How do you follow up with the customer after a product demonstration to move them along the sales funnel?

I believe the most important part of this first step is to request for feedback, even before asking for a referral or sending a proposal or scheduling a second meeting. The information shared in the demo may or may not be fully relevant to the customer. Or perhaps there are reservations or questions that were not addressed due to limitation on time, place or for whatever reason. Requesting for feedback provides the salesperson with necessary information about the customer’s thoughts and paves the way for reasons to proceed to the next step of scheduling another meeting and so on. Failing to do this, proves to the customer that we are only concerned about selling when the top priority should be “how can we best meet your requirement?”

The next action is determined during the meeting, not after it. So, make sure to book another call/or any other desired action while on the call. Then, in the follow-up email, include the relevant information: -Address the problem they want to solve and its potential negative consequences if they don't do anything about it. -Mention how your product solves the problem. - Attach the relevant materials: e.g. interactive demo showcasing your product for different stakeholders involved. - Add a relevant case study (similar company/industry/use case)

In the next follow-up, you should focus on adding value, which can be an interesting article relevant to their use case, some new updates in their industry, anything that will create rapport, and establish deeper connection.

1. Emphasize value and urgency. 2. Handle objections and hesitations. 3. Ask for a specific commitment. 4. Be consistent, timely and helpful. 5. Focus on customer's needs. For example, after a demo, I followed up promptly, addressed concerns, and proposed a trial - the customer agreed and became a long-term client.

Even if the customer is not ready to make a purchase immediately, maintain regular communication to nurture the relationship. Provide updates on new product features, industry insights, or relevant news to stay top-of-mind and demonstrate your ongoing commitment to their success. If appropriate, propose a trial or pilot program that allows the customer to test your product in their own environment. This hands-on experience can demonstrate its effectiveness, build trust, and increase the likelihood of a sale.