You've done your research, prepared your pitch, and delivered a stellar enterprise software demo to your prospect. But how do you turn that demo into a signed contract? Here are some tips to help you close a deal after an enterprise software demo.
Don't let the momentum fade after your demo. Send a personalized thank-you email to your prospect within 24 hours, summarizing the key benefits of your solution, addressing any objections or questions they raised, and proposing the next steps. Include a clear call to action, such as scheduling a follow-up call, sending a proposal, or requesting a referral.
Closing a deal after a software demo demands understanding client needs, customizing the presentation, and emphasizing value. Engage actively, address objections, and follow up promptly to maintain momentum. Close with confidence, offering flexible options to seal the deal effectively.
Following up in a timeline manner is important. In my opinion the follow up should not only include the benefits of the software but also the problems of the prospect that were discovered before or during a demo. If you connect problem with the feature that solves it the prospect is not buying a software but a solution
Your prospect may have seen several other demos from your competitors, so you need to remind them why your solution stands out. Use case studies, testimonials, or references from existing customers to showcase how your software solves their specific pain points, improves their outcomes, and delivers a positive return on investment. Use metrics, stories, and visuals to make your value proposition tangible and compelling.
Even if your prospect is impressed by your demo, they may still have some concerns or doubts that prevent them from making a decision. Anticipate and address these objections and risks before they become deal-breakers. For example, you can offer a free trial, a money-back guarantee, or a flexible payment plan to reduce the perceived risk of buying your software. You can also leverage social proof, third-party validation, or expert opinions to increase the credibility and trustworthiness of your software.
One of the biggest challenges of selling enterprise software is dealing with multiple decision-makers, influencers, and stakeholders in the buying process. You need to identify and align with the key people who have the authority, budget, and influence to approve your deal. Find out their roles, goals, preferences, and criteria, and tailor your communication and presentation to each of them. Use champions, referrals, or introductions to get access to the decision-makers and build rapport with them.
In software sales it often takes a few demos to get access to all the decision makers in different business units. The deals I have closed have ranged from 20K to almost 2M. So for the bigger deals.. I would have all the companies stakeholders knowledgeable of how we are going to tranform their business. I would also bring in executive representation, a consultant for the roadmap and of course a very Senior Engineer. Typically this would take about a day. Questions and objections need to be handled. As well to treat your customer how you would treat your self. To close deals I just ask "Are you comfortable with everything we have discuss and are you ready to form a strong lasting partnership with us? "
You don't want your deal to stall or lose to a competitor because your prospect is procrastinating or waiting for a better offer. You need to create a sense of urgency that motivates them to act now. You can do this by highlighting the opportunity cost of not using your software, the scarcity of your offer, or the limited availability of your resources. You can also use incentives, discounts, or bonuses to entice them to sign before a deadline.
The biggest competitor is always "Do nothing". If you can put a price tag on a day, week or month of doing nothing this should motivate the prospect to move forward.
The final and most important step is to ask for the sale. Don't assume that your prospect will automatically buy your software after seeing your demo. You need to guide them to the desired action and overcome any hesitation or resistance they may have. Use trial closes, assumptive closes, or alternative closes to test their readiness and interest, and then ask for their commitment, signature, or payment. Be confident, clear, and assertive, but not pushy or aggressive.