This tip will change your demos BIG time…
Encourage your prospects to actively PARTICIPATE in your demos by gently (but firmly!) forcing them to CHOOSE demo options, whenever possible.
If there is a list of five options on a menu, ask your PROSPECT which one they’d like.
If there is a need to name something, ask your PROSPECT what to name it.
If there is a choice of options for a workflow, ask your PROSPECT which path to pursue.
Compared to typical demos, your prospect will be MUCH more engaged. Even better, they will have had to THINK about which choices they want and will begin to take ownership for the outcomes.
Absolutely terrific!
Here’s the background to led to this:
I was watching demos that highlighted vendors’ customer-facing intake forms/portals and noted some poor practices. Each vendor claimed that end-customers “can complete the process in five minutes or less,” but:
- They turned the 5-minute workflow into 15-30 minutes…!
- They used obviously fake demo data.
- They covered many options, often exhaustively!
- It was obvious that the demonstrators had presented the same demo pathway dozens of times (it sounded like the presenters were boring THEMSELVES!).
- The prospects were largely silent during the entire demo.
- And the vendors NEVER asked prospects to provide input into the workflows…
This last item really struck me as a MAJOR error! Our objective is to turn demos into CONVERSATIONS.
Here’s a truly terrific tip for these situations: Invite your prospect to be the end-customer and fill in the form, through you!
Let’s say your software offers an intake portal for consumers who want a loan. You say to your prospect, “OK, let’s have YOU play the part of your customer. YOU tell me what to enter on each screen…”
Advantages?
- You and your prospect COMPLETE the intake form in five minutes (proving your original claim).
- Your prospect gains a first-hand vision of how the process works.
- Your prospect THINKS about the options and asks relevant questions.
- And your prospect is fully engaged throughout the process!
This approach is called “Customer Fill In.”
Any time there is an option to choose from (and you don’t care about the choice), invite your PROSPECT to make the choice. They’ll be engaged, taking ownership of the process and the result. Delightful!
You’ll find many more great tips in “Great Demo!” here:
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