Hi! Welcome to Snovio!
I am Kseniia and in today's video we will talk about how to perform demos
that convert leads into paying customers.
Getting a lead to a demo is half the sale,
but the demo can make or break the deal with the prospect.
That’s why we've prepared some tips that’ll help you perform demos people love.
Do some homework before the demo.
It’s incredibly important to research your prospect before the demo.
Just a little time spent on gathering the information about the person
you’ll be performing the demo for
and their company will help you understand who you are going to talk to much better.
And the person will appreciate your research too,
making the chances of converting them a bit higher!
Here’s what to look for:
The prospect: their position in the company
and their responsibilities. You can find this info on their LinkedIn profile.
The company:
have a look at “About us” or “About Company” sections on their website,
browse their’s social media profiles, and even company YouTube channel.
This will help you to understand what product or service this company offers.
Their customers:
browse through testimonials, case studies and customer logos on their landing page.
This information will give you the understanding of their target audience
and how you can be of help in attracting them.
Their activity on your website: find out which pages they've visited,
which blog articles they’ve read,
whether they downloaded any free materials you shared with them.
This information will help you understand just how sale-ready they are
and which product or service you offer interest them the most.
Invite all the decision makers
In most cases the person that will attend the demo
is not the person in charge of making the decision to purchase.
So figure out who else you may need to convince
and ask your attendees to invite the decision-makers to join the demo with them.
This will save your attendees the time
and yield better results when it comes to conversions.
This can be done in an email prior the demo, during the discovery call,
or during the demo itself by scheduling a follow-up demo call.
Ask your client about their business needs and goals.
Determine what led your prospect to book a demo with you, specifically
what their needs are and what goals they want to achieve with your solution.
This will give you a better understanding of what they expect.
Moreover it’ll help you adjust your presentation to their case.
Talk about the problems they can solve with your solution, not about the features.
Sales demos are not about what a product can do.
You may have cutting-edge features
but that's not what your prospects have come for.
They have come for the solution to their problem
and that's what you need to be focused on.
Show them the features that will eliminate their pain points.
The best practice is to start the demo with the killer feature
that will hit the core of their business challenge.
Show them the features that resolves their major frustration
or helps them achieve their goals faster and easier.
Engage with your prospect during the presentation.
Remember - a demo is not your sales monologue.
If you are constantly talking,
your prospect will quickly get bored or distracted, or even confused
but too uncomfortable to interrupt you.
If you say something your prospect doesn't understand,
they won't usually ask you what it means.
So make sure you pay attention to your prospect
and make them feel good about your product.
Make your explanations clear and easy and ask questions too.
For example: after showing them what your product can do for them, ask:
How do you rate this feature on helpfulness on a scale from 0 to 10?
Would you like to try it right after the demo?
Make sure the most important points of the demo get stuck in your prospect's mind.
At the end of the demo you will have talked about a lot of different things.
How can you make sure
that your prospect remembers the most important benefits of your product?
Ask some questions! Like:
- What were the key features/points you found useful?
What did you find the most impactful for your business from our conversation?
It is a great way to get feedback from your prospect
and highlight the most important points once again
by putting a stress on the value they will get.
Finish with a neat close.
You need to end your demo with a clear call to action statement.
Your task is to get your prospect to take the next step -
whether it’s the next step in the conversion funnel or the actual purchasing.
Never leave your prospect with
“Thanks for your time. Have a great day”
without scheduling on what`s going to happen next.
These tips will help you make your demo useful for your prospect.
But there’re two extra things that you need to take care of
for your demos to work the way you want them to.
Plan your demo beforehand.
Create a clear structure for your demo.
Your presentation should follow a certain agenda
that is tailored to your prospect’s challenges and business goals.
Your effective agenda may look like this:
Intro - this is the time to establish the connection with your prospect.
Start with the small talk
or mention something that happened in the prospect`s professional life.
The main goal is to establish the rapport
and set the mood for further conversation making your prospect feel more comfortable.
Qualification - at this stage figure out the prospect`s main pain points
or goals by asking correct qualifying questions.
Solution - focus on solving the prospect`s main pain points
by showing them the features that will help with their challenges.
Don`t forget to always engage with your prospect during this stage.
It should not be a lecture.
Next steps - time to summarize the conversation
and briefly look back at the features that will bring the most value to your prospect.
Then, set the next steps your prospect should take to move the deal forward.
Send a post-demo email.
Follow up with your prospect right after the demo.
Send them a note with a short summary of your conversation
with key aspects you've discussed during the session.
You may attach an additional useful material or
even the recording of your call.
This will help your prospect to keep in mind the most important points
and gives them the opportunity to look back
and refresh your conversation in mind before making their decision.
A quality product demo is the key to a successfully closed deal.
Making it just right definitely needs some preparation,
but these tips will help you perform demos that convert
and create an exceptional customer experience.
Make sure to check out our guides on how to qualify leads correctly
and create a lead scoring system that will help you close more deals.
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See you.