![]() Once you get their commitment to attend a demo, schedule the demo right away. It’s the fastest way to figure out if our product can help you, get answers to any questions you have and start using our software in a way that’s optimized for your workflow, so you get the most out of this trial.” Set an appointment during the call “We’ve found that people who try our software are 35% more likely to succeed with our solution when they join a 30-minute one-on-one demo. Attending the demo = being more successful "Rather than spending hours trying out your software and reading documentation, just spend thirty minutes attending a demo, getting answers to your questions and having a true expert help you to customize the product to your specific needs and workflow."Īnother common reason why people don’t want to attend a demo is that they simply don’t see the value in it. How do you manage this objection? Attending the demo = saving timeīring up the value of her time and make that the reason why she should attend the demo. They don’t want to spend half an hour on a demo. One of the most common reasons is about time. If a prospect resists at that point, inquire why. So there’s two ways how we can proceed from here, 1) you can do this yourself and figure it out, and I’m pretty confident you’ll become a customer or 2) I’ll connect you to Kevin (the guy who has helped companies like yours to achieve X, Y and Z even faster with our software), because a 30-minute call with him will get you these results within the next five days.” This is going to be a real gamechanger for you. “I now believe that you should buy from us because you need X, Y, and Z, and we’re the best in the world to do these things. You can bring these up when pitching them the demo: The qualification has given you insights into the objectives they want to achieve. From their point of view, this is all just about you wanting their time. None of these reasons convey value to your prospects. You tell them they should attend the demo because your software is great and will boost revenues, reduce costs, increase efficiency.You tell them that you’d like to learn more about how they want to use your software.You tell them that they should join a demo session.You tell prospects how great they are and how much you love what their company does (and they can tell by the slick and smooth delivery that you’re saying the same thing to every single prospect you talk to).You can talk a lot about how amazing your product is and can interrupt everything the prospect says with your own great story.You’re polite and great at making small talk.Here are some reasons that won’t convince them to attend your product demo: You actually have to deliver a compelling pitch and apply salesmanship so they’ll commit to joining your demo. It’s not enough to invite prospects to a demo, it’s not enough to just offer them a demo or ask them to attend. If you don’t have compelling answers to these questions, you’ll miss out on a lot of demo opportunities. ![]() Why should prospects make time in their busy schedule for this demo? What’s in it for them? Why should they do it now? Why should they dedicate their time to you and not another vendor? Once you’ve decided whether someone is a fit, look at it from their point of view. How to get prospects to attend your demos? Your objective here is to truly understand the prospect’s wants and needs and to make them feel that you understand them and genuinely care about their success. Qualify firstĪsk questions until you arrive at a point where you decide whether the person is qualified or not. And selling always starts with finding out whether the person should buy from you or not. Getting prospects to commit to a demo requires selling. Most prospects would rather tinker around with your software on their own than schedule an appointment with a sales rep to walk them through a presentation. But getting a prospect to attend a demo can be hard. Product demos are a great way to convert qualified prospects into paying customers.
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