So, you’re the one entrusted with this important job. That’s to present your product to your potential customers. Product demo is an important part of your marketing strategy. This is your chance to show to the world what’s so great about your product that they need to have it. How do you do it? It should be simple, huh? Just tell them everything about your product, what it does, and how it works, right? Wrong. Experts say that the reason why a product demo fails is exactly that it’s focused on the product. Does it confuse you? Read on and we’ll tell you how you can do your product demo the right way.
Personalise your product demo
Your product demo shouldn’t be generic. It would sound like a worn out speech that wouldn’t help you get through your potential customer. What you need to do is to study where your customers are coming from. If you’re presenting to a company, do your research about that company. Check their website, annual reports, published interviews, all the relevant information that you can gather to determine their interests and needs. Then, customise your product demo to match their specific interests and needs.
Set an agenda
Confirm your meeting schedule with your customers and inform them of the agenda. Tell them the points that will be covered during your meeting. This will manage expectations on both ends. Setting a schedule will also let your customers know that you’re focused on your objective and you’re not wasting their precious time.
Allow the customer to own the product
You do this by telling a story where the main character is your customer. Find situations where he or she will need your product the most and narrate the events that unfold. Hint: It should end with your product saving the day for your customer. This would highlight the value that your product is offering to your customers.
Be prepared
You should always be prepared when you conduct your product demo. Rehearse what you’ll say and how you’ll deliver it. Anticipate what issues they’ll raise and find answers for them. Prepare the things that you’ll need for your demo. And always have a backup plan in case something goes wrong.
Call to action
Your product demo should end with a call to action whether it’s to seal the deal or another meeting to discuss with finance and higher management. This brings you closer to making that sale which is why you’re doing the demo in the first place, right? It would be anticlimactic if you don’t do so. Don’t waste this opportunity to push for that sale.
Keep calm and exude confidence
Relax. You’ve prepared for this. Keep yourself calm. Your customers could sense when you’re nervous. It would come across as not having confidence in yourself or your product.
Wrapping It Up
The best product demo is one that’s not focused on your product. Rather, it’s focused on your customer and the value that he or she should see in your product. Personalise your approach to each customer so that you can make your product relevant to that person or company. Do this confidently then seal the deal. That’s how you make the right product demo!
