If you want to persuade your audience to buy your product or service, you need to show them how it works and how it benefits them. A trial or demo is a powerful way to do that, but only if you use it strategically. In this article, you'll learn how to use a trial or demo to close a sale in your presentation, by following these four steps:
Before you start your presentation, you need to prepare your trial or demo carefully. Choose the most relevant features and benefits for your audience, and make sure they are easy to understand and use. Avoid technical jargon and glitches, and test your trial or demo on different devices and platforms. Also, prepare some scenarios and questions that will guide your audience through the trial or demo, and show them how your product or service solves their problems or meets their needs.
POC or more correctly called (POV Prof of Value) is a key component in closing a deal. Therefore, it is important to emphasize a few points in order to pass the POV successfully. 1. It is important to define the POV based on customer requirements and especially to present the ability to solve painful problems that your product solves. 2. Get the customer's consent under the POV agreement, what to present during the POV. 3. What are the success criteria of the POV – i.e., what are the desired results expected by the customer? 4. What happens at the end of a successful POV – are you going to receive a PO? 5. To receive a PO, did you send a quote and negotiate the terms.
Absolutely right but be aware to accept POV only in case the POV success is guaranteed. Sometimes customers want to bend the rules of physics and that is dangerous for your product's future.
Always be sure to sneak in your demo ina clever way to your overall presentation of yourself, especially when online. This will assure you stay on message and on brand.
When you introduce your trial or demo, you need to capture your audience's attention and curiosity. Explain what your trial or demo is, and why you are offering it. Tell them what they will learn and experience, and how long it will take. Also, tell them what you expect from them, such as feedback, questions, or actions. Make your trial or demo sound exciting and valuable, and create a sense of urgency and scarcity. For example, you can say something like: "This is a limited-time offer, so don't miss this chance to see how our product can help you achieve your goals."
When you conduct your trial or demo, you need to engage your audience and demonstrate your value proposition. Depending on your product or service, you can either show them how it works yourself, or let them try it themselves. Either way, you need to guide them through the key features and benefits, and highlight the advantages and outcomes of using your product or service. Also, you need to address any objections or concerns they might have, and show them how your product or service is better than the alternatives. Use stories, testimonials, and social proof to reinforce your credibility and trustworthiness.
It's important to highlight the key features and tangible benefits of the product or service during any demo presentation. Tailor the demo to address specific needsp of the potential buyer or end user, pitch according to the potential reasons for the buyer to consider the product or service by giving a hands-on experience or sample of the product. Maintain open communication to address all the nuances, and how your product uniquely meets their requirements. After a successful demo, leverage the positive experience to guide the prospect towards making a confident purchase decision if not take feedback and move on.
After you finish your trial or demo, you need to follow up with your audience and ask for the sale. Don't assume that they will automatically buy from you, or that they will remember everything you showed them. You need to remind them of the main benefits and value of your product or service, and create a sense of urgency and scarcity. You also need to overcome any remaining objections or doubts, and offer them a clear and compelling call to action. For example, you can say something like: "If you liked what you saw, you can sign up for our product today and get a 20% discount. This offer expires in 24 hours, so don't wait any longer. Click here to get started now."
A trial or demo is a great way to close a sale in your presentation, but only if you use it effectively. By following these four steps, you can prepare, introduce, conduct, and follow up your trial or demo, and persuade your audience to buy from you.