've encountered many associations who reached out to me for help because they had looked at so many different products that they were overwhelmed and couldn't make a decision.

You should be doing your due diligence and narrowing down your choices before you have actual demos. You want to look at systems that look like solid matches on paper before you ever demo them. This way, when you're doing demos, you're looking at systems that are legitimately good options for your organization.

Wes's Wednesday Wisdom Archives

But will you DO anything with that data?

February 28, 2024

But will you DO anything with that data? I frequently exhort my clients to always answer […]

It’s not what happens, but how you react…

February 21, 2024

It’s not what happens, but how you react… “It’s not what happens to you, but […]

Saying it and doing it are two different things

February 14, 2024

Saying it and doing it are two different things When I work with my clients […]

Benefits downstream are difficult to implement

February 7, 2024

Benefits downstream are difficult to implement In my 25 years of consulting, one of the […]

Your first answer may NOT be the right answer!

January 31, 2024

Your first answer may NOT be the right answer! I’m a big believer in “go […]

You don’t have to automate EVERYTHING to be successful

January 25, 2024

You don’t have to automate EVERYTHING to be successful I was discussing a data management […]

Technology won’t solve your process problems

January 17, 2024

Technology won’t solve your process problems Over the past few years I’ve watched as many […]

“Screen noise” is a real thing. You might be able to fix it.

January 10, 2024

“Screen noise” is a real thing. You might be able to fix it. One of […]

Success Starts at the Top

December 20, 2023

Success Starts at the Top I recently had a conversation with an association staffer who was […]

Who are you bringing along?

December 13, 2023

Who are you bringing along? Last week I had the opportunity to attend the AWTC […]

Scroll to Top