Ongoing developments in digital communication have made it a lot easier for companies to share ideas and information with their prospective clients. However, the greatest challenge that comes with relying more on technology is that you need to become more conscious of how that information is interpreted from your prospect’s point of view.
To create a successful online demo, companies must prioritize being methodical in striking a balance between giving and receiving information. Don’t forget that the purpose of your online demo is to show them that you can understand them better than any other company. According to Forrester, 94% of customer and marketing professionals indicated that personalization is important. Rather than overwhelming your prospect with facts and figures, focus on creating a level of personalization that truly resonates.
An online demo isn’t just a sales pitch – it’s your biggest opportunity to connect with a prospect. With this connection, it’s all smooth sailing until you close the deal. So how do you use your online demo to establish a connection with your prospective client?
Here are the top 3 rules for creating the perfect demo.
Number 1: Be genuine and empathetic
Take the customer-centric selling model to a whole new level by diving deeper into your prospect’s needs and pain points. Be specific. Show them that you can understand their needs better than any other company and highlight the specific features of your products or services that can make the biggest impact on them.
Great products and services are everywhere, but what will make YOU stand out is your ability to connect with your audience. Be genuine and empathetic in your approach and try your best to demonstrate how your company’s values and beliefs are in perfect alignment to those of your prospect.
Don’t just focus on your products and services. The idea here is to make the greatest impact in the shortest amount of time possible! There’s a reason why personalization is the top strategy in 2020 for 47% of B2B marketers. People don’t just buy a product or service – they buy the “why” behind it.
Number 2: Master the art of storytelling
Who likes sitting through a lengthy video that’s jam-packed with facts and figures? No one. Get your prospective clients to engage with your video content by mastering the art of storytelling. Present your information in a way that sparks genuine interest, provokes emotion, and ultimately, gets them excited to hear more.
Key points for mastering the art of storytelling:
* Humanize your brand by using stories to construct an identity
* Focus on commonalities which are most relevant to your prospect
* Adopt a tone that’s inspirational yet informative
Number 3: Present real data
With the right execution, presenting real data will finalize your deal. But keep in mind that the idea here isn’t to overwhelm your prospect with numbers or facts – real data is only meant to strengthen and support your ideas.
Only use data in a way where it sounds natural and when it can make the biggest impact on your audience. For instance, keep it natural by integrating relevant data into a customer success story during your online demo.
To help your team create a successful online demo, it’s a great idea to add more details into your sales playbook, including the most powerful stories to tell, key points to consider when customizing their demo, and the most relevant and impactful data and insights to use.
Need some guidance on figuring out the right approach for your demo? Contact us for more information on how to create the perfect online demo. We are here to create customized sales playbooks for you.
