Do you have a Product Demo coming up? Are you really wondering how to given an amazing Product Demo?
This is such a cliche! To break hearts, there is no such thing as an Amazing Product Demo, unless you are able to move the needle/prospect to the next stage in the Sales pipeline
As Account Executives/SDR/Entrepreneurs, we all like to believe that we gave an amazing Product Demo and hence prospect should naturally progress to the next stage!
Amazing Product Demo’s that lead to the natural outcome of aligning what the Prospect wants to acheive ny end the demo truly determines the next step.
Hence its critical to identify and align the Demo outcomes to goals to ensure that the Product Demo has an Amazing Outcome!
Here are few tips that will help
- Set the Agenda
- Prior to the demo call, a discovery call should have happened to understand the challenges or pain points that the prospect is facing in their organization
- Agree on the outcomes of the call
- Agree on Next Steps of the call (either moving forward or agreeing to part)
For example, I might say something like:
“Hey Bob, last time we spoke you mentioned X. So what I want to cover today is how we are going to use [feature] to help you increase the efficiency and effectiveness of your employees…”
After that brief opener, I’m into the story I chose to address his specific need.
2. Pitch your Product
- Use Story Telling format to describe the use case in consideration
- Use VFP framework to describe Product functionality better
- Value Proposition –> Feature –> Benefit
- Seek constant validations/feedback from the prospect to keep the engagement high
3. Share Case Study/Success Stories
- Share similar solutions applied to the same industry/Company size/challenges
- Share testimonials
- Provide successful stories of great outcomes
4. Demo Length
- There is a difference between Demo length and Meeting Length. THe meeting length can be longer than the Demo length.
- Typically Demo Meetings, last 45 – 60 mins, while the actual demo is only for 20-30 mins targetting specific paint points that can demonstrate the highest Value for decision making.
- Exceeding demo lengths are possible, only if the prospects demands and agrees to spend undivided time and attention to you.
5. Pricing
- Talk about pricing only when the prospect wants to and not when you want to
- If you’ve done your job interesting your prospect, they will bring up pricing when they feel comfortable. Trust me.
- You can share some information about pricing at this point in the demo, saying something like “pricing ranges from X to Y.” But don’t negotiate or settle on anything until you’re ready to deliver a formal proposal.
6. Now Seek Feedback
Even towards the end of your demo, prospects are still trying to paint a picture in their heads of how your solution can help their team. You can help them draw some of those lines and fill in the color by giving them one (or more) of the T.E.D. framework:
- Tell me how you think this solution would fit in with your team
- Explain to me how you think this could help you and your team
- Describe to me where you think your team could be with this solution in place
7. Closure of the Meeting
- Review the agenda – achieved Vs not achieved
- Review the goals – achieved Vs not achieved
- Agree on the next steps
- if moving forward, agree and see the next meeting date during the call itself (Send meeting invite and seek acceptance) before you drop off the meeting!
Look to keep the demos simple and honest. Start with a deck, and just show the parts of the platform that you know will make the biggest, most immediate impact for the prospect.
Don’t use a ton of software or tools in the demo itself. Still, using some tools like LimeLite draw focus to features around the use cases of the story.