In the B2B market, business buyers spend very little time on their customer journeys actually talking to sales teams. In fact, conversations with sales representatives only make up 17% of the buyer's process.
Far more time is spent on independent research and consensus-building. So, making the sales conversations count is critical.
One useful tactic? Hold product demos.
In the B2B market, a product demonstration stands out when it persuades clients that the software actually solves their problems.
Even better, the demo should cultivate alignment among different stakeholders in the business—even if they're prioritizing different needs. In this product demo guide, learn how to take that goal and run with it.
If you're ready to deliver better product demos, start with this list. Each of these four steps can take a product demo to the next level.
Don't skip any!
During the discovery call, before booking the demo, get as much information as you can about your potential client. Aim to learn:
Don't make any assumptions. Instead, during the call, ask, listen, and verbally reflect the customer's responses back to them. This builds rapport, and it gets you key information at once.
Structure your demo around your customer's problem. Try using an ask-then-tell format to reaffirm and clarify the customer's pain points.
Then, make sure your demo answers the "what, why, how" questions.
What is your solution? Why is it a good solution? And, how does it solve their problem?
Most buyers consider three or more solutions before purchasing. To stand out from competitors, define what makes your solution different—and better. This is your unique selling proposition (USP).
Customize your USP explanation for each audience. Connect your product's unique features back to their problem specifically.
Business customers often have questions about five subjects. Be prepared to answer questions—and objections—about:
The question-answer section is often more useful when you've already broadly addressed each of these subjects during your demo. This way, you can get into deeper detail during the Q&A.
Skedit is an elegant, all-in-one CRM and scheduling solution.
Bring your A-game to product demos by aligning your presentation to your customer's needs. With Skedit, scheduling and CRM tasks flow in harmony.
And, with the intuitive user interface, it's easy to bring the customer information you need to hand at the right time—like during a product demo.
Use the scheduling features to automate alerts for clients and teammates alike. You can even set them up as soon as you book the demo: that way, everyone will be ready on time.
With analytics tools, resource scheduling, and more, product demos have never been easier. Why not discover for yourself?
