What is the secret to a great product demo?

1 Know your audience

Before you start planning your product demo, you need to understand who you are talking to and what they care about. Research your prospects' industry, company, role, goals, challenges, and preferences. Tailor your demo to their specific needs and interests, and use relevant examples and stories to connect with them. Avoid generic or technical jargon that might confuse or bore them. Instead, focus on the benefits and outcomes of your solution, and how it can help them solve their problems and achieve their objectives.

2 Set the agenda

A product demo is not a feature dump or a product tour. It is a structured and strategic presentation that follows a clear agenda. At the beginning of your demo, set the expectations and objectives of the session, and outline the main points you will cover. This will help you keep your demo focused and concise, and avoid going off on tangents or losing your audience's attention. It will also help you establish credibility and authority, and show your prospects that you value their time and respect their needs.

3 Tell a story

A product demo is not just a demonstration of your product's features, but also a story that illustrates how it can improve your prospects' situation and deliver value. When creating a narrative framework for your demo, start by describing the current state and the pain points your prospects are facing. Introduce the desired state and the goals they want to achieve. Highlight the obstacles and challenges that prevent them from reaching their goals. Explain how your product can bridge the gap and enable them to attain their desired state. Share evidence and testimonials that validate your solution's effectiveness and reliability. Finally, ask your prospects to take the next step in the sales cycle.

4 Engage your audience

A product demo is not a one-way lecture. It is a two-way conversation that involves your audience and encourages their participation. Use open-ended questions, polls, quizzes, feedback, and interactive features to engage your prospects and elicit their opinions, concerns, and objections. Listen actively and empathetically to their responses, and address them accordingly. Show them that you care about their needs and expectations, and that you are there to help them make an informed decision. Also, use humor, anecdotes, and emotions to create rapport and rapport and trust with your audience, and make your demo memorable and enjoyable.

5 Anticipate objections

A product demo is not a smooth ride. It is a potential minefield of objections and hurdles that can derail your sales process. Be prepared to handle any objections that your prospects might raise, such as price, competitors, implementation, security, or support. Have a list of common objections and their corresponding answers, and practice them beforehand. Don't be defensive or dismissive of your prospects' objections. Instead, acknowledge them, empathize with them, and overcome them with facts, logic, and benefits. Show them how your product can offer more value than the alternatives, and how it can fit their budget, timeline, and requirements.

6 Follow up

A product demo is not the end of the sales process. It is a milestone that leads to the next stage of the sales cycle. Don't let your prospects forget about your product or lose interest in your solution. Follow up with them promptly and effectively, and keep the momentum going. Send them a thank-you email, a summary of the demo, a recording of the session, and any additional resources that they might need. Ask them for feedback, questions, and concerns, and address them accordingly. Remind them of the value proposition and the call to action, and schedule the next steps in the sales process. Stay in touch with them until they are ready to buy.

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?