How can you use a demo to make your cold calls more effective?

Cold calling is one of the most challenging and rewarding skills in outside sales. It requires persistence, confidence, and creativity to connect with prospects and generate interest in your product or service. But how can you stand out from the crowd and show the value of your solution in a short and engaging way? One of the best tools you can use is a demo.

1 What is a demo?

A demo is a short and interactive presentation of your product or service that showcases its features, benefits, and use cases. It can be done online, over the phone, or in person, depending on the situation and the preference of your prospect. A demo is not a sales pitch, but a way to educate, inspire, and persuade your prospect to take the next step in the sales process.

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Carlos Moura

Representante de vendas Sênior na EletroBidu Energia Solar | Por cultura e Resultado
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No contexto de vendas externas, usar o silêncio estrategicamente pode aprimorar sua expressão vocal e linguagem corporal. Ao pausar após fazer uma pergunta ou apresentar uma proposta, você cria expectativa, indicando confiança. Esses momentos de silêncio também proporcionam espaço para reflexão ao cliente, incentivando a participação ativa na conversa. Isso pode fortalecer sua presença, transmitindo autoridade e permitindo que sua mensagem seja absorvida de maneira mais impactante.

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Ayrton C.

“A smooth sea never made a skilled sailor.”
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In cold calls, use your demo strategically. Begin with a concise introduction, highlighting key benefits. Offer a sneak peek into your demo's value proposition, creating curiosity. Focus on solving the prospect's pain points and tailor the demo accordingly. Keep it brief, addressing their specific needs. Use the demo as a visual aid to reinforce your pitch, showcasing the tangible benefits. Encourage interaction, asking questions to gauge interest. Follow up promptly to capitalize on the demo's impact, reinforcing its relevance to their business needs.

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Ayrton C.

“A smooth sea never made a skilled sailor.”
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In cold calls, use your demo strategically. Begin with a concise introduction, highlighting key benefits. Offer a sneak peek into your demo's value proposition, creating curiosity. Focus on solving the prospect's pain points and tailor the demo accordingly. Keep it brief, addressing their specific needs. Use the demo as a visual aid to reinforce your pitch, showcasing the tangible benefits. Encourage interaction, asking questions to gauge interest. Follow up promptly to capitalize on the demo's impact, reinforcing its relevance to their business needs.

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Ayrton C.

“A smooth sea never made a skilled sailor.”
Report contribution
In cold calls, use your demo strategically. Begin with a concise introduction, highlighting key benefits. Offer a sneak peek into your demo's value proposition, creating curiosity. Focus on solving the prospect's pain points and tailor the demo accordingly. Keep it brief, addressing their specific needs. Use the demo as a visual aid to reinforce your pitch, showcasing the tangible benefits. Encourage interaction, asking questions to gauge interest. Follow up promptly to capitalize on the demo's impact, reinforcing its relevance to their business needs.

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Marcos Monterroso Godinho

CEO at Tikedo Spain | Global Executive | Managing Director | Board Member | International Expansion | Change & Transformation | Leadership | Industry | Retail | FMCG | Packaging
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Una demostración durante una llamada en frío puede hacerla más efectiva al mostrar rápidamente el valor del producto o servicio.Comienza estableciendo una conexión con el prospecto y luego introduce la demostración de manera concisa y relevante.Destaca los puntos clave que resuelven los problemas del cliente.Utiliza ejemplos específicos y casos de éxito para ilustrar cómo tu oferta puede beneficiarlos. Mantén la demostración breve y enfocada en las necesidades del cliente.Después de la demostración, haz preguntas abiertas para obtener retroalimentación y profundizar en su interés.Finalmente, propón un próximo paso claro y asegúrate de seguir el contacto.La demostración efectiva puede convertir una llamada en frío en una oportunidad de venta

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2 Why use a demo in cold calls?

Using a demo in your cold calls can help you achieve several goals. First, it can help you grab the attention of your prospect and spark their curiosity. Second, it can help you demonstrate your expertise and credibility as a solution provider. Third, it can help you uncover the pain points and needs of your prospect and tailor your message accordingly. Fourth, it can help you create a sense of urgency and value by showing how your product or service can solve their problems and improve their situation.

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Ayrton C.

“A smooth sea never made a skilled sailor.”
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A demo in a cold call provides a tangible showcase of your product or service, making it more impactful. It offers a visual and interactive experience, helping prospects understand its value swiftly. This engages them, making the pitch memorable and addressing potential skepticism. A well-executed demo can effectively demonstrate how your solution meets their needs, making the cold call more persuasive and increasing the likelihood of further engagement.

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Ayrton C.

“A smooth sea never made a skilled sailor.”
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A demo in a cold call provides a tangible showcase of your product or service, making it more impactful. It offers a visual and interactive experience, helping prospects understand its value swiftly. This engages them, making the pitch memorable and addressing potential skepticism. A well-executed demo can effectively demonstrate how your solution meets their needs, making the cold call more persuasive and increasing the likelihood of further engagement.

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3 How to prepare for a demo?

Before making a cold call with a demo, it is important to do research and planning. You should identify your target market and persona, define your goal and call to action, choose the right platform and tools, prepare your script and questions, and practice your demo. Knowing who you are calling, what their role is, what their challenges are, and what they care about will help you understand what you want to achieve with the demo and how to handle objections and questions. Make sure you have the right software or hardware to deliver the demo, as well as audio, video, and screen sharing. Additionally, practice delivering your demo with confidence, clarity, and enthusiasm. Timing yourself will help you adjust your pace and content accordingly.

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Ayrton C.

“A smooth sea never made a skilled sailor.”
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To prepare for a demo, understand your audience's needs and tailor the content accordingly. Familiarize yourself thoroughly with the product, anticipating potential questions. Practice the demo to ensure a smooth flow and address possible technical issues. Consider the prospect's industry and customize examples for relevance. Be ready to adapt based on real-time feedback. Anticipate objections and prepare responses. Ensure all technology is set up and tested beforehand. Lastly, rehearse your delivery to convey confidence and expertise during the actual presentation.

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Eric Zimmerman 🐟

Head of Business Development @ Sardine | Innovator in Enterprise Account Development | Ex-JPMorgan & Signifyd | Passion for Growth & Forward-Thinking Strategy | Advisor
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Mastering the art of the demo for cold calls demands meticulous preparation and a deep understanding of your audience's challenges and needs. Tailoring your demo to address these specific points not only captivates interest but also positions your solution as the answer to their problems. Practice and technological readiness ensure a smooth, engaging presentation that resonates with your prospects.

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4 How to start a demo?

The first few seconds of your cold call are crucial to make a good impression and establish rapport with your prospect. To start a demo, introduce yourself and your company, informing your prospect who you are, what you do, and why you are calling. Make sure to use a friendly and professional tone, avoiding jargon or buzzwords. After that, confirm their availability and interest. Respect their time and schedule and be prepared to reschedule if necessary. Finally, explain the purpose and agenda of the demo. Let them know what you are going to show them, how long it will take, and what they can expect to learn. Set the expectations and the scope of the demo and ask for their permission to proceed.

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5 How to deliver a demo?

Delivering an effective demo is an important part of a successful cold call. When showcasing your product or service, focus on the benefits and how they can solve your prospect's problems, meet their needs, and deliver value. Engage your prospect in the demo by asking questions and encouraging feedback. Demonstrate your differentiation and uniqueness, highlighting your competitive advantages and value proposition. Keep it simple and concise, showing only the most relevant and important aspects of your product or service, and avoid technical glitches. An effective demo should last between 10 to 15 minutes.

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6 How to end a demo?

The closing of your cold call is an essential part of the sales process. Summarize the key points of the demo and move your prospect to the next step. Recapping the benefits and value of your product or service is a great way to remind them of how it can help them achieve their goals. Additionally, ask for their opinion and feedback to address any doubts or gaps. Propose the next action and follow up with an email or message. Get their commitment and agreement, thank them for their time, and set a date for the next contact.

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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?

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How can you use a demo to make your cold calls more effective?

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1 What is a demo?

2 Why use a demo in cold calls?

3 How to prepare for a demo?

4 How to start a demo?

5 How to deliver a demo?

6 How to end a demo?

7 Here’s what else to consider

Outside Sales

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How can you use a demo to make your cold calls more effective?

1

2

3

4

5

6

7

1 What is a demo?

2 Why use a demo in cold calls?

3 How to prepare for a demo?

4 How to start a demo?

5 How to deliver a demo?

6 How to end a demo?

7 Here’s what else to consider

Outside Sales

Rate this article

Thanks for your feedback

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