How do you prepare and practice for a product demo to avoid technical glitches and surprises?

1 Plan your demo scenario

Before you start rehearsing your product demo, you need to have a clear idea of what you want to achieve, who you are talking to, and what problems you are solving. A demo scenario is a script that outlines the main goals, features, benefits, and use cases of your product, as well as the persona, pain points, and objections of your target audience. A demo scenario helps you structure your demo, focus on the most relevant and impactful aspects of your product, and anticipate the questions and challenges that might arise.

2 Test your equipment and software

Nothing can ruin a product demo faster than a faulty microphone, a slow internet connection, or a frozen screen. To avoid these technical glitches, you need to test your equipment and software thoroughly before your demo. Make sure your audio and video are clear and working, your internet speed is stable and fast, your device is fully charged or plugged in, and your software is updated and compatible with the platform you are using. If possible, have a backup plan in case something goes wrong, such as a spare device, a recorded version of your demo, or a phone number to call.

3 Practice your delivery and timing

A product demo is not just about showing off your product, but also about engaging your audience and persuading them to take action. To do that, you need to practice your delivery and timing, so that you can speak confidently, clearly, and concisely, and avoid filler words, jargon, or technical details that might confuse or bore your audience. You also need to keep your demo within the allotted time, and leave some room for questions and feedback. To practice your delivery and timing, you can record yourself, use a timer, ask for feedback from a colleague or a friend, or join a demo club or a toastmasters group.

4 Research your audience and competitors

A product demo is not a one-size-fits-all presentation, but a tailored conversation that addresses the specific needs and interests of your audience. To make your demo more relevant and compelling, you need to research your audience and competitors, and understand their background, goals, challenges, preferences, and expectations. You can use tools like LinkedIn, Google Alerts, or social media to gather information about your audience and competitors, and use it to customize your demo, highlight your unique value proposition, and differentiate yourself from the competition.

5 Prepare for questions and objections

Even if you have a flawless product demo, you might still face questions and objections from your audience, especially if they are skeptical, curious, or concerned about your product. To handle these situations effectively, you need to prepare for questions and objections, and have ready answers that address them logically and emotionally. You can use techniques like SPIN (Situation, Problem, Implication, Need-payoff), LAER (Listen, Acknowledge, Explore, Respond), or FEBA (Feel, Empathize, Bridge, Answer) to respond to questions and objections, and turn them into opportunities to build trust and rapport.

6 Follow up and close the deal

A product demo is not the end of the sales process, but a crucial step that leads to the next action. To make sure your product demo does not go to waste, you need to follow up and close the deal with your audience. You can do this by sending a thank-you email, sharing additional resources or testimonials, scheduling a next meeting or a trial, asking for referrals or feedback, or sending a proposal or a contract. The key is to keep the communication open and consistent, and guide your audience towards the desired outcome.

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?