Nothing’s worse than working hard to land a demo and then have it fall apart in front of the customer. When analyzing failed demos, we’ve found that most problems could have been avoided with a little preparation. Before you hold your next demo, consider the following 6 keys to success:
- Understand what your customer needs—All too often, solution providers push products and features on customers without fully understanding what they actually need. Before you present, understand your customer’s problems that need to be resolved.
- Have the right equipment—One of the quickest ways to look unprofessional is to be missing key pieces necessary for the demo. Create a demo kit that contains power cords, cameras, cables, monitors and anything else you need to hold a demo without having to borrow from the customer. Once you have a kit, check it over before you leave the office.
- Study and rehearse—Study the features that are important to customers before the demo so you know how everything operates. Rehearse the demo beforehand to ensure everything is working and you’re able to illustrate how the solution meets the customer’s needs.
- Clean the demo space—If you’re bringing customers to your office for a demo, make sure the space is clean and welcoming. Ensure there are pens, pads of paper, drinks and anything else you can think of that will show the customer you’re a professional organization.
- Bring appropriate support along for the demo—If the demo is complex, bring along an engineer or possibly even a vendor representative to help with the demo and answer any technical questions. If the customer has a C-level title and you don’t, consider bringing in an executive from your company to show the customer you respect them.
- Stick to the time allotted—Be respectful of your customer’s time. If you’ve allotted an hour for the demo, do it in 45 minutes. This not only allows for Q&A time, but it shows you can beat deadlines and are capable of exceeding expectations.
You might think that some of these ideas are common sense, but not following them could negatively impact the success of your demos. The fact is, technical proficiency is only part of the equation for a successful demo. These 6 keys to success complete the equation.