"10 Sales Demo Don'ts for SaaS Tech: Avoid These Common Mistakes to Close More Deals"

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As a B2B SaaS salesperson, I've conducted my fair share of demos over the years. Some have gone smoothly, while others have left me wishing I could hit the rewind button. Through trial and error, I've learned a lot about what works and what doesn't when it comes to demoing SaaS technology.

In fact, one of my early mentors taught me a valuable lesson about the importance of avoiding common demo mistakes. He recounted a story about a demo he gave to a prospective client. During the demo, he accidentally shared confidential information with the wrong person. Needless to say, he didn't close that deal. That story stuck with me, and I've been careful to avoid similar mistakes ever since.

With that in mind, I wanted to share my top 10 sales demo don'ts for B2B SaaS tech. By avoiding these common mistakes, you can increase your chances of closing more deals and building stronger relationships with your clients.

1. Don't start with the product. Start with the problem you're solving.
2. Don't assume you know the client's needs. Ask questions and listen carefully.
3. Don't overload the demo with features. Focus on what's most relevant to the client.
4. Don't rush through the demo. Take the time to explain things clearly and answer questions.
5. Don't forget to customize the demo for the client's industry and use case.
6. Don't ignore the importance of design and user experience.
7. Don't leave out key stakeholders in the demo process.
8. Don't neglect to prepare for technical issues that may arise during the demo.
9. Don't oversell the product. Be honest about its limitations and potential challenges.
10. Don't forget to follow up after the demo to address any outstanding questions or concerns.

Now, let's take a closer look at each of these demo don'ts and why they're so important.

Starting with the Product:

When it comes to conducting sales demos, it's important to lead with the problem you're solving, rather than the product you're selling. By starting with the product, you can put the client on the defensive and make them feel like you're trying to sell them something they don't need. Instead, focus on the problem your product is addressing and show how it can help the client overcome that challenge. This approach will help the client feel more receptive to what you're presenting and more likely to engage with you during the demo.

Assuming You Know the Client's Needs:

Another common mistake that salespeople make during demos is assuming that they know what the client needs. This can lead to missed opportunities to uncover pain points and tailor the demo accordingly. Instead of assuming, it's important to ask questions and listen carefully to what the client is saying. By doing this, you can gain a deeper understanding of their needs and challenges and adjust your demo accordingly. This approach will help you build trust with the client and position yourself as a partner in their success.

Overloading the Demo with Features:

Another common mistake that salespeople make during demos is overloading the presentation with features. This can be overwhelming for the client and distract from the core value proposition of the product. Instead, it's important to focus on what's most relevant to the client's needs. By doing this, you can help the client see how your product can solve their specific problem and deliver value to their business.

Rushing Through the Demo:

Rushing through the demo is another common mistake that salespeople make. This can leave the client confused and unconvinced. To avoid this, it's important to take the time to explain things clearly and answer any questions that arise. By doing this, you can help the client feel more confident in your product and more likely to move forward with a purchase.

Customizing the Demo for the Client's Industry and Use Case:

Customizing the demo for the client's industry and use case is an effective way to show that you understand their unique needs and challenges. This can help the client feel more confident in your product and more likely to move forward with a purchase. By taking the time to understand the client's industry and use case, you can tailor your presentation to their specific needs and show how your product can deliver value in their specific context.

Design and User Experience:

Design and user experience are critical aspects of any product. Neglecting these aspects can lead to a negative impression and turn the client off from your product. To avoid this, it's important to invest in good design and user experience. This will help the client see your product as modern, easy-to-use, and valuable to their business.

Leaving Out Key Stakeholders:

Leaving out key stakeholders during the demo process can lead to miscommunication and misunderstandings down the line. To avoid this, it's important to ensure that all relevant parties are included in the demo process. This will help ensure that everyone has a clear understanding of the product and its value to the business.

Technical Issues:

Technical issues can derail a demo and leave the client feeling frustrated. To avoid this, it's important to be prepared for potential technical challenges and have a backup plan in place. This will help ensure that the demo runs smoothly and that the client has a positive experience.

Overselling the Product:

Overselling the product can lead to unrealistic expectations and disappointment down the line. To avoid this, it's important, to be honest about the product's limitations and potential challenges. By being transparent and upfront with the client, you can help them make an informed decision about whether your product is the right fit for their business.

Following Up After the Demo:

The Importance of Staying Connected with Potential Customers

After conducting a successful product demo, it's tempting to breathe a sigh of relief and move on to the next potential customer. However, following up after the demo is a crucial step in the sales process that can make all the difference in closing the deal. In fact, studies have shown that nearly 80% of sales require five or more follow-ups after the initial contact.

Following up shows that you value the potential customer's time and feedback, and it also demonstrates your commitment to building a long-term relationship. But how do you go about following up in a way that's effective and not pushy? Here are some tips to keep in mind:

1. Have a plan in place: Before the demo, establish a clear plan for follow-up communication. Determine the best method of communication (phone, email, etc.), the frequency of follow-up, and who will be responsible for reaching out.
2. Personalize your communication: Use what you learned during the demo to tailor your follow-up communication to the potential customer's specific needs and pain points. This can help build trust and strengthen the relationship.
3. Provide value: Offer additional resources or information that can help the potential customer make an informed decision about your product. This can include case studies, customer testimonials, or industry-specific data.
4. Address concerns: If the potential customer expressed any concerns during the demo, address them directly in your follow-up communication. This can help alleviate any hesitations they may have and show that you take their concerns seriously.
5. Be persistent but not pushy: It's important to stay top of mind with the potential customer, but you don't want to come across as pushy or aggressive. Follow up at appropriate intervals and always be respectful of their time.

In conclusion, following up after a demo is a critical step in the sales process that should not be overlooked. By staying connected with potential customers and providing value throughout the process, you can build stronger relationships and increase the likelihood of closing the deal.