8 Steps To Delivering A Killer Demo – Pt.1
A good demonstration can make or break a deal. We’ve all seen a range of pitches and presentations. We’ve all hidden behind our hands in horror, but not often enough sat slack-jawed in amazement. Why aren’t we often impressed? How can you deliver a killer demo?
Honestly, it is very difficult to make the same content fun when you deliver the same speech eight times a day, five days a week, every month. There is a reason why only a few actors amaze us on day 187 of a West End show, we can tell that a lot of the words have lost their meaning to them.
We know how hard it is to create that magic moment between salesperson and prospect during a demo. That is why we have made an 8-point list to set you on the right track. So, let’s get started…
1. Make sure your prospect is ready
A demonstration of your product will require a commitment of time – yours and theirs. It also will involve a lot of information. Are they ready to take this onboard? Will they really understand it in terms of how they would benefit from your product?
They might be ready early in the sales process as they have done their homework on your company. Equally, they may be a returning prospect who you have dealt with before. However, chances are that they like the idea of what you are selling but haven’t really found out the basics of your possible transaction, these being product fit, implementation impact, buy-in from their peers and, of course, costs.
If possible, don’t waste valuable time with a full demonstration until you are ready to talk about the finer details.
It might be that you need to create an overview demonstration. This would be a very brief look into the product or service you provide to help bridge the gap between this interest and commitment period in the sales process.
2. Personalize the demo
Ditch the set script. It seems obvious but so few actually take the time to create a demo specifically for each client. Once you have convinced a prospect to commit to a demonstration with you (online or face-to-face) your job isn’t done. You need to use the demo to show how amazing your product and show that you listened to their needs.
The demo is really your first chance to show your outstanding customer service. Making the content tailored to their business challenges will not only prove that your product can help solve these issues but will demonstrate that you (and your company by extension) make your prospects needs a priority.
Only 3% of people consider salespeople to be trustworthy (Source)
A well-created demo will show the value of your company, not just your product, to a prospect. It will also begin to build trust in your on-going relationship. You need to prioritize addressing what your prospect wants to achieve with your product and make every moment of your demo count.
3. Set an agenda ahead of time and agree on it with your prospect
If you have done your homework, and we hope you have by now, you will have a focussed plan on what you are going to cover during your demo.
Map out all of the issues your prospect has that they think your product can solve, plus the ones they may not have thought of yet and put them in order of importance. Remember that this is importance according to your prospect, not you or what fits best with your usual demo content.
Be clear in your pre-demo communications (and again on the day) of what solutions you are showing your prospect. If you can solve their biggest issues up-front in the demo you will have their attention for all the little extras you may be trying to up-sell. Also, having an agenda split into their concerns will allow for regular breaks to discuss each section with your prospect, keeping them engaged and the whole demo moving forward.
Now that we have your attention why not check out our free whitepaper Social Selling: A Manager’s Guide on everything you need to know to get started selling yourself and your product through social channels?
Click here to read part 2 of our blog to find out our top tips in points 4 through 8 to deliver your own killer demo.