How can you create an effective product demo using a whiteboard?

1 Why use a whiteboard?

A whiteboard is more than just a blank canvas. It is a visual aid that can help you communicate complex ideas, illustrate features and benefits, and demonstrate value propositions. Using a whiteboard can also help you establish rapport, credibility, and trust with your audience, as you can involve them in the conversation, ask questions, and solicit feedback. A whiteboard can also help you adapt to different scenarios, customize your message, and handle objections on the fly.

2 How to prepare for a whiteboard demo?

Before you start drawing on the whiteboard, you need to do some preparation work. First, you need to understand your customer's needs, goals, challenges, and expectations. You can use tools like SPIN (Situation, Problem, Implication, Need-payoff) or BANT (Budget, Authority, Need, Timeline) to qualify your prospects and identify their pain points. Second, you need to define your objective, value proposition, and key messages. You can use tools like AIDA (Attention, Interest, Desire, Action) or PAS (Problem, Agitate, Solution) to structure your presentation and persuade your audience. Third, you need to plan your whiteboard layout, content, and flow. You can use tools like mind maps, storyboards, or sketches to organize your ideas and create a logical sequence.

3 How to execute a whiteboard demo?

When you are ready to deliver your whiteboard demo, you need to follow some best practices to ensure a smooth and effective performance. First, you need to set the stage, introduce yourself and your solution, and explain the agenda and the purpose of the whiteboard. You can also ask for permission to use the whiteboard and invite your audience to participate. Second, you need to draw attention, interest, and desire by presenting the problem, the solution, and the benefits. You can use colors, symbols, diagrams, and metaphors to make your whiteboard more appealing and memorable. You can also use stories, anecdotes, and examples to make your whiteboard more relevant and relatable. Third, you need to call for action by summarizing the key points, addressing any objections or questions, and asking for the next steps. You can also use the whiteboard to show the ROI, the timeline, or the comparison with competitors.

4 How to follow up after a whiteboard demo?

After you finish your whiteboard demo, you need to take some steps to reinforce your message and move the deal forward. First, you need to thank your audience for their time and attention, and ask for their feedback and impressions. You can also use the whiteboard to review the main takeaways and highlight the value proposition. Second, you need to send a follow-up email or message, and attach a copy or a photo of your whiteboard. You can also include a summary of the discussion, a recap of the benefits, and a clear call to action. Third, you need to stay in touch and nurture the relationship, and provide any additional information or support that your prospects may need.

5 What are the benefits of using a whiteboard?

Using a whiteboard for your product demo can bring you many benefits, such as differentiating yourself from the competition, engaging your audience, simplifying complex concepts, customizing the presentation, and demonstrating your flexibility. It can help you showcase your expertise and creativity, make people feel more involved and valued, make concepts easier to understand and remember, tailor the presentation to customer needs and preferences, and handle unexpected situations or objections.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?