3 Ways to Conduct the Best Product Demo
Conducting the best possible product demo isn’t always easy—and Gopal Shenoy learned the hard way. But—as with many instances of trial and error—Gopal gleaned 3 ways for product managers to conduct great customer demos. Here are two:
Do the Discovery Call Before the Demo
If it’s your demo, you need to engage directly with the customer for a discovery call. Third parties are not ideal, unless they can educate you well on the customer’s business problems. Discover the following:
- The business issues faced by the customer
- How they are solving the problem today
- What solutions they are using
- Timeframe they are looking to solve the problem
- If they have a budget
The last two are most important—if there’s no budget, it’s harder to sell.
Business Problems First
For starters, skip everything except how you plan on solving the customer’s business problems. Gopal writes:
“The only reason they are engaging with you is to find out if you can help them. Satiate that need first, nothing else. Everything else can wait. Stuff for the economical buyer (financial viability, your revenues etc.) or for the technical buyer (technology underpinnings etc.) can come later – not in the first demo.”
Remember to keep it simple: you don’t want to bury the customer with too much information!
To learn about how you need to Respect the Customer’s Time, check out the full story.
Photo by Startup Stock Photos
How did the team at SurveyMonkey know it was time revamp their pricing strategy? Find out which signals tipped them off and how they made it a success.
Mike Walsh, CMO at Reflektive, has gone through multiple pricing processes and has developed his own framework for assessing the situation and then developing pricing that is appropriate and effective. Learn more about his 4-step framework here.