How can demos improve your customer acquisition strategy?

Demos enhance customer acquisition by offering a firsthand experience of your product or service, creating a memorable and personalized impression. They address specific needs in real time, building trust through transparency. Demonstrations accelerate decision-making by showcasing immediate benefits, potentially shortening the sales cycle. Integrating demos into your strategy enhances customer understanding, trust, and overall acquisition effectiveness.

Drawing from past deals is like tapping into a treasure trove of wisdom. I always make it a point to sift through previous call records and deals that mirror the current prospect's profile. This isn't just about due diligence; it's about crafting an experience that acknowledges their unique challenges. By aligning our solutions with their pain points, we demonstrate not just an understanding of their needs, but a commitment to addressing them. It's this personalized approach that transforms a standard pitch into a compelling narrative that resonates with their core objectives.

Demo's allow you to prove the (differentiated) value of your product or service, while checking if you've achieved the right Product/Market Fit...

As of my experience in Saas, I use these steps to make sure my demo is the right one the clients are looking for: + Determine the key features of the product that align with the client's needs. Focus on showcasing how these features bring tangible benefits and add value to the client's business operations. + Customize the demo to match the client's industry and use case. + Familiarize yourself with the SaaS platform's navigation (especially there's a new update) + Anticipate common objections that clients might have and be prepared to address them during the demo. This proactive approach demonstrates your knowledge and helps build confidence in your solution

In preparing your demo, remember, it's not just about showcasing every feature our product has to offer – it's about connecting those features to the real business and technical value they bring to the prospect. It's about painting a picture of success and efficiency that our solution can create in their world. Avoid the common pitfall of a feature dump; instead, focus on the transformative impact of our product, tailored to the narrative of their specific business needs. This approach not only captivates their interest but also positions our solution as the key to unlocking their potential.

La demo est également un moment d alignement entre le prospect et le fournisseur de la solution. En ce qui me concerne elle est toujours introduite par le prospect qui explique ce qui l interesse et ce qu il souhaite découvrir et valider. Cette étape permet au vendeur de savoir ce que le prospect attend de lui et de gérer les attentes afin de faire les propositions d actions pour les prochaines étapes du cycle de vente.

If you can brand and setup the demo to meet the clients criteria it shows you have taken the time to.understand the clients need. Max time for a demo should not exceed 30 minutes. If more detail is required schedule a 2nd demo. A good demo is only one part of the sales journey to success.

Beyond showcasing the product value, it's the time you reveal something new to your next client: at that moment, intuitu personae should be at its strongest. Present something that's going to change his day-to-day life, and you have to tell him. You have to draw on the drama to show them and comment on what they are witnessing to create a memorable moment. Make the client feel the need to equip. By allowing a customer to see and understand the product before buying, risk anxiety is reduced, especially for high-cost or complex products.