How can you personalize product demos to match customer pain points?

1 Research your prospect

Before you plan your product demo, you need to do some homework on your prospect. Learn as much as you can about their industry, company, role, challenges, objectives, and buying process. You can use various sources of information, such as their website, social media, reviews, testimonials, case studies, and previous interactions. The more you know about your prospect, the better you can align your product demo with their situation and interests.

2 Define the value proposition

Once you have a clear understanding of your prospect's pain points and goals, you need to define the value proposition of your product. This is the main message that you want to convey in your product demo, explaining how your product can solve their problem, deliver their desired outcome, and differentiate from the competition. Your value proposition should be concise, specific, and relevant to your prospect. You can use a simple formula like this: "Our product helps [target customer] to [benefit] by [feature]."

3 Customize the demo script

When customizing your demo script, consider your value proposition and the prospect's profile. A demo script is a guideline that helps you structure your product demo, highlighting key points, features, benefits, and potential questions. Begin with an introduction to greet the prospect and confirm the agenda and duration of the demo. Follow up with open-ended questions to uncover their pain points, goals, and expectations. Present your product in action by focusing on features and benefits that are relevant to their situation and value proposition. Illustrate how your product can help them achieve their desired outcome using stories, examples, and data. Avoid technical jargon and unnecessary details. Anticipate any objections or concerns they might have about your product such as price, implementation, support, or compatibility. Use facts, testimonials, and guarantees to overcome them. Finally, summarize the main points of your demo, emphasize the value proposition, and ask for feedback. Depending on the stage of the sales cycle, you can also ask for a commitment such as a trial, a referral or a contract.

4 Practice and rehearse

Before you deliver your product demo, you need to practice and rehearse it several times. This will help you improve your delivery, timing, and confidence. You can practice by yourself, with a colleague, or with a friend. You can also record yourself and watch the video to identify and correct any mistakes or areas of improvement. The more you practice, the more natural and convincing your product demo will be.

5 Adapt and improvise

Finally, you need to be ready to adapt and improvise your product demo according to the feedback and reactions of your prospect. Even if you have a customized script, you should not follow it rigidly. You should listen actively to your prospect, observe their body language and tone, and adjust your demo accordingly. You can skip, add, or modify some parts of your demo, depending on what your prospect wants to see or hear. You can also use humor, anecdotes, or questions to keep your prospect engaged and interested.