October 1st, 2020

Ace Your Demo Call: 8 Tips for Effective Preparation

When acquiring new customers, a captivating demo presentation can make all the difference. Showcase your product or service most impressively and seal the deal.
CSO @Adversus

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 is a powerful tool that visually showcases your product or service to potential customers. It plays a crucial role in the early stages of the sales process, offering the opportunity to inform and persuade effectively.

Why is the demo presentation so vital in the initial sales process?

It marks one of the first personal interactions with your potential customers. Through this presentation, you can pique their interest and establish a personal rapport. By attentively listening to their needs and addressing their questions, you can lay the foundation for a successful relationship.

To help you create an impactful demo presentation and enhance your chances of winning the sale, here are 8 essential steps to follow.

  1. Become Familiar with Your Product
  2. Research Your Lead
  3. Produce Your Offer
  4. Plan Your Demo
  5. Take Your Presentation for a Test Drive
  6. Avoid No-Shows
  7. Prepare Your Setup
  8. Have a Back-Up Plan

#1 Become Familiar with Your Product

Before making any sales pitch, it's essential to have a thorough understanding of your product or service. This fundamental step is crucial as you cannot effectively sell something you're not well-informed about. As a professional salesperson, your ability to respond to potential buyers' questions is what will captivate and retain their attention.

Stay updated on all product developments, and if you ever have doubts or queries, don't hesitate to seek assistance from your colleagues or the relevant experts.

Embrace the notion of asking questions; it's better to clarify uncertainties than be caught off-guard and risk hindering the lead's journey toward becoming a valued customer.


#2 - Research Your Lead

Before delivering your demo presentation, invest time in thorough research about the individual and the company you'll be presenting to. This helps you tailor your presentation to their specific needs, making the entire experience more engaging for the potential customer.

Utilize their website to understand their core activities and explore their social media presence, reading articles and reports to gain valuable insights.

By immersing yourself in their world, you can gather relevant information to integrate into your presentation. This personalized approach creates a strong foundation for a positive relationship with the lead, increasing the likelihood of a successful outcome.

Group 57 (1)

#3 - Produce Your Offer

Building on your extensive research, create an ideal and tailored offer that aligns perfectly with your potential customer's needs. Present this offer prior to the demo presentation, ensuring you provide them with something tangible to connect with.

Timing is key when presenting your offer during the demo call. Avoid presenting it immediately after your initial greeting; instead, wait until you have captured their full attention and effectively highlighted your selling points.

By waiting until the right moment, usually after you've made your presentation and addressed all their questions, you increase the chances of receiving a positive response. So, hold onto your offer for optimal timing and maximize your chances of a favorable outcome.

Also, keep your demo call short, concrete, and relevant for the lead. No one wants to waste time on something irrelevant to them.

#4 - Plan Your Demo

Ensure you have a well-defined plan outlining the key steps for your demo presentation. Prioritize and create bullet points with the important topics you want to cover, giving yourself a clear and organized overview.

While the plan serves as a guideline, be prepared for unexpected turns in the conversation. You never know what questions the lead may ask, which can influence the direction of the demo call. Stay flexible and open to new ideas as the meeting progresses. Consider the plan more like a checklist of essential points you wish to cover rather than a rigid script.


#5 - Take Your Presentation for a Test Drive

Group 59

While giving the lead space for questions is important, they also expect you to take the lead and steer the meeting. To achieve this, it's beneficial to conduct a rough run-through to get yourself in the right mindset.

Rehearse your demo presentation in advance, but avoid memorizing every word.

Instead, aim to be well-prepared and comfortable with each topic you plan to cover. Focus on transitioning smoothly from one point to the next to ensure a fluent and engaging presentation, while still allowing for flexibility to address the lead's inquiries effectively.


#6 - Avoid No-Shows

Before the scheduled demo call, I recommend sending your prospect a reminder via e-mail or text - or both. 

To ensure a smooth and successful meeting, include all necessary instructions for attending the meeting in the reminder. This will prevent any confusion or practical questions that may arise. Missing out on an opportunity due to lead confusion would be unfortunate.

If suitable, consider calling the lead one day before the meeting to confirm their attendance and provide a brief overview of the scheduled topic. Mention that you'll send a reminder 30 minutes before the meeting with a link and practical information.

Taking these steps will help you avoid wasting time waiting for a prospect who may not intend to attend, ensuring efficient use of everyone's time.

Group 60

#7 - Prepare Your Setup

Check up on everything before you start the meeting. Make a list of everything that should be a-okay to host the meeting. This could be: 

  • Internet connection
  • Microphone
  • Screen sharing (if needed)
  • Webcam
  • 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

Having a plan B ready can save the day in case something unexpected occurs (fingers crossed it won't). This plan B should cover contingencies for technical difficulties or addressing questions you may not have immediate answers to.

By being well-prepared, you can ensure a smooth and positive experience for the prospect, regardless of any unforeseen challenges.

Example of a Plan B: In case of technical difficulties during the online demo, always have a backup platform or alternative communication method ready. If the video conferencing software encounters issues, you can switch to a different platform or quickly set up a conference call to continue the presentation smoothly.

Additionally, if you come across a question that you don't know the answer to, assure the prospect that you'll follow up with a detailed response after the meeting. This demonstrates your commitment to providing accurate information, and maintains a positive impression even in challenging situations.


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