Are you struggling to close deals despite giving impressive product demos? Do you feel like your demos aren't doing justice to your product? Don't worry, you're not alone. Giving product demos is an art, and not everyone is good at it. But with a little effort, you can master the art of giving product demos that sell.
In this article, we will take you through three steps that you must follow and three steps that you must avoid to give a killer demo. We will also discuss three common mistakes that people make during demos and how to rectify them.
Before giving a demo, it's essential to know who you are presenting to. Do some research on the company and the person you are presenting to. Find out their pain points, goals, and how your product can help them achieve their objectives. Knowing your audience will help you tailor your demo to their specific needs and make it more relevant to them.
For example, if you are presenting to a startup founder who is looking to scale their business quickly, focus on how your product can help them achieve that. Highlight features that can help them save time, reduce costs, or increase revenue.
Also read: How to Know Your Audience Before Giving a Demo
Many people make the mistake of focusing too much on the features of their product during demos. While features are essential, what really matters to your audience are the benefits. Benefits are what your audience will get out of using your product.
For example, if you are presenting a project management tool, instead of saying "Our tool has a Gantt chart feature," say "Our tool helps you visualize project timelines and track progress more effectively." Focusing on benefits will help your audience understand how your product can solve their problems.
Also read: Give a Demo That Highlights the Benefits, Not Just Features
Humans are wired to respond to stories. Stories help us understand complex ideas and connect emotionally with the content. Use a story to showcase how your product has helped other companies. Use real-world examples and data to show how your product can solve the problems of your audience.
For example, if you are presenting a social media management tool, tell a story about how one of your clients was struggling to manage multiple social media accounts before they started using your product. Show how your product helped them save time and increase engagement with their audience.
Using industry-specific jargon can make your demo confusing and unappealing. Avoid using technical terms that your audience may not be familiar with. Use simple language that everyone can understand.
For example, instead of saying "Our software uses an algorithm to optimize search engine rankings," say "Our software helps you rank higher on Google."
While it's essential to be confident and enthusiastic during demos, don't be too pushy. Let your audience ask questions and give them time to think about your product. Pushing your product too hard can make your audience uncomfortable and may even turn them off.
During demos, your audience may give you feedback on your product. Don't ignore their feedback or dismiss it as unimportant. Listen carefully to what they have to say and take note of their concerns. Address their feedback and show them how your product can help solve their problems.
Many people make the mistake of not preparing enough for demos. They assume that they can wing it and still give a good demo. But this couldn't be further from the truth. To give a killer demo, you need to prepare thoroughly. Create a demo script and practice it multiple times before the actual presentation. Make sure you know your product inside-out and can answer any questions that your audience may have.
While it's essential to know your competition, don't make the mistake of focusing too much on them during demos. Your audience is interested in your product, not your competition. Focus on showcasing the unique features and benefits of your product that set it apart from the competition.
Following up with your audience after the demo is critical. Many people make the mistake of assuming that their audience will get back to them if they are interested in the product. But the truth is, your audience may get busy with other things and forget about your product.
Send a follow-up email after the demo thanking your audience for their time and providing additional information about your product. Keep the conversation going and answer any additional questions that they may have.
In conclusion, giving product demos that sell is an art that requires practice, preparation, and the right mindset. By following the three steps mentioned above and avoiding the three steps to avoid, you can give a killer demo that impresses your audience and closes deals. And if you make any of the three common mistakes, you now know how to rectify them. So go ahead and give that killer demo!