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?
I will try to keep it general but in any case you may want to get some additional help with a sales coach to help you identify your needs. It's important for the right person to understand your business and benefits to your clients.
This gives the right intro:
Never ever sell a product or service. It doesn't matter what you're selling. The importance is that you are selling a solution. Solution based sales are more successful than product/ service based sales tactics.
In short, you want to sell the benefits your customers will receive by having your product rather than what it does. Think in terms of how your product solves a problem that your customers have. Why should they have your solution? What is unique about your solution or business? What problem/ issue does your product solve?
You can only do that by identifying your clients needs. Not the wants. It's not about what a customer want, it's about what they really need. Besides the benefits, as a second point you can sell the values. What makes you better than your competitors? What more do your clients get for their investment? What additional services can you offer that enhance your product/ service but most importantly enhances/ helps your customers business. Values are sometimes not that obvious to some people. So you need to point them out. Sometimes it's the simple things such as free implementation/ system training/ fully customisable/ technician on site/ will save you time so that you can spend more time on more important things in your business/ will make it easier for your employees to focus/ sell/ provide service etc. Think outside the box especially with software that is supposed to make things easier for the customers.
Start with open ended questions, avoid closed questions, especially in the beginning or while in a conversation. You want to keep the conversation going rather than just getting a yes and no answer.
Here are 5 very powerful questions that you could ask (you may need to tweak them a bit according to your audience but it's important to keep the order):
1. What's your no. 1 priority? (All about the problem that the client has)
2. Why this one? (You/ or the client may be aware of different problems, so why is this one important for them to solve?/ What do they want to achieve)
3. Is that important to you? (You could also ask, how important is that to you on a scale of 1 - 10) (Once the problem and why is identified, you can scale the real importance)
4. What would be the consequences/ outcome of not having it? (I think this is clear)
5. Does it worry you? (Basically a yes/ no answer. Now you can either close the deal of lose it. Evaluate the first 4 questions and based on the answers you're getting decide if this question is good for you to ask. If you feel that you will be getting a yes, go for it.)
Now it's up to you to close the deals, get additional meetings etc. You can simply show them that you have a solution that will solve their problems...As a last phrase you could use: So, if I could solve your No. 1 priority/ problem for you, so that you won't have to deal with the consequences and gain all the benefits as discussed, would you be willing to go ahead with the deal/ would you be willing to sit down with me again to discuss this further?
These are great questions to build in to any conversation that might help you close deals much quicker and with more precision.
If you would like to discuss this further, feel free to connect with me on LinkedIn.
I understand your concern. Getting customer to attend the product demo is more tougher task then selling the product.
To create the interest in your potential customer mind is to approach them with some great recommendations and endorsement you got from known influential personalities from the same industry. Give them the bigger picture and things that they dont hear from sales people everyday.
Like someone said, solving problems which hasnt come yet so far is one of tag line you can use to create more interest.
Give them some attractive snippets of your demo in advance which can create interest in them to ask for complete demo.
I do these demonstrations all the time. First off, as others have said, you have to get your mind off of 'selling' and into 'meeting their needs'. So, what I do is ask the prospect how they are doing the kind of functions my product covers in their company today. That's an open-ended question. Then I ask them some specific questions related to the important features that I want to bring out in the demo. I want to know how they do those things today and whether they want to continue doing them this way or if they want to make some changes. That way, when I'm doing the demo, I can tailor, or at least talk, those points. I've often had heads of companies ask me at the end of the session where I learned my sales skills—they say they wish their salespeople were like that. They don't feel like they are being 'pitched to', but rather it's like talking with an outside expert who can help them meet their company's needs.
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 .
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
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.
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.
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;-)
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.
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
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.