How do I convince customers with a product demonstration?
I work in the SaaS (Software-as-a-Service) industry and have trouble selling. Can someone tell me how to convince potential customers quickly through demonstrating a software product?
The successful products and services companies learn that the best way to get market share embracement is the highlight how your product or service resolves or solves their challenges. So for every SaaS you create you need to link the value proposition to the challenge the customer is having in the market segment you hope to garner revenue. And market, market and market to rein-force the value. Humans need lots of repetition to continually make the connection.
Ultimately it is your ability to relate well to the customer that matters besides, of course, detailed product knowledge. The customer will buy, to a large extent because he likes you, your attitude and your behaviour- combine this with detailed product knowledge, objection handling skills and you have won the day
Identify common pain points and trends that SaaS is the solutions to.
Find a target audience that has the pain points and want to solve the problem within the next 6 months.
You are obviously getting your foot in the door to potential clients for demonstration.
Focus on the pain points. Develop solutions that are specific to the customers pain points.
Build sustainable relationships with the customers.
Make sure you are talking to the final decision makers besides the IT Leads of whom are trying to relate the SaaS product second hand. The Business Analyst of companies often know what solution will be needed to suit the companies needs, although IT often leads the show. Try to pull the whole team in for demonstration including the lead business users.
SaaS is also a solution sell product. So you will definitely need to knock on the door more several times to get your audiences attention.
Make sure you walk away with future projects planned for the organization that may be a perfect fit for your product or solution.
Enjoy the day.
1. Do you like to be convinced of purchasing something?
2. What process are you currently using to qualify your lead and be sure you're speaking with a decision maker?
3. What is the biggest problem that your ideal client has that you provide the best solution for in the market place?
4. If you were the ideal client, what would you like your sales/service rep to ask you?
5. As a client, what information would you ask for that would allow you to make a decision as to whether this was the right solution for you or not?
6. Are you trying to close the sale transaction with this demonstration or close the opportunity to put a proposal forward to the client which would lead to the sale?
I subscribe to the philosophy that decision makers are bright, autonomous individuals that given the right information can quickly make a purchasing decision.
The demonstration of a product or service account for about 20% of the decision making process. In the Saas Model my major concern will be continued training, service, and upgrades that fit my business process and culture. How much of that can you show me in a quick demonstration of your SaaS solution?
As a sales professional, you should be fully aware of where in the process the lead is so that you can guide them through to the next step. I like to always finish a meeting with "This is what I can do next ______. What would you like to do next?"
Speak less of the widgets and concentrate on the pain the client is experiencing by not using your solution and how wonderful life will be when they do use your solution;-)
The first thing is convince them to come to the demo. This is easily accomplished by offering them something for coming. Such as, a free sample of your product. If it is something high end you can't give away, it would need to be something small, but of course, has your company advertising attached.
Make sure your demo is entertaining -- I recommend you start with an illustration of the problem your software solves, then show how your software solves that problem. People get it a lot faster when you put it in context.
And, keep it short! Don't try to show every feature of the software. This leaves room for questions. And those questions may open your opportunity to demonstrate some of the details you didn't initially cover.
Keep in mind, you're not teaching the system, you're demonstrating its convenience and power.
Of course, all this advice is predicated on your potential customer being a qualified buyer with genuine interest in addressing his issue.
I think people are on the right track with what they have said. My comments are that Selling at its most basic is a 3 part process: Relationship Management, Roadmap to Revenue/Solution (Revenue for you, Solution for them) and Customer Success.
The Higher level View is what you sell and what problem does it solve. At a macro level, there are several ways to go:
1. How has your company helped others in the same industry with a Problem that this Customer May have
2. What problem you specifically know they are trying to slolve.
3. Focusing on the Nature of their Industry and what they may need to work on.
The Demonstration is all about Proof. Do not Demo Too Early in the process. If you do, you are simply Throwing Features against the wall and hoping it works.
Hope this makes sense - feel free to reach out if you want to talk further. - www.dailysalesthoughts.com
Hello Grace , In fact It is very difficult to attract & convice clients . But I believe that you shall depend on two points in order to convince your clients :-
1. Hpw to attract targeted clients .
2.How to convince them with your product , I believe many can do this work but all of them share the same way of product demonstration ,only one or two are different than others , you will fine that they are strong & easy to understand qualities of product ,even clients will like it the way its shown to them .I have done it pratically .