What are the most common mistakes made when demonstrating your product to different buyer personas?

Not applying contextual consideration to where the user is at in their journey is the mistake. Successful personalization hinges on meticulously crafting your approach to resonate with an individual's core desires, goals, and the particular challenges they seek to overcome at critical moments in their journey with your product. It's more than just tweaking messages; it requires deep understanding of your product experience to predict and meet users' emotions and needs. This dual awareness—knowing your customers and your own product inside out—driven by empathy, will ensure that you deliver exactly what your users require, precisely when they require it, thereby facilitating their progression to the next stage with confidence and ease.

As simple as this: If you not adapt your message to address different stakeholders, 99,9% you will fail. Each persona has different challenges, you need to learn how to adapt your product to different use cases!

El conocer a la audiencia a la que nos vamos a dirigir es de vital importancia para saber qué tipo de artículos podemos ofrecerle. Hay clientes cuya principal motivación en la compra es el precio, otros que priorizan la calidad del producto, otros que requieren de unos servicios adicionales a la compra... Si desconocemos qué tipo de cliente es al que nos estamos dirigiendo corremos el riesgo de ofrecer como solución a sus necesidades un producto que no cubrirá sus expectativas.

Not knowing your audience has two parts: 1. Is everyone in the organization well versed in the buyer personas? Oftentimes Marketing does a great job creating the personas, but they may not be well-known and referenced throughout the organization. 2. How much will your buyer persona actually *use* the product? Just because the buyer persona is the decision maker, doesn't mean they are the user. A demonstration of the solution may quickly become too granular for this audience. Make sure to understand their pain points and challenges and stick to demonstrating at a high level how you can address those.

To streamline persona-specific product demos, consider the following before crafting the demo: Time Constraints: Determine the ideal duration for the demo based on the audience's availability and attention span. Sequence of Information: Prioritize what the audience needs to hear first. If it's essential to reaffirm the problem, gauge the depth of detail necessary. Technical Details vs. Benefits: Assess whether the audience requires technical specifications or if a high-level overview of benefits suffices. Call-to-Action (CTA): Decide on the desired action after the demo. Whether it's directing them to a webpage, prompting a subscription offer, or providing additional content, ensure clarity on the next steps.

A lot of people have mentioned the importance of doing in-depth buyer research. There are now tons of free internet tools to understand buyer behavior. Identify your target customer and track their needs, wants, and aspirations on public forums like Facebook Groups, Reddit, and Quora. The comments section of Instagram and TikTok can also be a goldmine for buyer research. If you already have a product that is ready, then, go to Facebook Ads Library to research buyer feedback on comments.

Mostrar las características de un producto solo es la base para que el cliente lo conozca. Es nuestra misión como expertos en la materia, traducir estas características en los beneficios que aportará al cliente cuando lo adquiera.

Without a narrative, your demo becomes a jumbled puzzle for different buyer personas. Here's why: 1. Bridging the Empathy Gap: Facts inform, but stories resonate. Craft a narrative that addresses their challenges and aspirations. 2. Memory Magic: Stories stick. Ditch data dumps and weave a memorable experience around your product's impact. Use cases, challenges overcome, and real-world examples tailored to each viewer 3. Relevance Unlocked: Persona-specific stories clarify the "what's in it for them?" question. Demonstrate value by highlighting how your product solves their unique problems 4. Active Engagement: Stories spark action. Use anecdotes, questions, and interactive elements to draw viewers in

To address audience objections in product presentations, our team once employed a 'Preemptive Affirmation' method. We openly acknowledged common issues in our industry before introducing our solutions that uniquely address them. Using interactive slides with Prezi, we turned potential objections into strengths, fundamentally bolstering our product credibility. Addressing compatibility concerns, we initiated virtual product walkthroughs with our engineers, using software like Zoom. This allowed prospects to directly ask questions about our product within their own environments, enabling real-time demonstrations of our product's successful integrations across various scenarios, reducing objections and building rapport.

Toda llamada a la acción en redes sociales cuando se está hablando sobre un producto, debe llevar desde mi punto de vista, un link hacia la URL del producto de nuestra web, de esta forma se facilita a la audiencia la posibilidad de ampliar la información sobre el artículo y desde allí que finalmente realice la compra.

Applying active listening in this process sounds like a no brainer and yet gets neglected easily. Listening to a person describing their situation and genuinely being interested in understanding who they are and what they need is the essence of authentic human connection. Only then are we able to hear what the other person is saying without trying to promote our own agenda. Focus on connecting not on selling.

Based on my experience in the B2B SaaS sector, the major GTM mistake that I see over and over again is the development of narratives and the publication of content that is focused exclusively on the Technical buyer persona. Little to no effort is applied to translating the product-centered dribble into something a senior business decision-maker would appreciate. This is the root cause of long slow sales cycles and "no decision" outcomes after months of engagement with the customer's lower-level IT staff. It's a huge wasted effort. In contrast, the few savvy vendors that develop a substantive business case narrative win the lion's share of deals that close promptly. That's the top issue to consider in my focus area. A road less traveled.

Once my team and I tried to convince our customers to purchase our product because of its technical superiority over the competition and how we leverage AI. The problem was while our private sector customers were liking our message, our public sector clients were super tech-averse and got intimidated by our messaging. We pivoted our messaging to focus on how our platform handled all the complexity so they could focus on their core competencies and this helped us move the ball forward. Lesson - what's exciting to one ICP may be a total turnoff to another ICP.