How can you tailor your medical software demo to meet your customer's specific needs?

1 Know your customer

Before you plan your demo, you need to do some research on your customer. What are their pain points, goals, challenges, and preferences? How do they currently use or evaluate medical software? What are their decision-making criteria and process? The more you know about your customer, the better you can align your demo with their needs and expectations.

2 Customize your scenario

A generic demo that shows off all your product's features may not resonate with your customer. Instead, you should create a realistic scenario that demonstrates how your product solves a specific problem or improves a specific outcome for your customer. For example, if your customer is a hospital, you could show how your software reduces errors, saves time, or enhances patient care. Use real data, names, and situations that reflect your customer's context and industry.

3 Focus on value

Your demo should not only show what your product can do, but also why it matters to your customer. How does your product help them achieve their goals, overcome their challenges, or address their pain points? How does your product differ from your competitors or their current solution? What are the tangible and intangible benefits of using your product? Highlight the value proposition of your product throughout your demo and back it up with evidence, such as testimonials, case studies, or metrics.

4 Engage your audience

A successful demo is not a one-way presentation, but a two-way conversation. You want to involve your audience in your demo and get their feedback, questions, and objections. Use open-ended questions, polls, quizzes, or interactive features to engage your audience and gauge their interest, understanding, and satisfaction. You can also use stories, anecdotes, or humor to make your demo more memorable and relatable.

5 Adapt to feedback

Your demo should not be a rigid script, but a flexible guide. You should be prepared to adjust your demo based on your audience's feedback, reactions, and behavior. For example, if your audience seems bored, confused, or skeptical, you may need to change your pace, tone, or focus. If your audience shows interest in a particular feature or benefit, you may need to elaborate or demonstrate it more. If your audience has questions or objections, you should address them promptly and confidently.

6 Follow up

Your demo is not the end of your sales process, but the beginning of your relationship with your customer. You should follow up with your customer after your demo and provide them with additional information, resources, or support. You should also ask for their feedback, opinions, or concerns about your product and your demo. You should also set the next steps and expectations for moving forward with your sales cycle.

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?