A product demo is a powerful way to showcase your product's value proposition, features, and benefits to potential customers. But how do you make sure your demo is persuasive, engaging, and ethical? Here are some techniques to use in a product demo that can help you win over your audience and increase your conversion rates.
Before you prepare your demo, you need to research your audience and understand their needs, goals, challenges, and preferences. This will help you tailor your demo to their specific use cases, pain points, and expectations. You can use tools like surveys, interviews, personas, and customer journey maps to gather and analyze customer insights. Knowing your audience will also help you anticipate and address their objections, questions, and concerns during the demo.
Know your audience, understand their needs, pain points, and interests beforehand. Tailor the demo to address their specific challenges and demonstrate how the product solves their problems. Showcase the benefits and value that your product brings to the audience, not just listing its features. Emphasize how your product can improve their lives or streamline their workflows. Use storytelling to engage your audience and illustrate the impact of the product in real-world scenarios. Share success stories that resonate with your audience’s experiences and aspirations Incorporate visuals and interactive elements into your demo to make it more engaging and memorable. Show, don’t just tell, how your product works and the results it can achieve.
C est effectivement tout à fait nécessaire de conna?tre le public. mais en amont, il est important de définir l objectif de cette démo. Sommes nous dans le cadre d une démonstration de fonctionnalités ( une revue ) une formation ( action de change ) une information sorte de pitch du produit ( créer un effet waw) . Est ce valider, vendre ou communiquer sur le produit ? à des utilisateurs finaux qu il faut convaincre ou aux clients qu il faut rassurer ? ..... Cette liste non exhaustive va guider le contenu les écrans le temps de la démo ....technique , pas à pas utilisateur ou effet de communication
Crafting a compelling product demo? Use these key techniques: ??Highlight unique features - showcase what sets your product apart. ??Solve problems - present solutions to user pain points. ??Data-driven benefits - back claims with solid data. ??Testimonials - share success stories for credibility. ??Live demos - let the product speak for itself. Engage & interact to understand and address your audience's needs. #ProductDemo #Innovation #CustomerFocus #DataDriven #Engagement ??
I have good experience i sales meetings to start with a walk-through of a understandable process flow chart and explain the logic behind the system before the actual demo. This way I can always switch back to the flow chart if there are any questions and the customer get the feeling that I really know the problems that the system is made to mitigate.
In product demos, it's really important to demo your product in a way that makes sense to the target customers. This means understanding the businesses of your customers, delving into their industry, the specific challenges they face, and how your product or service fits into their operations. Once you know these points, you can make your product demo fit their needs. As product managers, our job is to show how our product can help people. Talking to your customer helps us figure out if anything is missing in what a product is offering, so we can make sure our product really meets their needs.
A product demo is not just a presentation of features and functions. It is a story that illustrates how your product can solve a problem, create an opportunity, or deliver an outcome for your customer. To tell a compelling story, you need to use the following elements: a hook, a problem, a solution, a benefit, and a call to action. A hook is a statement or a question that grabs the attention of your audience and sparks their curiosity. A problem is a challenge or a gap that your customer faces and that your product can address. A solution is how your product works and what it does to overcome the problem. A benefit is the value or the result that your customer can achieve by using your product. A call to action is a clear and specific request that you make to your audience to take the next step in the buying process.
Actually tell a story — a real (or hypothetical if necessary) of how your product has solved the target customer pain points and created value. Infuse with some level of humanity so everyone can relate and buy in.
I’ll typically start by understanding the audience’s challenges and tailor my story to resonate with their experiences, making it relatable. Set the scene and establishing context. Describe the problem that the audience faces, painting a vivid picture of challenges they encounter in their daily lives or work. Highlight the pain points and emphasize the frustration or missed opportunities that result from these challenges. Describe how the product addresses their specific needs and pain points, offering a better way forward. Highlight the tangible benefits and outcomes experienced as a result of using your product. Conclude your story with a clear call to action, inviting your audience to take the next step towards adopting my product.
Craft a narrative around a typical user, facing a common challenge that your product resolves. For example, depict a small business owner struggling with inventory management until they discover your software, leading to improved efficiency and sales. This storytelling approach humanizes your demo, allowing the audience to see themselves in the scenario, and illustrates the practical value of your product in a compelling way.
Craft a Compelling Narrative: 1- Hook: Grab attention with a relatable scenario or surprising statistic. "Imagine losing [X%] of sales due to [pain point]." 2- Problem: Highlight a specific challenge faced by your target audience. "Companies struggle to [customer struggle]." 3- Solution: Showcase your product as the answer with a clear value proposition. "Our product streamlines [process] by [benefit]." 4- Benefit: Paint a picture of the positive outcome achieved with your product. "[Positive outcome] leads to [increased efficiency/revenue]." 5- Call to Action: End with a clear next step that moves the prospect forward. "Let's explore how our demo can help you achieve [desired outcome]."
Paint a picture of success - make an emphatic connection with the consumer. Create the WoW moment - minimal loveable product
A product demo is an opportunity to show your product in action and demonstrate its features and benefits in a realistic and relevant scenario. Instead of telling your audience what your product can do, show them how it can do it and why it matters. Use real data, examples, and testimonials to back up your claims and prove your product's value. Use visual aids, such as screenshots, videos, animations, or live demos, to make your product more tangible and engaging. Avoid technical jargon, acronyms, and complex details that might confuse or bore your audience. Focus on the benefits, not the features, and explain how your product can make your customer's life easier, better, or happier.
While it's instinctive to begin the product demo by highlighting its advantages, it's crucial to temper enthusiasm. Adopt the mindset of an investigator rather than a salesperson. Allow the end user to guide the discussion, starting with their current journey. Always inquire if they've devised workarounds or hacks to address existing issues. This approach is mutually beneficial; it reveals whether the product truly alleviates their pain points and offers insights for enhancements. For the customer, it frames the demo as problem-oriented, rather than a showcase of features they must learn to apply in resolving their issues.
Products are stories manifested in physical form. Humans (consumers) understand experiences better rather than a long list of technical jargon. Over the last two decades, we have seen product demos brilliantly and succinctly expressed through demo keynotes and explainer videos. Immersive and personalised demos are another way of achieving this. An oft quoted example that comes to mind is Steve Jobs explaining the iPod as thousands of songs in your pocket. Our retention rate around stories well told is about 70 pc higher at any time lag period compared to a technical lecture.
Feature adoption is best when you can market the product. Also, product dogfeeding can only be possible if you demo the product to your stakeholders, partners, or B2B/B2C customers. Gathering early adopter's feedback and finding VQA bugs or missed requirements before scaling is important and product demos can be leveraged to provide a fresh set of eyes.
When it comes to software, I've found live demos to be incredibly effective. Use a live or demo system of your software product with professional demo data and content. Present the workflow that your audience is interested in with confidence. Have a clear narrative in mind but do not follow a strict script. Be flexible and react to their questions by taking them on small detours beyond the planned path. This builds trust in your product and shows that you are not simply reeling off the standard sales pitch.
1- Live Action, Not Lectures: Showcase your product functioning. Don't just list features, demonstrate them in a relevant scenario. 2- Visuals Over Verbosity: Use screenshots, videos, animations to make your demo engaging. Less talking, more showing! 3- Data & Testimonials Trump Talk: Back up claims with real-world examples, statistics, and customer quotes to build trust. 5- Benefits Before Bragging: Focus on how your product improves their life, not just its technical specs. Example: "This feature saves you time, allowing you to [positive outcome]." 6- Jargon-Free Zone: Avoid technical terms that confuse viewers. Explain things clearly and simply.
A product demo is not a one-way communication. It is a conversation that involves your audience and encourages their participation and feedback. To involve your audience, you need to use the following techniques: ask questions, listen actively, acknowledge responses, and adapt accordingly. Ask questions that are open-ended, relevant, and meaningful to elicit your audience's opinions, needs, and interests. Listen actively to what they say and how they say it, and pay attention to their body language and tone of voice. Acknowledge their responses by summarizing, clarifying, or confirming what they said, and show appreciation and empathy. Adapt accordingly by adjusting your demo to their level of understanding, interest, and engagement, and by addressing their objections, concerns, or questions.
Involving the audience engages them in a active manner. This can be thru polls, traditional QnA, ask for opinions/suggestions and allow for the audience also to answer queries of others. Offering samples, trials, simple recognition as a thank you, having a customer speak about their journey / experience goes a long way.
Make it a Two-Way Street: 1- Ask Open-Ended Questions: Spark dialogue with questions relevant to their needs. "How does [pain point] impact your daily work?" 2- Active Listening is Key: Pay close attention to their responses, verbally and nonverbally. 3- Acknowledge & Respond: Summarize their points and show genuine interest in their feedback. 4- Adapt & Adjust: Tailor your demo based on their understanding and address any concerns. 5- Welcome Participation: Encourage questions and foster a collaborative environment. By involving your audience, you create a more engaging demo, demonstrate responsiveness to their needs, and increase their buy-in for your product.
Involving the audience in your product demo can enhance engagement and make it more persuasive. Encourage audience participation by inviting questions and feedback throughout the demo. Addressing audience inquiries in real-time demonstrates transparency and responsiveness, fostering trust and engagement. Incorporate group activities or exercises that encourage collaboration and teamwork among audience members. Fosters sense of community. Solicit ideas, suggestions, or feature requests from the audience for future product enhancements. This demonstrates that you value their input. After the demo, continue to engage with the audience through follow-up emails, surveys, or webinars. Keep the conversation going!
For example, during a demo of a new app, you could let a member of the audience navigate the interface or complete a task using the app. This hands-on experience can help potential customers better understand the product's value and usability, making the demo more persuasive and memorable.
Interaction makes your demo memorable. ?? Ask questions, invite them to suggest scenarios for you to demo, or even let them take the reins if possible. This engagement not only makes the experience more interactive but also helps you address specific interests or concerns on the spot.
A product demo is not a manipulation. It is a persuasion that respects your audience and their autonomy. To be ethical, you need to use the following principles: honesty, transparency, and integrity. Honesty means that you do not lie, exaggerate, or omit important information about your product, its features, benefits, or limitations. Transparency means that you disclose any relevant facts, assumptions, or conditions that might affect your product's performance, price, or availability. Integrity means that you do not use deceptive, coercive, or unethical tactics to influence your audience's decision, such as false scarcity, fake testimonials, or hidden fees. Instead, you use logical, emotional, and ethical appeals to convince your audience that your product is the best solution for them.
Here are some persuasive techniques I would use in a product demo: * Focus on the pain points: Before diving into features, talk about the challenges your product solves. This will resonate with potential customers and make them more receptive to your solution. * Tell a story: Weave a narrative around how your product helps users achieve their goals. This will make the demo more engaging and memorable. * Show, don't tell: Let your product speak for itself. * Involve your audience: Ask questions, encourage participation, and tailor the demo to their specific needs and interests. This will keep them engaged. * End with a call to action: Clearly outline the next steps, whether it's a free trial, a consultation, or a purchase.
A product demo is a unique opportunity to speak 1-1 with your prospective client about their needs and how your offer can help them. While flash and sparkle gets attention, being able to show specific value gained by the use of this technology will make lifelong clients. Be open and curious. Have them talk about their needs, challenges, likes and dislikes. Then do a custom demo for them that specifically highlights what they brought up. Ask questions while doing the demo to make sure you remain on point, and if possible, let them drive so they get a hands on feel.
As a product manager, always maintain the highest ethical standards when demoing your product. Be fully transparent about current capabilities, limitations, pricing and roadmap. Avoid exaggerating or overpromising. Preserve trust by being utterly honest, even if it means acknowledging gaps or deficiencies. Protect your credibility as a product leader.
Earn Trust, Win Sales: 1- Honesty is the Best Policy: Don't mislead, exaggerate, or hide limitations of your product. 2- Transparency Builds Confidence: Disclose relevant facts, assumptions, and potential issues. 3- Integrity Matters Most: Avoid deceptive tactics, fake testimonials, and hidden fees. 4- Focus on Value, Not Hype: Convince them with logic, benefits, and genuine appeal. 5- Respect Their Decision: Don't pressure, guide them towards informed choices. By prioritizing honesty, transparency, and ethical persuasion, you build trust with your audience and create a foundation for a positive long-term relationship, even if they don't choose your product right away.
A product demo should persuade while respecting ethics. Adopt honesty, transparency, and integrity principles. Avoid lies, be transparent, and uphold integrity. Use logical, emotional, and ethical appeals to convince your audience that your product is the best solution. ??
THINGS MAY GO WRONG during demos! While you will try to ensure things go as smoothly as possible, it is important to be prepared for any unforeseen issues. For a high stakes demo, always have a recording prepared as a backup. You can include that as post-demo assets you send back to your audience. Using presentation slides as a fall-back might be a good idea too. And most importantly, have a **sense of humour** about it! I usually go with some variant of - "Whelp! It ain't a real demo, until something goes wrong!" Most of the times the audience are considerate, and join in with a chuckle.
While persuasion is undoubtedly important, it should be rooted in authenticity and transparency. Instead of employing techniques to manipulate or oversell, let's prioritize a genuine and informative demonstration. The goal should be to empower the audience with knowledge, allowing them to make informed decisions based on the product's merits. By challenging the notion of persuasion as the primary objective, we can build trust and credibility, which are often more sustainable factors in fostering long-term customer relationships.
Considering - who your audience is (demo based on that) - what their pain points are and share appropriate impact - make it interactive - showcase the product in action are all important. Alongside, - consider sharing the impact by framing how the world would be with/without the product - include aspects of why, what and how with empathy to the user - include emotional, usability and financial aspects (other ones too on need basis) - include statistics as needed (depth of it based on the audience)
Make customer the superhero of your demo. Most demos boast of what the company and its team have built, but, that is given and expected of them. Customers need to know how this features makes their life better, solves that critical painpoint no one else solves, how can they achieve the outcome. Demo should feel like an end user experiencing this new feature for the first time and getting wowed by the AHA moment!
Clearly represent WHY to WHAT to HOW(high-level). Respond to questions to your best of knowledge and be open for feedback without getting defensive. Keep your audience excited by including what matters to them (goals and motivation could vary so include all input, output, outcome metrics and estimated impact). Lastly, end meeting with defining next steps and action items if any which you can follow back on with updates to your stakeholders/leadership.