Quais são os motivos mais comuns pelos quais as demonstrações de produtos não conseguem converter?

In my opinion, the primary reason for the demos to end up in a failed conversion is imposing the product on the customer as per the salesperson’s understanding of the requirement. What could help is to have a consultative session to learn the pain points and then propose a joint solution which includes features which could at least solve the most pressing issues to start with and can be customised as per the customer's requirements in the later stages. Once the solutioning is completed, other factors like complexity, product features and presentation can be taken care of.

IMO here are some aspects that kill the sales potential : Overwhelming Complexity: Issue: Demonstrating too many features can be overwhelming. Solution: Focus on key functionalities that align with the prospect's immediate requirements. Ignoring Prospect's Pain Points: Issue: Failing to address the prospect's specific pain points. Solution: Prioritize showcasing how the product directly addresses the prospect's challenges. Poor Technical Performance: (This should never happen) Issue: Technical glitches or slow performance during the demo. Solution: Ensure a seamless and error-free demonstration to build confidence in the product's reliability. With these common factors being avoided, SAAS providers can enhance the conversion rate!

My success mantra: Never skip prep! Before any demo, I dive deep into understanding my audience, their goals, and challenges. This ensures a tailored presentation, showcasing how my solution precisely meets their needs—saving time, elevating interest, and maximizing impact.

Thorough preparation is crucial for a successful product demo. Knowing your audience, understanding their pain points, and aligning your demo to address their specific needs can significantly enhance its effectiveness. Proper research and planning contribute to a tailored and compelling presentation, maximizing the chances of converting prospects into satisfied customers.

Em minha experiência, acredito que as objeções e que as diferentes reivindicações dos futuros clientes são fatores constantes no processo comercial, porém são tranquilamente contornadas quando o valor do serviço, não o preço, é demostrado de forma objetiva e de fácil compreensão, e para melhor contornar isso, pode-se disponibilizar imagens em telas do produto, oferecer dados relacionados aos ganhos obtidos com o uso da solução e o que é mais importante os depoimentos de clientes reais, certamente os prospects terão mais confiança para fechar negócio com a empresa e as demonstrações de produtos serão convertidas em vendas.

Spend less time talking and more time listening, yes you have to give a tour of the product, but if they're asking for things in particular just show them. This shows product knowledge, intuitiveness of the product and that you care.

In my demo strategy, I steer clear of the feature overload trap. I prioritize showcasing how my product transforms customers' issues into solutions, emphasizing benefits over features. Stories, examples, and interactive questions amplify engagement.

As demonstrações de produtos devem ser centradas nos resultados e benefícios para o cliente, não apenas nas características do produto. Ao vincular os recursos aos benefícios, usar histórias e exemplos específicos, e fazer perguntas para envolver os clientes, você cria uma narrativa que destaca o valor prático da sua solução. Essa abordagem não apenas torna a apresentação mais envolvente, mas também ajuda os clientes a visualizarem como seu produto pode resolver efetivamente seus desafios e melhorar suas condições.

In my demos, I prioritize honing presentation skills. I steer clear of pitfalls like jargon overload and monotony. Practice is key—speaking clearly, using engaging visuals, and ensuring glitch-free tech for a compelling presentation.

From a facilitation and presentation perspective, the number one challenge is prospect engagement in a virtual environment. Here are some tips: 1. Turn your camera on; win rates are 127% higher with an active webcam according to Gong research. 2. Establish clear goals at the beginning of the call. Bonus points for asking the prospect what's most interesting or important to them so you can plan to spend the most time there. 3. Inject interaction every 4 minutes to maintain engagement—encourage participation from prospects or the audience. 4. Ask open-ended questions to check for understanding or ask for evaluation at each step of the demo before moving forward. This will minimize distractions and optimize learning.

Nobody really likes a stuffy demo/presentation, have a conversation around the tour of the product, and let the features and your personality will win them over.

As habilidades de apresentação são fundamentais, independentemente da qualidade do produto. Praticar, usar linguagem acessível, modular a voz, empregar visuais eficazes e realizar verificações prévias são medidas essenciais para manter o engajamento do público. Evitar armadilhas comuns, como falar rápido demais ou ter problemas técnicos, contribui significativamente para uma apresentação mais suave e impactante.

Always ask, if there is anything they wanted to see that you didn't show them... After that, get some concise feedback as well as dates and times to go forward.

In my demos, I ensure a powerful ending with a crystal-clear call to action. I guide my audience on the next steps, eliminating confusion and fostering decisive actions for a seamless sales journey.

Ask the question to the prospect(s): "What does success look like to you at the end of this demo and trial?" Set up the next steps before you get off the call and send them on their way. Get any follow up meetings schedule while your prospect(s) are still on the call.

Uma chamada para ação clara e convincente é essencial para orientar seu público em direção ao próximo passo desejado. Isso não apenas evita confusões, mas também impulsiona o progresso no ciclo de vendas. Encorajar ações específicas, como agendar uma reunião de acompanhamento, solicitar uma avaliação ou assinar um contrato, direciona proativamente os prospects para a tomada de decisões, contribuindo para o sucesso da conversão após a demonstração do produto.

Recipe for fail: Demo too early in the sales process. Better: The demo should come after an extensive discovery of the current business pains and focus on how the product can “cure” the pains.

Besides poor preparation and general presentation skills, I think some product demos tend to fail because of not enough developed communication skills, relationship building skills and lack of personalization (towards the person and their services) throughout the demo call. During some of the most successful demos in my experience I was always concise, enthusiastic about the products I was selling and tailored my speech & comments to the needs of a prospect.

Lack of Understanding: Failing to grasp the prospect's specific needs and challenges is a demo that doesn't resonate with their priorities. Poor Preparation: Lack of research insufficient planning, or a lack of rehearsal can result in a missed opportunity. Misalignment with Prospect's Goals: If the demo doesn't clearly address how the product solves the prospect's problems or align with their goals, conversion is less likely A successful demo encourages questions and engagement

Um elemento chave para o sucesso em qualquer empreendimento é cultivar uma mentalidade de aprendizado contínuo. Esteja sempre disposto a explorar novas ideias, aprender com experiências passadas e adaptar-se às mudanças. A flexibilidade e a curiosidade constante são poderosas ferramentas para enfrentar desafios e buscar oportunidades. O caminho para o progresso muitas vezes reside na disposição de se manter aberto ao aprendizado em todas as situações.