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So you’re ready to make the big presentation… for a new product, a new campaign, a new venture. Maybe you’re seeking feedback, or maybe it’s just a status report. The natural instinct is to make things look as ‘good’ and as ‘finished’ as possible. But it may actually be in your interest to back off, and even manage expectations a little lower.

This very clever, and somewhat counterintuitive insight comes from a post today at Creating Passionate Users called “Don’t Make the Demo Look Done”. The post discusses this in the context of doing software demos, but it occurred to me that the concept also extends to many of the presentations we make in marketing and sales.

In short… the level of ‘completeness’ of the presented item can impact the level at which people direct their comments. The more ‘done’ it looks, the narrower and more specific the comments will tend to be. If you’re looking for input at a very broad level (ie. “Should we launch a new print ad campaign?”), it doesn’t help if the feedback is too narrow (ie. “I think the ad should have more reds and fewer blues.”).

 Check out the linked post, it’s thought provoking.

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