roduct demo is the critical part to create the awe and trust in any prospect. We may get 30 minutes to 60 minutes for the demo. We must ensure that every minute spent in that demo is worth a million dollars.

Focus on the pain point

Customers look at products to solve their pain points in short term and long term. If we can describe the pain in the way they understand and we can show how our product solves that, we may get a chance to try out the product in their environment/office. The pain must be a big one and a recurring one. If the pain does not repeat, the customer may not use the product on a long term.

Prepare well before the demo

You need to create an agenda for a shorter version of the demo 10-15 minutes and a longer version of the demo that goes beyond 30 minutes. Have a demo script like a drama script, and rehearse it. Remember, every product gives surprises only during demo times! 

Play your strength and not the features

Showing a lot of product features is not good. Focus must be on the key pain areas and the way we solve it. Do not pull the names of your competition unless asked. Many people tend to say I am better than that; but it dilutes the focus. 

A one minute demo saves 100 power point slides. Working demo is better than passive slides.

Focus on the ease of start using the product. It is always the starting trouble with every prospect. Once they start using it, you get value either in terms of money or in terms of feedback. Customers look for easy products and not the tough ones to learn. Bigger the org, longer the learning curve.

Ease of use:
  • Tell how your product can be used easily by different levels of people across the organization
  • Show user interface with valid data and not junk data
  • Show the feedback received and the way you implemented in that product
  • Show product video gallery

Sale is important; at the same time, post sale support is very important. Referral will happen only when a customer is happy with your product and the product support. Sale happens with top management, but support happens with the actual users of the product. You must win the hearts of both.

Show, Listen, Answer

Explaining a lot with words really suck. The more you talk, the more you create fatigue. Instead, keep showing more on the product. That will engage the customer more. That will make them to ask questions. Answer those questions sincerely.

  1. Focus on pain areas
  2. Show how your product solves
  3. Working demo is better than slides
  4. Explain ease of use
  5. Explain your support process

Respect the time during the demo. Irrespective of your rehearsal, the demo may change its course. But clock keeps ticking. Hence ensure you do not lose focus.

Sep 23, 2019

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