A product demo goes a long way when trying to sell your business’ product or services. For some businesses, it can make or break the sale. And so, as a salesperson, you must do everything you can to make your product relevant to your prospect.
How to Do a Product Demo Successfully
A successful product demonstration includes describing the product well but also making it relevant and useful to the prospect. So, what do you need to keep in mind while preparing for a product demo? Here are some ways you can create a solid demo.
1. Study the Product Well
Nothing puts prospects off more than a salesperson who doesn’t know the product they are selling. To be able to sell during the product demo, you first need to know what the product is and how it can benefit your audience.
For instance, if you are selling a new version of a product or service, make sure you understand what comes with the new version before the demo. Pay attention to new features, technical details, and more. Essentially, be prepared for questions about the product or related processes.
2. Research Your Client
Every prospect is unique and has specific circumstances under which they are considering your product. Therefore, it is important that you are able to present your product or service as the ideal solution. To do that, you first need to know relevant information about your prospect. Do your research and study your client before the product demo.
Don’t just Google their name and skim their website. Understand their service, number of employees, size of the company, essential needs, and so on. Look through their LinkedIn page and social media accounts. Read their press releases, articles, interviews, and industry reports. You may even choose to see what their competitors are doing to see if you can help them achieve it.
There are plenty of helpful tools for salespeople to research potential customers.
3. Craft Your Offer, Rehearse, and Personalize
Once you have the right knowledge about the prospect, you can craft a personalized offer that is relevant to them. A successful sales demo not only demonstrates the product but highlights and identifies it as a solution to an existing problem. When creating your offer and product demo, consider these questions:
- What are the prospect’s common challenges?
- What are the main areas of concern in their industry?
- Which features or sub-features of your product/service can solve their problem?
- Are all features applicable and relevant? Which features should I pay more attention to?
- What is the best way to describe the features? Can I use examples that are similar to the prospect’s situation?
4. Have a Plan (and a Plan B)
Plan out exactly how you want this product demonstration to go. Write down each point to cover. Map out the sequence of topics you want to bring up. Highlight portions you want to repeat or reinforce. Revisit and rehearse the plan a few times until you feel comfortable.
Create a plan B in case things don’t pan out the way you want them to. For instance, your internet or phone connection may not be good or your prospect may have to cancel. What can you do to continue this conversation? Have backup software or communication tools ready to go. In case the product demo gets rescheduled, have other activities that you can pour your energy into.
5. Make the Call Confidently
Finally, once you are ready to make your call, make sure that:
- Your internet and VoIP phone service are strong.
- Make sure your communication tool is working well.
- Your microphone (and camera, if applicable) is on and works.
- The software for the product demo is ready.
- Your plan A and B are both readily available.
- Keep relevant websites and tabs open.
- Keep your CRM or notebook ready to take notes.
All Set to Create the Ultimate Demo
As a successful salesperson, it is your job to do the extra work that will give you better chances of making a sale. With all of this in place, you can confidently make the call and focus on giving an excellent product demo!
