A demo presentation lays the groundwork for acquiring a new customer. You have their undivided attention, so make sure you're giving them the best possible experience.
What is a Demo Presentation?
A demo presentation involves a visual demonstration of your product or service to potential customers. It is where you have the chance to inform about anything that will help you close the sale.
Why is the demo presentation one of the most important steps at the beginning of the sales process?
A demo presentation is one of the first times you are in personal contact with your potential customer. During this presentation, you can attract their interest while kicking off the personal relationship with the customer. So make sure to listen to what their needs are and answer all questions they might have.
I've collected 8 steps to help you make the best possible demo presentation and get you closer to winning the sale.
- Become Familiar with Your Product
- Research Your Lead
- Produce Your Offer
- Plan Your Demo
- Take Your Presentation for a Test Drive
- Avoid No-Shows
- Prepare Your Setup
- Have a Back-Up Plan
#1 - Become Familiar with Your Product
The first step is to know your product or service before selling, which perfectly makes sense. You can't sell something you don't know. Being a professional salesperson, you need to respond to any questions the potential buyer has to attract and keep their attention.
Closely follow all updates of your product and if you have the slightest concern or have any questions, ask your colleagues or people responsible. Don't be afraid to ask - you wouldn't want to be in a situation where you're asked a question you don't know the answer to. That will weaken the possibility of converting the lead into a customer.
#2 - Research Your Lead
Before any demo presentation, remember to do proper research on the person and company you're dealing with. That way, you'll have an idea of what to focus on beforehand, making your presentation easier while simultaneously giving the potential customer a great experience.
Use their website and get to know their main activities. Explore their social media platforms, read articles and reports. You basically take a dive into their universe and note all relevant information you can integrate into your presentation. When doing that, you'll give the lead a customized demonstration of your product or service, which is a breeding ground for a good relationship.
#3 - Produce Your Offer
After your in-depth research, create an ideal and relevant offer customized to your potential customer. Make the offer before the demo presentation, so you're ready to give them something concrete they can relate to.
Remember that the offer should be presented at the right time during your demo call. Don't make the offer immediately after you've said 'Hi', but wait until you have their attention and have made your selling points. If it's something they're interested in after you've made your presentation and answered all questions, you're more likely to get a yes instead of a no. So keep your offer for better timing.
Also, try to keep your demo call short, concrete, and relevant for the lead. No one wants to waste time on something that's not relevant to them.
#4 - Plan Your Demo
Make sure to have a clear plan of the steps you want to go through during your demo presentation. Write down what you want to mention in bullet points to give yourself an easy overview.
Use the plan as a guideline so you don't get surprised if the conversation takes a different turn. You don't know what the lead will ask you, which obviously will impact the topic of the demo call. Don't attach too much to the plan, so you have room for new ideas while the ongoing meeting. Instead, try to think of the plan as a checklist of things you wish to mention.
#5 - Take Your Presentation for a Test Drive
Prepare yourself for the demo presentation by rehearsing it beforehand. Please don't overdo it by rehearsing until you have memorized everything you want to say, but spend approximately 10 minutes going through what you want to say. That way, you'll ensure that you haven't missed anything that you would like to incorporate in your presentation.
Although you have to give the lead room questions, they still expect you to have an agenda and steer the meeting. And for you to do that, it's preferable to make a rough run-through to get your mindset where it needs to be.
#6 - Avoid No-Shows
Before the scheduled demo call, I recommend sending sending your prospect a reminder via e-mail or text - or both. Attach all necessary instructions on attending the meeting in the reminder to make sure they don't have any practical questions. It would be a shame to miss an opportunity because the lead got confused and gave up.
If it works for you, you can also call the lead one day before to confirm the meeting and quickly inform them about the topic of the scheduled meeting. Maybe mention that you will send out a reminder 30 minutes before with a link and practical information.
By doing this, you're one step closer to avoid wasting time by waiting on the prospect to show up if they don't intend to do so.
#7 - Prepare Your Setup
Check up on everything before you start the meeting. To avoid forgetting anything, make a list of everything that should be a-okay to host the meeting. This could be:
- Internet connection
- Screen sharing (if needed)
- A quiet room/place with no disturbances
- Your final notes
A quick tip: If you are planning to share your screen, then keep it clean. Don't have anything open that would take focus away from your presentation; for both you and the lead's sake. They should focus on what you're saying and the product only.
#8 - Have a Back-Up Plan
There's always a slight chance that issues appear before or during the meeting, especially when hosting the demo online.
To steer clear of any stressed situations, you should have a plan B at hand that will work if anything goes wrong (hope I don't jinx anything). It could be technical difficulties or questions you don't know the answers to. Always try to be on top of everything, so that no matter what happens, you're still able to give the prospect an awesome experience with you!