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Product demos are a powerful tool for closing deals and gaining customer trust. They allow prospects to get an up close and personal look at your product before they make a purchase decision.
If you want your demo to knock the socks off of potential customers, there are some tweaks that you can make to improve the experience.
Let's look at how you can step up your demo game and start closing more deals.
When going into a demo, it's essential to be prepared.
This means clearly understanding what you intend to show your prospect during the demo and ensuring everything is set up correctly beforehand.
Practice with the software beforehand so that you know how it works in depth and can answer any questions that may arise during the call.
Being well-prepared will help ensure that everything runs smoothly and give prospects confidence in your product.
For example, suppose they ask a question, and you cannot give them an answer. In that case, it could leave them feeling as though your product is not reliable or trustworthy.
Or, if the software is not working correctly during the demo, it could frustrate and annoy them.
Of course, this doesn't mean that every demo has to be perfect. However, it does mean that you should put in the effort to ensure that the prospect gets a positive experience.
Some especially crucial areas to focus on include:
Also, have backup plans if something goes awry, such as a technical issue or an unprepared prospect.
It's essential to tailor your demos specifically for each prospect, so they feel like they are getting a personalized experience.
Research their industry or business model before the call so you can focus on features or functionalities that would be most beneficial for them specifically.
This shows them that you understand their needs and highlights the value of investing in your product over competitors who may offer fewer customization options.
If the prospect is in the retail industry, you could focus on features such as inventory tracking and customer segmentation. If they are a software company, you could focus on features such as integrations and automation.
By showing prospects how your product can help them achieve their specific goals, you increase their chances of investing in your product or service.
Your prospects will likely have questions or feedback throughout the demo process, so listening closely and addressing any concerns about the product or solution being presented is essential.
Asking follow-up questions also allows customers to provide additional insight into their needs. This further enhances the customizability of your offering for them specifically, which will help increase customer satisfaction overall once they become paying customers.
By asking questions and listening carefully to what your prospects say during the demo, you can gain valuable insight into their needs and how best to tailor the offering to meet those needs.
Some questions to consider during a demo include:
By understanding what the prospect is looking for, you can provide a more personalized demo that could differentiate between a sale and a lost opportunity.
It's essential to take notes throughout the demo process and keep track of any questions or feedback that may have arisen. This will allow you to follow up with the prospect after the call to ensure that you answered all of their questions and that they clearly understand the product's capabilities.
Also, this allows you to provide detailed feedback to your development team about any changes or added features needed to serve the customers needs better.
Thank the prospect for their time and reiterate your value proposition. This can strengthen the connection between you and the prospect.
Once the demo is complete, you'll want to follow up with the prospect to see if any questions or concerns still need to be addressed. This is also an excellent opportunity to thank them for their time and reiterate the value of your offering.
Suppose the prospect is still interested in investing in the product. You can discuss pricing or provide additional resources, such as case studies or testimonials.
Following up with the prospect after the demo will show them that you value their opinion and are there to help ensure they get the most out of your product or service.
If the prospect is still on the fence about investing in your product, you could offer a free trial to get them started and give them a taste of your product's value.
Or, if they're already sold on the idea, you could use this as an opportunity to upsell them on additional features or services that may benefit their business.
By following up with the prospect after a demo, you demonstrate that you're committed to providing a great customer experience and increasing the chances of them investing in your product or service.
Product demos effectively introduce prospects to your product or service and convince them why they need it in their lives (or businesses).
By being prepared, focusing on relevancy, and listening closely during demos, you can create tailored experiences that convert.
With these tips in mind, you should be able to quickly improve your existing demo process and start closing more deals right away!
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