So much of closing so many deals, especially for your SaaS products, revolves around your product demos. You can get your prospect’s interest and nudge them to commit to a trial, but it is the demo that will most likely convince them to take the final step from being a prospect to a customer.
If you are a salesperson who sweats just thinking about how to structure and present your product demo presentation, do not worry. We are going to share with you some chief rules and solid tips on how to structure a great blueprint for your next SaaS product demo appointments.
A Well-Structured Product Demo Has Amazing Benefits
A successful and effective demo is set to customize your prospect’s business flows and process, including their data. It basically achieves two major objectives. First, your prospect can see who they will use the solution. Secondly, your prospect can see how your solution or product will solve their problems. Aside from these objectives, a successfully planned demo will give you amazing benefits:
- Proves your SaaS product solves the issue:Your clients come to you with pain points they tried to solve. But with a great demo, you can determine these pain points and how your product can solve it.
- You can learn more about the market:A demo will give you the opportunity to understand your market firsthand in a deeper level. In addition, you will also learn to understand your priorities, the upcoming challenges that are all associated to the market.
- Build a relationship:Your prospects usually do not interact with a person until they need the support. But as your SaaS product becomes more complex, your prospect’s buying decision even gets more confusing and difficult. And with a demo, you can begin building a personal relationship with your prospects, guiding them as they move all throughout the sales journey.
- Own your niche: Focus more on your niche and own it. This can help you become extremely successful while going into an intense competition. The overall success in your niche depends on owning a large share of the sub-market. If you are doing great with your demo, you are positioning yourself against your competitors and even differentiating your products and services as a higher-end.
Rules to Apply for Your SaaS Product Demo
To effectively structure your product demo, here are eight rules you should apply:
Ask the right questions and make sure to save your prospect’s responses
Always have broader questions ready to go that you can ask prospects at the start of the demo. This helps you to guide the direction of your demo. Once you get the responses, you now have to show them exactly the ways in which your SaaS product addresses their pain points.
Below are some questions you may need to ask your prospects:
- What interests you the most about our SaaS product?
- What are your most prioritized goals right now?
- What problems are you looking to address with the new SaaS solutions you pick?
- Who else will be weighing in on the decision to purchase?
- How will your prospects be using the product?
Such questions cited above will form your demo road map in the most structured way. Analyzing the responses can give you a sense of what features of your SaaS product you must highlight and what real-world examples you can provide.
Tailor the sales demo to every person
Once you have already asked your blueprint questions, you can then tailor your product demo to every prospect individually. It does not actually matter what you are selling or what industry your target prospect in – the most crucial thing is making sure to personalize the overall experience. That is why you need to ask insightful questions to your prospects and get some feels for what they ultimately need and provide them with the right information.
Treat your script as a guideline
It is good to be prepared for whatever you need to say before you start your product demo. Your blueprint questions, for instance, are key to determining your prospect’s needs. But do not feel like you need to stick with every single world.
It is much better to have a list of points you would like to address during the demo. Also, make sure to create a detailed outline.
Explain well what you are doing
This one seems very simple, but your prospect may get lost if you rush through the demo too quickly. Slow yourself down and explain every step. Every time you click on something, explain to your prospect why. If they have a few more questions, take time to answer them.
You can bring your prospect within the process using virtual demo software. This software is designed to achieve a more interactive demo space. This redefines how you and your prospect interact with each other while a demo is being presented.
Use real data
When demonstrating the SaaS product, work with real data instead of unnecessary texts. It will give your prospects real-world figures to focus on, which can better mimic how your product will basically work. It also looks much better when you generate some sample reports to showcase the features of your product.
Keep it simple with web-based demonstration software
A few things can irritate your prospects more than having their time wasted. So, avoid rushing through your product demo in an attempt to show your prospect every single feature of your SaaS product. You can make your demo simple and seamless using software. Using this software can help you to best highlight only the features that are most relevant to your prospects and their needs.
With this software, you can set agenda easily and share it flawlessly with your prospect. This will better structure and organize your demo in the most efficient and timely manner.
Describe the value propositions
Once you provide a broader overview of your products, dive next to the value propositions. This is where you can address the challenges and goals your prospect is facing and dig into particular features and functions that apply best to them.
Aside from defining value propositions, let your prospect know the flow of your presentation.
Communicate the next steps
At the end of your demo, make sure to include some time for any last-minute questions your prospects may have. If there is something you are not able to cover during the demo, you should send a recap email with the intent of setting up another meeting.
Make sure to include some details about what you have covered during the meeting to ensure you are both on the same page.
Build Interactive Demos with Demostory.io
A successfully structured product demo is centered not just around the product but is also built on forging a much better connection with your prospects. One great way to appeal better to your prospective clients is through personalization. Only with the best interactive demo software like Demostory.io can you achieve a more personalized demo.
Demostory.io is not your typical demo software tool. This browser for live demos gets you straight to the point. You can save many demo setups as much as you can and launch them with one click. It provides visual cues to your prospects making your demo easy to follow. Overall, it is interactive and highlights all functionalities and features of your SaaS product.