What are the most effective product demonstration techniques for improving customer referrals?

2 Focus on benefits, not features

Another effective product demonstration technique for improving customer referrals is to focus on the benefits of your product, not just the features. Features are the technical aspects of your product, such as the functionality, design, or performance. Benefits are the outcomes or results that your product delivers to your customers, such as saving time, money, or hassle. While features are important to demonstrate your product's capabilities, benefits are what motivate your customers to buy and refer. Therefore, you should always link your features to the benefits they provide, and highlight how your product can help your customers achieve their desired goals or solve their problems.

3 Engage your prospects with questions and feedback

A product demonstration is not a one-way presentation, but a two-way conversation. You want to engage your prospects with questions and feedback, and make them feel involved and interested in your product. Asking questions can help you uncover their needs, objections, or concerns, and address them accordingly. It can also help you gauge their interest level, qualify them as leads, and move them along the sales funnel. Additionally, asking for feedback can help you show your appreciation, build rapport, and identify areas of improvement for your product or demo. By engaging your prospects with questions and feedback, you can create a positive and memorable impression, and encourage them to share their experience with others.

4 Provide value and education

Another product demonstration technique for improving customer referrals is to provide value and education to your prospects. You want to show them that you're not just trying to sell them something, but also help them learn something new or useful. You can do this by sharing tips, best practices, insights, or resources that can help them get the most out of your product or solve their challenges. For example, if you're selling a web design tool, you can share some web design trends, examples, or templates that can inspire them or enhance their skills. By providing value and education, you can position yourself as an expert, a trusted advisor, and a valuable partner, which can increase your credibility and referral potential.

5 Follow up and ask for referrals

The last product demonstration technique for improving customer referrals is to follow up and ask for referrals. You don't want to leave your prospects hanging after your demo, but rather keep in touch and nurture them until they're ready to buy. You can follow up with a thank-you email, a recap of the demo, a call to action, or a reminder of the next steps. You can also ask for referrals in a polite and respectful way, by explaining how much you appreciate their business and support, and how referrals can help you grow and serve more customers like them. You can also offer incentives, such as discounts, rewards, or free trials, to motivate them to refer you to their network. By following up and asking for referrals, you can show your professionalism, gratitude, and confidence, and generate more word-of-mouth marketing for your product.

6 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?