How can you create a winning product demo for any buyer persona?

1 Research your buyer persona

Before you plan your demo, you need to understand who you are talking to and what they care about. A buyer persona is a semi-fictional representation of your ideal customer, based on data and research. You can use tools like surveys, interviews, or CRM data to create your buyer personas and identify their demographics, pain points, motivations, and decision criteria. This will help you to align your demo with their specific context and expectations, and to highlight the benefits and features that matter most to them.

2 Define your demo objectives and agenda

Once you have a clear picture of your buyer persona, you need to set the objectives and agenda for your demo. What do you want to achieve with your demo? What are the key messages and takeaways you want to convey? How will you structure your demo to address their main concerns and questions? A good practice is to use the SMART framework to define your demo objectives: Specific, Measurable, Achievable, Relevant, and Time-bound. Then, create a clear and concise agenda that outlines the main topics and steps of your demo, and share it with your prospects before the demo.

4 Engage your prospects throughout the demo

A demo is not a one-way presentation, but a two-way conversation. You need to engage your prospects throughout the demo, and make them feel involved and interested in your solution. You can do this by asking open-ended questions, soliciting feedback, checking for understanding, and addressing objections or concerns. You can also use storytelling techniques, such as anecdotes, examples, or testimonials, to illustrate how your solution can help them solve their problems or achieve their goals. The more you interact with your prospects, the more you can build rapport and trust with them.

5 Demonstrate value, not features

One of the most common mistakes in product demos is to focus too much on the features and functions of your solution, and not enough on the value and outcomes it can deliver. Your prospects don't care about how your solution works, but about how it can help them. Therefore, you need to demonstrate value, not features, in your demo. You can do this by using the following formula: Problem + Solution + Benefit. First, you identify a problem or challenge that your buyer persona faces. Then, you show how your solution can solve it. Finally, you explain the benefit or result that your solution can provide.