“Sooo here’s how you log into our product… make an account… do a basic thing…”
This is definitely not how to make your product demo engaging and fun.
… But it’s how most product walkthroughs tend to be:
- Too focused on elementary, bland, and boring stuff.
- Too focused on features instead of the value they bring to customers.
- Skimming the benefits, but not expounding on them enough. “This will save you time.” Yeah? How much time?
How to use demos to increase sales
Instead of doing demos like everyone else, we suggest improving yours and closing more sales by taking a few intentional steps…
First, set the stage
Start by positioning your product in a specific context. What’s the real problem? How do we solve it? What are the tradeoffs? Where do you fit?
Remember, your walkthrough is not a lecture… It’s a conversation.
Show custers why your product is unique
“We built [product] because it delivers [value] like nobody else and it’s ideal for [customer].”
Spell it out for your customers; don’t make them figure it out on their own.
Emphasize the product’s differentiated value
For example, “We’re the only solution that cuts your dev time in half. Here’s how we do it.”
Cut down—or completely eliminate—the time you spend on features that don’t move the needle for the customer sitting in front of you.
Include proof
You say you deliver value? OK, prove it. Provide stats, customer references, quotes, and video testimonials in your slides.
End by agreeing on what happens next
Don’t just wrap it up, pack it up, and leave. Instead, nudge customers to take the next step.
“We would be happy to dive deeper… Should we arrange a proof of concept meeting? Who should we reach out to? Can we give you a quote?”
All this will make your product walkthrough much more engaging.
It’s also an opportunity to position yourself as a different, better alternative to your competitors.
