New companies and innovations have created an increasingly competitive sales environment. This means that more than ever before, it is crucial to stand out during the sales process. The easiest and most popular way to achieve this is with a good pre-sales demo.
This is a key element to master to convert leads into sales. This article walks you through what a pre-sales demo is, the benefits you can derive from it, and a few tips and tricks on how to master the process.
What is a Pre-Sales Demo?
A pre-sales demo refers to a demonstration done to show a potential client what they can expect from the product or service you offer before deciding whether they want to buy into it or not.
This can be in the form of an online platform, a walkthrough video or virtual experience, a live experience, and more. The route you take will depend on what you are offering, and how it is best demonstrated.
In a pre-sales demo, you want to achieve an experience that is as close to using the actual product as possible for it to be a successful sales demo. Many adopt creative methods and approaches to the pre-sales demo so that the client is left with a good first impression.
Regardless of the type of demo you want to use, there are a few things you need to consider when putting together a pre-sales demo that applies to every situation.
Tips for a Captivating Pre-Sales Demo
Make it Memorable
The first thing you need to consider is that you want to leave a positive and lasting impression on the potential client. In increasingly saturated markets, the last thing you want is for your pre-sales demo to blend in with the others.
You need to ensure that it has a creative twist and stands out to the clients so that they remember it and are likely to come back to it in their decision process. Whether you look to add a surprising element to the presentation, you add in an interactive activity that makes it enjoyable, or you simply catch them off guard with some in-depth research into their business, make it a demo they will not soon forget.
A small thing you can do which yields big results is personalizing a pre-sales demo for the particular client. After all, every client will be different with their individual needs, and showing them that you understand and can cater to that will leave a great impression.
You can do anything from adding their logo and business name into the demo to tweaking certain details to align with their needs and interests. You could even include research, data, and graphs that speak to their business activity.
Gather and Use Feedback
After every pre-sales demo, you should leave room for feedback. This is an incredibly important step that allows you to refine your pre-sales demo, and ensure you are meeting the needs and wants of the clients.
If it is done live you can leave 5-10 minutes afterward for feedback and discussion before the client leaves, or if done virtually, then include a link or space for clients to leave comments or ask questions about the pre-sales demo.
This not only helps you improve your sales technique but also shows the client that you care about their input which can give them an idea of what they can expect from you if they choose to build that business connection.
If your pre-sales demo is done online/virtually, it can be quite easy to track the analytics of how it is engaged with or received.
You can look at details such as whether the client interacted with the entire demo, which areas they focused on, how easy it was for them to navigate, and so on. Pairing this with direct client feedback on the pre-sales demo can assist you in figuring out what works and what does not so that you can tweak and refine your demo to its best possible version.
Before putting together a pre-sales demo, research is an incredibly important step. This allows you to compile the most relevant, informative, and effective pre-sales demo possible.
Firstly, you should research the clients to whom you will be presenting, as this allows you to gather information about their business performance, gaps, and resulting needs. You can use this to direct your product in a way that shows them how it can meet those needs. It also helps with personalized details.
You should also research what your competitors are doing in the sales space. If a client is looking for a particular product or service, it is quite likely that they have also been presented to businesses offering similar things to you, so you want to make sure that your pre-sales demo stands out above the rest.
Benefits of a Pre-Sales Demo
A pre-sales demo is the perfect interactive environment in which to engage with a client and pique their interest in the product or service that you offer.
Instead of sending them a boring brochure that outlines your product, a pre-sales demo gets them involved and part of the experience. This is effective to show them how it can better their lives and daily operations in a practical manner.
This makes it more difficult for them to turn you away without finding out more, as it forces the client to use and interact with the product firsthand.
The best way to highlight the key features and benefits of a product or service is through a pre-sales demo.
With this demo, you can showcase any relevant features of your product to show the client what they can expect when using the product. It also allows you to focus on certain features or benefits that are directly beneficial to that specific client so that they do not have to sit through a whole list of features that may not be strictly relevant to them.
This can also be demonstrated in a way that allows the client to directly experience the features, rather than just hear about them. For example, if you are selling software to a client and certain features of the program improve certain processes on their end, they can use the software to see how simple it is and how much easier certain operations will be for them if they buy into the product.
Builds Networks and Relationships
A good pre-sales demo does not only convert leads, but if it is memorable and leaves a good impression, it can generally build up networks and relationships with potential clients.
This may have a few positive resulting factors. You may find that the client is impressed with the pre-sales demo and passes it on to other businesses in their network that might also look to use your product. You could also deal with a client who cannot commit to the product immediately but may keep you in mind for a time when they can financially buy in or for other business needs.
The biggest and most rewarding benefit of a good pre-sales demo is that it simply leads to more sales conversions. At the end of the day, this is what you are striving to achieve, and this is an effective way to do it.
From making a good impression and engaging the client with your pre-sales demo, to building good networks and relationships as a result, you will see your sales numbers hike up significantly.
A pre-sales demo is a surefire way to leave a lasting impression on a potential client and push your sales numbers to new heights.
It is crucial to be as creative and interactive as possible in the pre-sales demo so that the client can see and experience the product firsthand. Show them exactly how it will make their day-to-day operations better, and they are likely to buy into it for that reason.
For an effective and reliable online sales platform that allows you to put together a pre-sales demo with precision and ease, look no further than Saleo. We ensure that your pre-sales demos are interactive and memorable, so contact us to find out more about how we can help you convert those leads into sales.