September 9, 2020
And if you’re in sales, this can be your golden opportunity to get your lead targets higher.
If you believe that by following a sales pitch is enough to get you the leads you need to reach your target, you may want to stop settling for less.
Wouldn’t you like it if you got more leads than your actual sales target?
Wouldn’t you like it if you could express better to your leads about the product rather than just speaking over the phone continuously or just blankly seeing their faces?
There is one thing you need to understand, your prospects would rather prefer you conducting actions related to your product rather than just speaking about it.‘’87% of Gen Z prefers branded videos or ads that show someone talking about a product.’’
If you want to sell better than your competitors, if you want to not just ace your sales target but do more, you need to start applying the product demo technique.
Product demos work a great way to sell your product, in fact, it creates quite an impression in the minds of your prospects.
Yet multiple brands fail to do it right, but for your brand, we have curated the vital content that can help you get started with it.
What to expect in this article?
Let’s get started.
Video link: https://youtu.be/9RJZMSsH7-g
As you can see in the video, Slack just makes it so easy to understand what it is, why you need to use this platform, and how you can make great use of it to increase your work productivity.
This is exactly what product demos are all about.
Product demos are videos or presentations that speak more about your product, its features, its benefits, how it works, and more. It is a great way to sell to your prospects because it is attractive, it captures your prospects attention, as you turn every slide, your prospects will listen more and will be able to visualize better.
Let’s understand this with an example:
Now you have seen the video of Slack, how they present their product, when you were watching it, were you able to conduct the following actions:
If you were able to answer even yes to one of the above questions, this video has marked an impression in your mind. So now what would happen?
You would go ahead and think of this product and would be compelled to give it a try and thus you convert to become a lead for Slack.
This is the power of product demos for brands especially in the form of videos. ‘’ 92% of marketers who use video say it’s an important part of their marketing strategy — up from 78% in 2015.’’
Let’s learn more about product demos by understanding the impact it can hold on your sales activities.
If you were reading a blog and while scrolling you stumble upon a video in bright colours, wouldn’t you view that video?
This is exactly what product demos are all about, it lets you create the finest and attractive product presentation that can help you cater to your prospect’s attention for longer. When your product demos continue to explain each feature or benefits with images, that will stick around your prospect’s mind for long.
When you exhibit your product, you are also assuring your prospect that this is what will happen when they start using the product. This works as a sign of proof to sell to your prospects that what they see is what they get.
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If you’re telling your prospects that they just need one click to get connected to a network, that is exactly what will happen and when you exhibit this in a more visual form it adds better impact than just speaking about it.
Have you noticed at times you tend to remember the brand’s product but fail to remember the brand’s name?
This has happened because you saw something related to the brand that is helping you remember it better and this is exactly what product demos will help you achieve. With curiosity, you will want to search for that brand and try out their product.
The best way to sell any product is to show it rather than just speak about it. When you exhibit how your brand’s product is better than your competitors, it shows value, when you exhibit how your product works and how easy it is to get started with, it shows value.
A product demo aims to help your prospect understand easily why they need to invest in your product, what makes your product stand out, how your product can work with their revenue, and more.
Now that we have this covered about the impact of product demos on your sales actions, let’s head to prep you on how you can conduct this technique with the right tips.
A maximum of 15 to 20 minutes is a great time to keep your prospect’s attention retained towards your product demos. The main agenda here is you need to present the main reason why you want your prospect to indulge in your product and this product demo is going to explain that hence it is best to keep only the essential information in the demo.
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If you believe that going on about your product for an hour will help your prospects to be convinced, you are wrong, it can take just 15 minutes for your prospect to decide whether they want to invest in your product or not. Focus more on delivering your product benefits and how can your product help the prospect to grow better.
Let’s understand this with an example:
If you have a software and you believe that it can help you generate better leads you would explain to your prospects how that is done and how your product can help increase their lead count with it. This will retain your prospect’s attention for a long time.
Remember your telling your prospect why they need to invest in your solution so make it sound like a great conversation taking place. Start with your greetings and continue to speak about your product stating its existence, prospect needs, how the product can help cater to the needs, and more.
Don’t make the process sound like a sales pitch, instead make it sound like you are genuinely helping them find their needs.
An agenda here means giving you prospects the interest of understanding what the product demo will cover, all the topics that you will speak about, and more so that they are aware of what is being discussed and can understand the purpose of your product better.
When you conduct your product demos, start to observe your prospects, try speaking like them, and communicate how they are doing with you. Understand their body language, if they are looking away, capture their attention with a question or move to a topic they would like to hear more about.
The main focus here is to make your prospect grasp as much information as they can to consider an investment in your product.
This is a great opportunity to learn more about prospects, allow your prospects to question your product so that they can learn better. From your end, you can ask your prospects questions such as what are they looking for, what are their expectations, and more so that you can sell your product to them better.
For instance, say that your prospect is looking for a tool that is affordable and can help in better lead generation, you can then explain your pricing packages accordingly and share features that will interest them to invest in your product.
Your product will have multiple features but that doesn’t mean that you need to exhibit all of them, you need to understand that your prospects main interest is how your product can help cater to their needs so when you present the vital features about your product, you also can continue explaining the benefits of it as well.
For instance, say that you have a feature A, this is an important feature so when explaining this feature, you can state why it is important and the benefits it holds, this will help your prospect to understand it better. Ensure that your only exhibit features that are important and necessary.
Before your demo calls ensure that everything is working well and all is in place, in case you encounter an error, be calm and cool and speak like it is your first time encountering it. , Move away from the subject and focus on what you really want to deliver.
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Whether you conduct your product demos via calls or face to face, ensure that you are ending it at the right time, as stated earlier 15-20 minutes is enough to deliver what your product offers. Never move away from time and finish your product demo in a good way.
When you have completed the product demo ensure that you quickly summarize what is being covered so that your prospects are reminded of everything that is being covered, ensure that you ask any questions, or clarify any doubts in the end as well.
Now after your product demo, the next thing to do is understand whether all that time and effort was put to good use or not. Observe your sales calls and track the performance of your sales so that you are aware that your product demos are indeed giving you that sale.
These tips can help you get started with creating the best product demos you can with your product, but do you know we also have something that can help enhance this technique process, an expert opinion on how you can use another set of product demo tips along with the tips you’ve just read.
Mr Robert Falcone, who is a Co founder of his startup and now is working at Monetate has the experience of how product demos are and what works best since he has done multiple of them himself, he has shared his wise tips in an online article when he was doing the same for Monetate that can be helpful to you.
1. ‘’Good demos don’t have to be perfect for the product. They have to be perfect for the audience.’’
2. ‘’You don’t want a rock solid, set-in-stone plan. You want a playbook. You want to know all the plays but only run the ones you need in the moment.’
3. ‘’Unless you make yourself clear and relevant, customers will go with whatever company or competitor shows off the shiniest new object.’’
4. ‘’As quickly as possible, get to ‘here’s what you told me your goal is, here’s the challenge you told me is in the way, here’s what it will look like when our product takes down that challenge.’’
5. ‘’Mirror the energy in the room, the words they use, how they talk about their product and your product. You’ll understand each other that much faster.’’
6. ‘’Kick off your demo with the outcome that everyone in the room wants. Make it clear how much better their lives and jobs could be if they used your product. Then pull back and explain why.’’
7. ‘’Control questions and answers throughout the demo so that you’re keeping people engaged, constantly reinforcing your selling points, and fully understanding what they want from your product.’’
8. ‘’Get to know your audience as well as you possibly can, down to their individual profiles. Do the legwork this requires beforehand, and take five minutes at the very beginning to understand their goals, challenges and needs in real time.’’
And this is exactly what you need to give them, a well decked up video that will convert your prospects attention to learn more about it by investing in your product.
Luckily for you, you have everything you need to get started, sales is difficult but it isn’t impossible, you have the tricks from the best in your industry, it’s time you crack that lead.
So, tell us what did you think of this article? Was it helpful? Would you like to add to the content or share your opinion on the same?
We would love to hear from you, reach out to us with your tweet.
Never underestimate the power of passion. With over 17 years of experience in building internet businesses, 5 successful bootstrapped b2b brands. Sathish spends most of his time executing ideas into niche internet brands through a lean team and enjoys being a wanderlust.
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