Traditional product demos are like those classic Nokia brick phones. They are dated, limited, and no longer sufficient when it comes to meeting the needs of modern buyers.
That’s why these days, interactive product demos stand out as a more effective option, as they offer a personalized and immersive experience that better resonates with audiences.
Interactive demos have shown significantly better performance compared to their counterparts by actively involving the potential customer in the demonstration. This engagement not only helps buyers better understand the product’s features and benefits, but also creates a memorable experience that can influence a buyer’s decision.
So, how can you make sure that your interactive product demos will be able to wow your prospects?
Well, we just happen to have 7 tips to help you do just that.
- Understanding your customer and your product
- Listen to your prospect
- Tailor your demo to buyers’ pain points
- Show prospects how you can solve their problems
- Talk about the next steps
- Don't forget to follow up
- Send a demo follow-up email
- Share an interactive demo after the call
- Schedule a follow-up call
- Improve your product demo
- Using interactive demos to boost your SaaS sales strategy
Create interactive sales demos with Walnut >
1. Understanding your customer and your product
Knowing your customer goes beyond recognizing their basic needs.
It involves a thorough exploration of their background, including their position within the organization, their role in the decision-making process, and any previous interactions with your brand. This insight allows you to tailor your product demo to address the specific challenges and goals of your audience, making the demo more relevant and impactful.
Sales teams must be well-versed in not just the technical details, but also how these features translate into real-world benefits for the customer.
This dual focus enables you to not only answer questions confidently, but also to proactively highlight aspects of your product that align with the customer’s unique needs.
To craft a personalized interactive product demo, start by researching your audience to learn about their industry, their company, and their personal objectives.
This information should help you understand how to present your product, focusing on solving their specific problems and demonstrating how your solution can make a tangible difference in their day-to-day lives.
2. Listen to your prospect
Remember: Two ears, one mouth.
An essential element of a successful product demo is not just the presentation of features, but the active engagement with the prospect’s questions and concerns.
Listening to your prospect throughout the demo allows you to tailor your presentation and responses to their specific needs and expectations. While it’s understood that there will be a Q&A towards the end, your attentiveness should be constant.
By paying close attention to the prospect’s tone, expressions, and reactions—whether in a face-to-face meeting or over a video call—you can gauge their interest levels and any potential objections they might have. This will enable you to adapt to the conversation in real-time.
Not to mention, this level of personalized interaction can significantly enhance the prospect’s experience, making them feel heard and valued, which is pivotal in building trust and moving closer to a successful sale.
3. Tailor your demo to buyers’ pain points
An interactive product demo is your opportunity to show how your product can resolve the specific challenges your prospect faces.
So, the key to a compelling demo is not in showcasing every feature, but in highlighting the solutions that directly address the client’s pain points.
Instead of walking through every aspect of your product, concentrate on the aspects that improve your prospect’s workflows, solve their problems, and enhance their efficiency.
By doing so, your interactive product demo will be more concise, impactful, and relevant to your audience’s needs. This targeted approach not only keeps the presentation engaging, but also demonstrates your commitment to providing solutions that make a difference in their daily operations.
Remember, the goal of the demo is to reassure your prospects that choosing your product is the right decision for their unique situation.
4. Show prospects how you can solve their problems
In the B2B sales landscape, the ability to clearly demonstrate how your product solves a prospect’s specific problems is invaluable.
Rather than merely walking through a list of features, an interactive product demo allows you to show, in real-time, the practical application of your solution in scenarios that mirror your prospect’s challenges.
Tailoring these demos to reflect the use case, buyer persona, and specific workflows of your prospect not only showcases the versatility and adaptability of your product, but also enhances the prospect’s understanding and appreciation of its value.
Interactive product demos have the added advantage of streamlining the decision-making process for companies by providing a comprehensive overview that caters to various stakeholders simultaneously. This efficiency can greatly reduce the need for repeated demonstrations to different decision-makers, thus shortening the sales process.
By effectively utilizing interactive product demos, you’re offering a way to speak directly to your prospect’s needs. And this, in turn, increases your chances of conversion and closing deals.
5. Talk about the next steps
Discussing the next steps at the end of an interactive product demo is crucial for several reasons.
For starters, it provides a clear path forward for the prospect, making it easier for them to visualize the journey from considering your product to becoming a customer.
Informing your prospect about the agenda at the beginning of the demo sets expectations, keeps the demo organized, and ensures that both parties remain focused on the objectives of the meeting. This approach not only helps to manage the prospect’s decision-making process, but also contributes to a smoother, more efficient buying experience.
Adhering to your agenda throughout the demo is essential. That’s because it’s important to address specific questions and topics at the right moments to build value before discussing aspects like pricing. This strategic timing allows you to establish the product’s worth in the eyes of the prospect before any potential objections related to cost arise.
However, your sales demo script isn’t set in stone. You need to make adjustments as you go based on how your conversation with the prospect ebbs and flows as well as on any questions or concerns that come up.
In addition, completing the demo within the agreed-upon timeframe signals that you value their time and are confident in your product’s ability to meet their needs. Discussing the next steps at the end of the demo, including any follow-up meetings, required documentation, or trial periods, ensures that the prospect is fully informed about how to proceed.
6. Don’t forget to follow up
Following up with prospects after an interactive product demo is a critical step in the sales process.
It reinforces the connection established during the demo and provides an opportunity to address any lingering questions or concerns.
Here are some effective (and low effort) follow-up strategies:
Send a demo follow-up email
Send a personalized demo follow-up email summarizing the key points discussed during the demo.
Reflect on the conversation, highlighting how your product addresses the buyer’s specific needs and pain points. You can also attach additional resources or give answers to questions that arose, showing your commitment to providing value.
Share an interactive demo after the call
If you happen to be using an interactive demo platform like Walnut, you can share an interactive demo that is self-guided.
This allows prospects to explore your product again, and continue to understand how it will be life-changing for them.
On top of this, your champion can share this interactive demo internally with other stakeholders that are involved in the decision-making process. This means that every decision-maker will have access to the product without needing to be on a call with you or your team.
Schedule a follow-up call
Propose a follow-up call or meeting to discuss any new questions that have emerged post-demo.
This direct approach ensures you remain at the forefront of the prospect’s mind and demonstrates your eagerness to assist in their decision-making process.
7. Improve your product demo
Your product demo is not static. It should evolve based on feedback and performance analysis.
Utilizing tools (wink, wink, like Walnut) to track how users interacted with the demo can offer invaluable insights into what prospects find most appealing or where they encounter confusion. This data allows for a granular understanding of user engagement and preferences, further highlighting opportunities for refinement.
Acting on this feedback is crucial. Whether it’s simplifying complex features, emphasizing popular functions, or addressing points of friction, each adjustment can enhance the overall demo experience.
By continuously seeking to improve, you ensure that your product demos remain a compelling, persuasive tool in your sales arsenal.
Using interactive demos to boost your SaaS sales strategy
Crafting and delivering a compelling product demo is paramount to success.
And following the tips we outlined can significantly elevate your sales strategy. These practices ensure that each interaction is personalized, impactful, and geared towards closing deals.
Beyond just following these tips, taking advantage of the right interactive demo platform can help you create interactive demos that get deals done.
By leveraging a platform (like Walnut), your sales team will be able to craft demos that not only showcase the product’s value, but also resonate deeply with prospects, paving the way for successful outcomes.
