What are the best ways to establish credibility during a demo or trial?

1 Know your audience

Before you start your demo or trial, do some research on your audience. Find out their pain points, goals, expectations, and preferences. Tailor your presentation to their specific needs and interests. Use their language and terminology. Address their objections and questions. Show them that you understand their situation and that you have a solution that works for them.

2 Prepare and practice

Nothing undermines your credibility more than a poorly prepared or executed demo or trial. Make sure you have a clear and concise agenda, a well-structured and engaging script, and a smooth and error-free delivery. Practice your demo or trial multiple times, preferably with feedback from others. Test your equipment, software, and internet connection. Anticipate potential issues and have backup plans. Show up on time and ready to impress.

3 Demonstrate value and results

Your audience wants to see how your product or service can help them achieve their desired outcomes. Don't just tell them what your product or service can do, show them. Use real-life scenarios, case studies, testimonials, and data to illustrate the benefits and results of your solution. Focus on the features and functions that are most relevant and useful to your audience. Highlight the unique value proposition and competitive advantages of your product or service.

4 Be honest and transparent

One of the quickest ways to lose credibility is to lie, exaggerate, or hide information from your audience. Be honest and transparent about what your product or service can and cannot do, what it costs, how it works, and what the terms and conditions are. Don't make promises you can't keep, don't avoid difficult questions, and don't hide any drawbacks or limitations. Instead, acknowledge them and explain how you can overcome or mitigate them. Your audience will appreciate your honesty and transparency.

5 Invite feedback and interaction

A demo or trial is not a one-way presentation, it's a two-way conversation. Invite feedback and interaction from your audience throughout your demo or trial. Ask them questions, encourage them to share their opinions, thoughts, and concerns, and listen to their responses. Show them that you value their input and that you are open to learning from them. Use feedback and interaction to build rapport, trust, and engagement with your audience.

6 Follow up and follow through

After your demo or trial, don't leave your audience hanging. Follow up with them promptly and professionally. Thank them for their time and attention, summarize the main points and benefits of your product or service, and provide them with any additional information or resources they requested. Ask them for their feedback, questions, and objections, and address them accordingly. If you agreed on any next steps or actions, follow through on them and keep your audience updated on the progress. Show them that you are committed and reliable.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?