A successful product is always made to solve pain points in the targeted customer, no matter how big or small. This can help when advertising your product in a demo to show the problem that is being fixed.
No matter how amazing your demo is, it can be a chore to get your audience to engage and stay interested. The most crucial part of any demo is the first 3 minutes. This is where your targeted audience decides how much attention and energy they want to give to your presentation. Therefore, the key to having a successful demo is to “hook” your spectators’ attention. This can include getting a few laughs, asking questions, and having conversations with your audience. If your demo starts lifeless, the audience is more likely to treat it that way and become more unengaged and distant.
Complex feature presentations cause stress and distraction for your audience as well if not presented properly. Having lengthy deep dives in early demos can cause an anxiety in the room. Some ways to ease this tension can be to use easy to understand features first and then drill into features that the audience wants to see.
Comparing product to a competitor can provide an edge in the demo, but instead of using negative language, use words that encourage positive comparison – how your product does better. Using stories of others customers can also introduce a sense of relatability.
Focusing on decision maker is good but also keep the focus on end users and solving their problems. They are the ones actually using the product. Remember, however good the product is, if there is no adoption of product, they won’t like buy (or renew the subscription).
How you present yourself and the points you make in the introduction is the prime of what the audience will remember when the demo is finished, so top-quality engagement is critical. Make sure your demo is framed around a singular main point and avoiding to speak off-topic will keep the presentation precise and to the point, which is exactly what an audience enjoys. Stray from lengthy introductions, and unnecessary “fluff” in your information. Lastly, make sure to display a memorable demo leaving your listeners with something to remember.
Sales Engineers present product demos all the time in conference rooms, trade shows, over online meetings, webinars and so on. It is one of the early activity in enterprise sales cycle. Demo is the powerful weapon that all SEs have in their arsenal and they can make or break a deal with the right demo...