May 15, 2012 2 Comments
You love what you’re selling. (Hopefully). You spend most of your waking hours selling something that you think is awesome. If you didn’t, you wouldn’t be selling it! However, as honest as your face may be, it’s doubtful that people are going to buy your product on just your word – they want to see it! So how do you quickly create a demo that showcases everything great there is to know about your product that gets your audience as excited about it as you are? This is where it gets tricky. You want to display every aspect of the product, but still keep it simple. Keep in mind that you want the demo to be exciting and eye-catching, yet not too busy or obnoxious. And you want the audience to stay engaged for a long time, but you also respect their time and don’t want to overstay your welcome. Creating a demo that checks all of these boxes (and more) can sound daunting, and time consuming. But alas, – it doesn’t have to be!
In fact, you’re only 3 steps away from having that awesome product demo ready to put in front of your next customer!
You know your product inside and out. Any question that is thrown your way, you’ve got the answer. However, all of that information isn’t always absolutely necessary, especially if this is the first time your audience is seeing this product. In order to ensure that your demo lasts an appropriate amount of time and that your audience doesn’t get totally confused, it’s a good idea to limit the amount of information in your demo to only the most important info. Something that I find useful is to write every feature or fact about my product on a separate notecard. Having each idea on its own notecard gives me the freedom to move the ideas around, prioritizing and creating stories within my big picture pitch. I can then remove the ideas that are the lowest priority and be confident in knowing that all pertinent information has made it into my demo.
Choose your platform
These days there are SO many ways to communicate and collaborate with anybody, anywhere. Many times, it’s not practical or possible to meet everybody face-to-face. Sometimes you want to reach a large audience that is spread out geographically. Maybe your audience is global, making it inconvenient for everyone to be on a conference call at once. All of these reasons make taking your demo online and presenting it virtually the right choice. Web and video conferencing have come a long way and are still quickly evolving. Choices range from extremely simple, intuitive platforms that give you the ability to share a PowerPoint presentation or document, all the way up to feature rich webcasting platforms that allow sharing of any sort of content, audio or video, and that feature social media, CRM and RPM integration, registration and robust reporting capabilities. Don’t be afraid to reach out to someone that works with these tools frequently or, even better, someone that sells them, for some assistance. Most likely when you say “In a perfect world, I would like X,Y & Z to happen during my demo” there will be a platform out there than can deliver.
Put it all together
Now take those great points, maybe some fancy graphs and pictures and put it all together! Make the most out of the platform you’re using, but also keep in mind your audience. If they’re not technically savvy or maybe more interested in content than pictures, make sure that you keep your bright colors and crazy animations to a minimum. Practice your pitch to ensure that you smoothly move through your presentation and don’t get too high level, or too deep, on any of your ideas. The key here is to capture your audiences’ attention and give them just enough that it makes them wanting more. You will know that you don’t just have a demo, but an awesome demo, when everybody comes back asking for a follow-up meeting.