Include Accessibility in the Demo Plan

Accessibility is often treated as a document request after the product has been shortlisted. For some buyers, it is part of basic usability and procurement.

Read the signal

A visual walkthrough cannot prove accessibility conformance by itself. It can, however, reveal interaction patterns and help the buyer specify what further evidence or testing they require. Avoid claiming compliance from appearances.

Make the next move

Ask whether the buyer has accessibility requirements. Provide approved documentation and involve the responsible product or accessibility owner. If appropriate, demonstrate a relevant workflow using the input methods the buyer wants to evaluate.

Language you can adapt

Illustrative wording:

Does your team have an accessibility review as part of selection? I can share the current documentation and arrange a focused test of the workflow you care about.

The wording is a starting point. Replace the problem, evidence, and request with details the buyer actually gave you. If those details are missing, ask a question before sending a polished message. Specificity makes it easier for the buyer to correct your understanding and easier for you to see whether the opportunity is moving.

Decide what happens next

Record open requirements and owners. If a requirement is not met, state the limitation accurately and discuss whether it blocks the decision.

Write the result in your deal notes as an observable fact: who responded, what they agreed to do, and when. A friendly reply is useful, but a decision, a named owner, or a scheduled review tells you more. If the next step remains vague, treat that as information about the deal rather than a reason to send the same follow-up again.

Use these examples responsibly. Describe your product, pricing, and customer results accurately, and adapt every suggestion to the buyer’s stated process.