Product Demos within the B2B Gross sales Course of
Product demos and free trials appear to be the factor lately, significantly within the realm of SaaS (Software program as a Service). Everybody’s itching to get their mitts on the product earlier than making a dedication.
It’s reached some extent the place it’s an integral a part of practically each b2b gross sales cycle. Prospects crave that hands-on expertise. They wish to rise up shut and private with the product, to gauge its usability, and to see if it lives as much as the hype. They wish to expertise what they’re going to purchase, the way it feels, and the way advanced or simple it’s to make use of. Product demos have firmly entrenched themselves in the usual working process in trendy SaaS gross sales, and this development isn’t displaying any indicators of slowing down.
A product demo or trial ought to be used to validate your claims as an answer and as a device to ship a compelling story on how your product will affect their gross sales group by fixing or eradicating a present downside.
Nonetheless, what we’re witnessing because of this heightened demand for demos and trials is that gross sales professionals usually miss the mark. They rush into these shows as in the event that they’re a pitch to promote the product, and that’s a large mistake. Demos and trials are usually not showcases for the product or service, spotlighting all the flamboyant options and advantages, bells and whistles. That’s not their true function, however sadly, many in gross sales proceed to misuse them on this method, and that’s an issue.
Buyer-Centric Gross sales Demos
A product demo or trial ought to be used to validate your claims as an answer and as a device to ship a compelling story on how your product will affect their gross sales group by fixing or eradicating a present downside. In less complicated phrases, demos and trials ought to be crafted as autos to showcase how your resolution addresses their exact, quick issues. They need to by no means be lowered to mere shows of options and features.
What units them aside? Nicely, most trials or demos usually unfold like this: ‘Now, right here’s our portal web page, the place your group builds modules and shops portfolios. Subsequent, I’ll show how they will share paperwork.’ Yada, yada, yada! Frankly, no person cares.
A real demo, however, kicks off by addressing one of many particular points or challenges the shopper or prospect shared. It goes one thing like this: ‘In our earlier dialogue, you talked about your group’s battle with doc sharing and collaboration. On this a part of the demo, we’re going as an example how one can simplify doc sharing and improve collaboration with out disrupting your present file construction whereas staying compliant with federal laws.’
The Key To Profitable Gross sales Demonstrations
Dangerous demos fixate in your product, its options, and the advantages it gives. Distinctive demos, nevertheless, zero in on the shopper or prospect and the challenges they face. It’s that straightforward.
The best methodology to remain heading in the right direction and ship excellent demos and trials that prioritize the shopper over the product is to inquire about their analysis standards earlier than conducting the demo or trial. In different phrases, when a prospect requests a demo, make sure that to ascertain an settlement on what facets they intend to evaluate, the tactic of analysis they’ll make use of, and the outcomes they hope to attain. The essence right here lies in injecting self-discipline and focus into the demo or trial course of.
You wish to perceive how they’ll measure the success of the demo and the way they’ll decide if the product aligns with their wants. Armed with this perception into your shopper’s success standards for the demo or trial, you may tailor the expertise to exactly meet their desires and NEEDs. Understanding how your prospect plans to judge the demo or trial prevents wasteful vitality expenditure on the flawed facets and ensures you’re aligning your pitch with their decision-making standards.
Gross sales Demos Aren’t About Your Product
Don’t be in a rush to dive into the demo, and resist the urge to show it right into a mere showcase for the product and its options. As an alternative, leverage the demo to showcase the way it successfully resolves the real-world issues your prospect is grappling with. Remodel the demo into an expertise the place the shopper feels their troubles vanishing proper earlier than their eyes. Convey the message that implementing your services or products proper now will alleviate all their ache and frustration. That’s the type of demo that actually resonates.
No person cares concerning the bells and whistles of your product, and neither must you. The one factor that actually issues is whether or not it’ll improve their world, and that’s exactly what the demo ought to emphatically reply – YES!
In the long run, no matter you do, make sure you don’t mess up the demo.
