How do you engage and interact with your prospects during a remote solution demo?

2 Use interactive tools

One of the main challenges of a remote demo is keeping your prospects engaged and interested throughout. To avoid losing their attention or boring them with a monologue, use interactive tools such as polls, quizzes, surveys, or chat features. These can help you gauge their level of understanding, satisfaction, and curiosity. They can also help you collect feedback, insights, and objections that you can address later. Moreover, they can make your demo more fun and memorable.

4 Ask open-ended questions

Another way to engage and interact with your prospects during a remote demo is to ask open-ended questions that elicit their opinions, preferences, concerns, or objections. This can help you uncover their motivations, goals, challenges, and expectations. It can also help you build rapport, trust, and credibility. Furthermore, it can help you steer the conversation in the direction you want, and uncover any gaps or objections that you need to address. Examples of open-ended questions are: How do you currently handle this process? What are the main criteria for your decision? How do you measure success?

5 Handle objections and questions

During or after your demo, your prospects may have some questions or objections that you need to answer or overcome. These can be related to the features, the price, the implementation, the support, or the competitors. You need to handle them professionally and confidently, without being defensive or aggressive. Use the LAER model to listen, acknowledge, explore, and respond to their concerns. Provide evidence, examples, or testimonials to back up your claims. Also, ask for feedback and confirmation that you have addressed their issues.

6 Follow up and close

The last step of your remote demo is to follow up and close. You need to thank your prospects for their time and attention, and summarize the main points and benefits of your solution. You also need to restate the goals and expectations that you agreed on at the beginning, and confirm the next steps and actions. Send them a follow-up email with a recap of the demo, a call to action, and any relevant materials or resources. Also, schedule a follow-up call or meeting to move them further along the sales cycle.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?