You understand the immense value of strong demo materials. You’re also aware that these assets are important (if not crucial) to both locking in the sale by showing your prospective customers how your product improves their lives as well as empowering your sales force to speak meaningfully about its capabilities.
Below are easy-to-implement tricks to craft a well-balanced and highly effective technical product demo.
Make your demo a "choose-your-own-adventure" experience
Long, linear software demos with little to no planned interaction lead to wandering (and uninterested) minds.
When designing a technical product demo for your sales field, be sure to include the following for a stronger and more powerful presentation:
Discussion points. It’s so important for demo presentations to be conversational and include your audience. Invite them to be a part of the presentation. When demos turn into a conversation and shape themselves in real time based on customer questions and interests, engagement soars.
Pauses. Brief silence is not a bad thing! Inserting pauses directly in your scripts ensures breathing room and allows your audience to absorb the information and ask questions.
Flexibility. Allow the demoer the ability to jump from place to place. Not only does this allow them to adapt their presetnation to the audience’s interests and create a more customized demo experience, this method also helps with failure points. If the demoer has an issue with one area of the demo, they’re able to seamlessly jump to another point and keep going.
Show the trailer vs. show the movie
One of the easiest ways to lose your audience during a technical software demo is to give too much information.
It’s better to show the highlight reel (the product features that are most important to your prospective client) at their most compelling point, rather than spending too much time on build-up or walking through a massive feature list. Don’t waste time with setup or build up unless it is absolutely necessary to your point.
Consider a movie trailer. You get no back story, just a big explosion, a passionate kiss, and a slap across the face. No time is spent on background as to why these happened, we just see the excitement and, if done well, we have a very good idea of what we’re getting for our movie ticket.
Just be prepared to dive in to details if asked to. This will lead to a lighter, more involved audience who will be actively engaged in the demo outcome.
Tell your best product story
Tech storytelling is what we do.
3Sharp is an industry leader in product demos. We design easy-to-present and easy-to-understand content that’s focused on accelerating sales cycles and turning your technology into your customer’s most valuable assets. Let us help you land the sale with relevant and compelling demo materials. Learn more.