What are the most effective ways to demo a product in under 5 minutes?

First of all, you need to know your audience! On my main page, I post a lot about defining your ICPs or 'Ideal Customer Profiles' and ICP Enrichment. Both topics are super important to helping our Partners build hyper-targeted audiences. I won't get into it here but feel free to follow me to learn more on that as it will directly translate to this topic as well. Before hitting 'play' on your product demo or pitch deck, make sure you've got your audience dialed in. Know their pain points, aspirations, and the outcomes THEY are after. It's about catering to their needs, not showcasing a one-size-fits-all solution or what YOU think they want to see.

Every client will want to know something different, so a one size fits all approach will never work. Once you know what the client is interested in, a demo should be easy as you can tailor it to their exact needs.

Don't assume a prospect is going to tell you what they're most interested in - do some research. Find out what they're doing and how, so you know how to tailor your features. Having said that, be dynamic. If you notice that a prospect is turning off when you talk about a feature or they tell you their happy with their current solution for that feature, move on quickly.

Highlight Their Pain Points Get right into it, there's no need to beat around the bush. You only have 5 minutes but if you are targeting using your enriched ICP data. Remind them of their issues and show them why your solution will help solve their problems. Frame your demo around their unique and specific challenges. This isn't just about a product; it's about solving their pain points swiftly and effectively. The less work they have to do, the less they need to think about doing business with you!

A great 5-minute demo is like a magic trick. It's not about revealing every secret your product holds, but about performing the most impactful illusion. Start by asking your prospect to imagine their world without the problem your product solves. Then, reveal the key feature that makes this possible, and show it in action. It should feel less like a walkthrough and more like pulling a rabbit out of a hat - something that makes them say, "How did we ever manage without this?"

This is an Interactive Showcase of what you and your solution can do for them. Make it engaging! No one wants a dry monotone lecture. Bring on the razzle to their dazzle! Infuse energy into your demo. How would Plankton feel if he got the Krabby Patty Formula? You have 5 minutes to give them that feeling. Use interactive elements, visual aids, or anecdotes that resonate. Engage your prospects actively. This is a dialogue, not a monologue. You are the expert and your product should showcase this. Celebrate the solution to their troubles with them.

Show them the value, not your price: Highlight the solutions. This is a demo call, not a sales call. Skip the price tags for now. Instead, focus on the value your product brings the customer. Demonstrate how it solves their challenges, improves efficiency, or enhances outcomes. Value first, cost later. They should almost be begging to work with you. For the people who are problem aware and searching for solutions; price is not usually an issue. However, it doesn't matter how good it is or how cheap it is... If they don't believe in you they will never buy!

Direction is Key Don't leave prospects hanging! End with a crystal-clear call to action. Guide them on the next steps to doing business with you. Whether it's a trial, a follow-up call, or further discussions. Make the path forward as obvious as possible. It's a bad idea to assume they just know what to do next.