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How can you use personalization to create urgency in product demos?

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Personalization is a powerful way to connect with your prospects and show them how your product can solve their specific problems. But personalization is not just about adding their name or company logo to your slides. It's also about creating urgency in your product demos by tailoring them to their needs, goals, and pain points. In this article, you'll learn how to use personalization to create urgency in your product demos and increase your chances of closing the deal.

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1 Why urgency matters in product demos

Urgency is the feeling that your prospects have to act fast or they'll miss out on a valuable opportunity. It's a psychological trigger that motivates them to move forward in the sales process and overcome any objections or doubts. Urgency can also help you differentiate yourself from your competitors and position your product as the best solution for your prospects. But how can you create urgency in your product demos without sounding pushy or desperate?

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Bharath Chari

Product Marketing Executive @Confluent | Fractional CMO | Data and AI | GTM Strategy | Ex-IBM | McCombs MBA | bharathchari.com
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Research the pain points and use cases your prospects are interested in. Then map this back to the demo you're building to build the overall flow. The more realistic these are, the more it drives a sense of urgency in your prospects

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Aditya Anand

MBA| Ex- Consultant @Accenture
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Creating urgency in product demos involves highlighting the limited availability of offers or incentives, emphasizing time-sensitive benefits, and showcasing the potential losses of delaying decisions. Employ phrases like "limited time offer," "exclusive deal expiring soon," and "act now to secure these advantages." Balance urgency with genuine value and empathy to avoid appearing pushy.

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Akash Sharma

Sales & Business Development Manager | Product Marketing | Growth Marketing | €95k quarterly sales revenue | Inbound/Outbound Marketing | Seeking challenges in Sales, Marketing, Business Development
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"Act now or miss out." What do I mean by this? Urgency in product demos propels prospects towards making a decision, leveraging the fear of missing out. Why does it matter? Because: 1. It motivates prospects to act swiftly, bypassing hesitations. 2. Distinguishes your product in a crowded market. 3. Positions your offering as an immediate solution to their needs. How to do it: 1. Highlight limited-time offers or exclusivity. 2. Emphasize the immediate benefits and solutions. 3. Showcase success stories with time-sensitive outcomes. Pro Tip: Crafting urgency thoughtfully in demos encourages prompt action without compromising integrity, ensuring your product stands out as an essential choice.

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2 How to research your prospects before the demo

The first step to creating urgency in your product demos is to research your prospects before the demo. You want to understand their current situation, their desired outcome, their challenges, their motivations, and their decision-making process. You can use various sources of information, such as their website, social media, reviews, blogs, newsletters, and previous interactions with your company. You can also use tools like LinkedIn, ZoomInfo, or Crystal to get insights into their personality, preferences, and communication style.

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Akash Sharma

Sales & Business Development Manager | Product Marketing | Growth Marketing | €95k quarterly sales revenue | Inbound/Outbound Marketing | Seeking challenges in Sales, Marketing, Business Development
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"Know before you show." What do I mean by this? Deeply researching prospects pre-demo sharpens your presentation to their specific needs. Why does it matter? Because: 1. Understanding their situation tailors your urgency. 2. Knowing their challenges highlights your product’s value. 3. Insight into their decision-making enhances persuasion. How to do it: 1. Dive into their digital footprint: website, social media, reviews. 2. Leverage tools like LinkedIn and ZoomInfo for deeper insights. 3. Analyze past interactions for clues to their preferences and style. Pro Tip: Detailed prospect research not only customizes your demo but also positions your product as the immediate solution, making the case for urgency more compelling.

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Aditya Anand

MBA| Ex- Consultant @Accenture
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Researching prospects thoroughly before product demos lays the foundation for effective urgency creation. Gather insights on their situation, goals, challenges, and decision-making process from diverse sources like websites, social media, and reviews. Utilize tools such as LinkedIn or ZoomInfo to understand their personality and communication style, aiding in tailored urgency tactics.

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3 How to customize your demo agenda and value proposition

The second step to creating urgency in your product demos is to customize your demo agenda and value proposition based on your research. You want to align your demo with your prospects' needs, goals, and pain points, and show them how your product can help them achieve their desired outcome faster, easier, or cheaper than their current solution or alternative options. You also want to highlight the benefits and value of your product, not just the features and functions. You can use a simple formula to craft your value proposition, such as:

[Product name] helps [target audience] [achieve outcome] by [unique selling point].

For example:

Acme CRM helps small businesses increase their sales by automating their lead generation and follow-up.

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Aditya Anand

MBA| Ex- Consultant @Accenture
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Customizing demo agendas and value propositions based on research enhances urgency creation. Align demos with prospects' needs, goals, and pain points, demonstrating how your product accelerates desired outcomes. Emphasize benefits over features, using a formula like "[Product] helps [audience] [achieve outcome] by [unique selling point]." For instance, "Acme CRM boosts small businesses' sales by automating lead generation.

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4 How to use storytelling and social proof in your demo

The third step to creating urgency in your product demos is to use storytelling and social proof in your demo. You want to engage your prospects emotionally and logically, and show them how your product can transform their situation. You can use stories and case studies to illustrate how your product has helped similar customers solve similar problems, and what results they achieved. You can also use testimonials, reviews, ratings, awards, or logos to demonstrate your credibility and authority in your industry or niche.

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Aditya Anand

MBA| Ex- Consultant @Accenture
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Utilize storytelling and social proof in demos to evoke emotional and logical engagement. Share anecdotes and case studies showcasing how your product transformed similar situations. Incorporate testimonials, reviews, awards, or logos to bolster credibility. Demonstrating past successes resonates with prospects, compelling them to act swiftly to avoid missing out on similar benefits.

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5 How to address objections and risks in your demo

The fourth step to creating urgency in your product demos is to address objections and risks in your demo. You want to anticipate and overcome any potential barriers or concerns that your prospects might have about your product, such as price, quality, compatibility, security, or support. You can use techniques such as reframing, reversing, or isolating to handle objections and show your prospects how your product can offer them more value than cost, more benefits than risks, and more solutions than problems.

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Aditya Anand

MBA| Ex- Consultant @Accenture
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Address objections and risks in demos to reinforce urgency. Anticipate and overcome concerns regarding price, quality, compatibility, security, or support. Employ techniques like reframing, reversing, or isolating to showcase how your product offers greater value than cost, more benefits than risks, and superior solutions to problems, compelling prospects to act promptly.

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6 How to use scarcity and exclusivity in your demo

The fifth step in creating urgency for your product demos is to employ scarcity and exclusivity. You want to make your prospects feel that there is a limited availability or opportunity, and that they are special for choosing your product. To incentivize them to act quickly, you can use tactics such as limited-time offers, discounts, bonuses, free trials, or invitations to join a community or program. Phrases such as “This offer is only valid for the next 24 hours”, “This is a special price for our demo attendees only”, “This is a limited edition product that we only have a few left in stock”, and “This is an exclusive opportunity that we only offer to our qualified prospects” can be used to create a sense of urgency.

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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?

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Prathamesh Amberkar ↗

Product Marketing & Communications | Global Partner Marketing & Employer Branding
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There are some other points to be considered: 1. Interactive Live Demos - With this interactive set up at events/expos and during customer visits, sense of urgency can be witnessed. These interactive elements can be animated trials, customised simulations and quizzes. 2. Limited offers - Why not to try promotions/discounts for decision makers who act during or immediately after product demo? 3. Comparing with competition - A fine line can be drawn to show competitive edge/value-add of your product. 4. Timing - Insights generated during demo visits can help design timed strategy to lead prospects to the desired outcome. 5. Use AI - Messages (over email and social media) can be automated based on the responses and collected insights.

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How can you use personalization to create urgency in product demos?

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3

4

5

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1 Why urgency matters in product demos

2 How to research your prospects before the demo

3 How to customize your demo agenda and value proposition

4 How to use storytelling and social proof in your demo

5 How to address objections and risks in your demo

6 How to use scarcity and exclusivity in your demo

7 Here’s what else to consider

Product Marketing

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How can you use personalization to create urgency in product demos?

1

2

3

4

5

6

7

1 Why urgency matters in product demos

2 How to research your prospects before the demo

3 How to customize your demo agenda and value proposition

4 How to use storytelling and social proof in your demo

5 How to address objections and risks in your demo

6 How to use scarcity and exclusivity in your demo

7 Here’s what else to consider

Product Marketing

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