The product demo is one of the most crucial steps in the sales process. It’s the first time your prospect sees and understands if your product can actually keep the promise of your sales pitch.
Most importantly, your demo is a key component of the sales experience of your prospects.
As you know, today’s B2B prospects are savvier than ever before and are looking for a valuable, predictive, and personalized sales process. The product demo is the perfect opportunity to check all these boxes and show you can bring the exact value they seek while generating a genuine (human) connection.
You already know that Walnut codeless platform enables you to create customized and interactive demos without coding, but we won’t brag again about our groundbreaking solution. That said, using the best demo platform around - damn, couldn’t resist - isn’t enough to nail your demo calls.
That’s why we created the ULTIMATE product demo checklist just for you:
An exhaustive list of the tasks you should check to present demos that convert. And yes, it’s ultimate, meaning it’s really good.
Read on for the full checklist or feel free to download it:
Step #1: Research
- Check the prospect’s background on social media to know their professional background and position with the organization
- Study the prospect’s product to understand what pain your product solves
- Bonus point: Send a link to an interactive demo via email ahead of the call so your prospect can play around with the product. Collect insights to understand which features are most valuable to them
Step #2: Scheduling
- Book a meeting with the prospect, including relevant conferencing tool - if needed
- Organize the demo’s agenda with precise timing for each step (Intro, research summary, product presentation, demo recap, questions and answers, next steps, discussion)
- Run a technical check - Internet connection, video tool, updated product version/presentation
Step #3: Product demo creation
- Decide what product demo option is the best for you
- Write your demo/walkthrough script - put the spotlight on the prospect’s pains and how your product solves them
- Personalize your product demo for your prospect - logo, name, numbers, figures, features, etc.
- Prepare the outcome you’d like to communicate to your prospect: how much time, workforce, software expense, money could he save using your product
- Rehearse objection handling: What is the prospect more likely to protest about? - pricing, features, implementation time, etc.
Step #4: Product demo presentation
- Create a human connection
- Focus on pains and benefits - not on features
- Keep an eye on your timing
- Tell your prospect a story to inflict emotions
- Open a dialogue with your prospect- monologues are counter-productive
- Don’t forget to ask for feedback and questions every few minutes
- Use simple language - Keep the technical jargon for your colleagues
- Define the next steps
Step #5: Post-demo phase
- Right down a summary of the demo that includes: prospect’s questions, objections, most appreciated features, and other relevant information
- Create a demo follow up email based on your summary and include a time suggestion for your next meeting
- Bonus point: Send a link to the interactive demo you presented, including guiding annotations, and help your prospect spread the word among his organization
- Share your demo insights with your company (sales engineering, post-sales, customer success) to ensure the knowledge collected is transparent and valuable to everyone!