One of the most crucial parts of any sales process is when the product is revealed to the prospect. Some call this phase the product demo, while others name it the sales demo. Both refer to the same action: showing the product and explaining its value to a customer.
Now let’s go back in time for a sec to understand when the demo is happening, and why it matters so much. Once a lead enters the sales pipe (from outbound or inbound), they move to the discovery call. On this call, the sales rep understands if the product really meets the prospect’s needs and answers their pains. If the prospect is qualified and interested to move further in the process, then the demo is scheduled. In other words, until the demo phase, the prospect only heard a sales pitch and didn’t have the chance to see and certainly not try the product they’re about to adopt - allegedly. And this is why, ladies and gents, the product demo is often the deal-breaker (or maker) of the sales process.
In this article, we’ll explain how you can easily create a product demo in 5 simple steps with Walnut's demo software:
1. Capture your product's screen
2. Personalize your demo
3. Link your buttons to the right places
4: Put some annotations in
5: Share and collaborate
Step 1: Capture your product’s screens
The first phase in the creation of your interactive demo is to capture the relevant screens of your product. No need to capture it all, no need for all the fancy features, only the parts that are useful to the prospect you’re about to meet. As said by Lou Wolf, VP Sales at ZoomInfo in our interview, the worst mistake to avoid in sales is “features dumping”.
For your demo to bring the most value, you have to focus on the aspects of your product that solve the prospect’s pains.
How to capture your product’s screens:
Go to the Walnut extension in your browser, and click “Capture screen” on the screens you want to show your prospects. That’s it. The screens are recorded!
Step 2: Personalize your demo for your prospect
Today, every sales email you send or receive is personalized with your name, company name etc. Seriously, when is the last time you got an email opening with “Dear sir, madame” or whatever it used to be. Following the same idea, your demo needs to be customized entirely for your prospect: logo, name, figures, numbers, and of course, features, every single pixel of it should be tailored to make the prospect feel in the perfect environment.
How to personalize your demo:
In the Walnut editor, simply click the element you want to customize and use the relevant option. You can edit texts, images, hide any element, and even play with the HTML code if that’s your thing. The cloud is the limit.
Step 3: Link your buttons (and other elements) to the right places
Your product content is now fully customized, so all you have left to do is to link the pieces between them. Link the buttons to the screens they should send to (and back) and make sure your interactive demo works smoothly.
How to link your clickable elements:
- Click the element you want to link
- Select the link icon
- Enter the destination you’d like to send to
- Click done
Step 4: Put some annotations in
Correct. Your demo is already customized and interactive which is great. Why not make it perfect for your prospect?
By adding annotations to your demo, you can create the perfect flow you’d like your prospect to follow and make sure they get the most out of your demo! You know things like “Start by clicking here”, “Then do this”, “Now do that” and so on.
This way, your prospect will be able to play by himself with your demo before, during, and even after the demo call. Because with Walnut you can also do that but wait for the next paragraph for more details. This point matters. Back to our topic.
How to add annotations:
- Select the section of your demo you’d like to annotate
- On the left bar menu, select the annotation icon
- Write the copy of your annotation
- Click save
Step 5: Share and collaborate
Alright, the demo went great, you handled the objections correctly, you showed the value, butterflies everywhere. Now what?
Send a link to your interactive demo to your prospects (now champion) so they can try the demo and share it internally in their organization. This will allow you to collect insights about their usage so you can optimize your demo according to this data. More than that, you can also collaborate on the demo with your prospect to make sure you close every angle so that there is no surprise and every decision-maker is getting the best possible version of your product.
But that’s not all! You can even embed your demo on your marketing materials to make sure every user, visitor, prospect, subscriber, lead - you name it - can enjoy your product directly and easily. Yes, even before your actual demo.
The best part? If you see that your demo flow performs amazingly for a specific use-case, you can duplicate it in one click, and use it again for another prospect.
How to share and collaborate on your demo:
- On the top bar of the Walnut Editor, click the Share button
- Select your preferred sharing option
- Click Done, and you’re done!
Still not convinced? Take it from our customers. Here is the (way too) authentic reaction of one of our users. Pardon our French.