¿Cómo puedes utilizar las demostraciones para incorporar nuevos clientes?

One thing that I have found useful is spending sometime shadowing customers day to day routine’s in their work. This helped me identify problems that they didn’t even know that they had which allowed me to customize demos that helped address the problems. Here I employed an agile methodology where there is iterative development of the demo with constant feedback from the customer on what resonates and what doesn’t so that the demo really hones in on the true pain points and serves as the art of possibilities for how the product would be useful for the customer to become more efficient in their operations.

Nothing beats understanding your customers. It allows you to tailor your offerings to meet their specific needs and preferences, increasing the likelihood of success. Without a clear understanding of your customers, you risk creating a demo that doesn't resonate with them or address their pain points. This can lead to wasted time and resources, as well as missed opportunities to attract and retain customers.

It is very important to look at demos as a persuasion tool. Then it becomes very clear why we need to study and understand our audiences and tailor demos to their specific needs. In my area (B2B SaaS health tech) it is so common to create a one-demo-fits-all! However, (as an example) a tech product user and a financial decision maker have very different pain points, roles, objectives and journeys so one demo does not fit all!

Using demos to onboard new customers is an effective way to familiarize them with your product or service, showcase its features and capabilities, and demonstrate its value proposition. Here's how you can leverage demos to successfully onboard new customers: • Understand Customer Needs and Expectations • Customize the Demo Experience • Keep it Concise and Relevant • Provide Hands-on Experience • Highlight Key Benefits and Use Cases • Address Common Objections and Questions • Follow a Structured Agenda • Offer Post-Demo Support and Resources • Solicit Feedback and Follow-Up

This is especially critical in a PLG motion. You can actually use monitoring software to track where customers are likely to get stuck in onboarding, as well as gathering direct feedback on this. Then you can make videos that show how to navigate the trickiest parts of the onboarding journey.

A clear structure: Pain point - clear solution/benefit - call to action structure is very helpful. I also believe in adding 'what's in it for the the target audience' message in the demo. It cold be a technical payoff, or a cue of a 'soft'/non-technical payoff, just to improve relevance and engagement.

One thing I have found helpful is meticulously planning the structure of the demo. This involves outlining key features to showcase, anticipated questions, and potential scenarios that align with the customer’s interests. A structured approach ensures that the demo is comprehensive yet focused, covering all necessary aspects without overwhelming the customer.

One time at work, I learned the importance of preparing the demo environment beforehand. Ensuring that the software or product is up-to-date, all necessary materials are ready, and technical issues are addressed in advance can significantly reduce hiccups during the demo and create a smoother experience for the customer. Sometimes, demo gods are not always benevolent 😀

If possible use the customers data and understand their market at large and why that data matters. If you can take on the persona of a new hire inside the target company who is easily using the product and showing benefits it is very helpful in overcoming any new tech adoption concerns.

Delivering the demo with confidence is crucial. I always practice the demo several times to familiarize myself with every aspect of the product. This preparation boosts my confidence, allowing me to present effectively and handle any unexpected questions or scenarios that may arise. Keep your handy cheat sheets if you have and specifically bring similar anecdotes that your prospect might find relevant. Always focus on your value proposition!

Demo delivery is pivotal, have a short, specific demo that shows ease of use and simplicity and then ask your audience for more specific detail requests. Deliver it with confidence and vigour to illustrate how keen you are I'm working with the product, if you aren't how will you convince others?

I love short, to the point demos with simple stories and client examples/testimonials. Animation works well to simplify complex stories. I am also starting to experiment with using AI solutions (still at the storyboard and practice app stage, but coming soon!)

Following up after the demo is as important as the demo itself. I usually send a thank-you email, reiterating key points discussed and next steps. This not only shows professionalism but also keeps the lines of communication open, providing an opportunity for the customer to ask further questions or request additional information. Do not forget to thank your customer for the time they spent. These things matter!

No matter how excellent your demo was. It is expedient to have strong skill in following up. Ask them their perspective about the demo. Also ask them about their concerns for not signing up yet and their expectations if they sign up with your product. By following up, you won't just assume and keep waiting for donkey years expecting to hear from them. Remember you are not the only brand that need their attention, there are other competitors out there that may be providing similar solution your product is offering.

Demos are good, but getting feedback is better. You need to know what people feel about the product and afterwards, engage them so they become active users of your product.

A most important consideration is when to offer a demo of your product/service. It should be when you believe it is a MVP - Minimum Viable Solution. This allows you to get to market sooner, get input from potential clients as to what they need additionally so you can customize and/or upgrade your MVP.

I like engaging beta customers in demo creations. They often have fun doing it, provide helpful insights and happily star with their testimonials/user stories.

Follow up: Follow up with the customer after the demo to answer any remaining questions and address any additional concerns. Stay engaged throughout the onboarding process to provide support and guidance as needed.