A great product demo will be your ticket to getting new clients signed up to your SaaS products. It is the main event for many sales pros. It is the culmination of your prospecting and profiling efforts where the products you offer have time to shine. However, you may fail to capitalize on this opportunity as your target prospects become more and more informed. The more informed they are, the more questions they ask and the more answers you need to give.
This whole thing is part of the sales process. And there could be consequences when you disregard one area of the process, one of which is your product demos will not work. There are many reasons why your demos do not work the way you expected them to. In this blog, we will cite ten common reasons and show you how to solve them.
You miss the “Why Should I Care?”
It is not enough to run through a list of features and expect your target prospect to instantly understand how awesome your SaaS product is. It is crucial to help them connect the dots and explain why those features are specifically beneficial.
So, instead of talking about “in-app messaging” and multi-party log-ins, you have to simply present to them how your products work in the most understandable way. A demonstration software tool provides an easier set-up where you do not need to log in and out or jump between browser windows. This allows you to hop from one feature to another, making it easier for your prospects to follow you through.
You do not show what your prospects want to see
To make your prospects focus more on your SaaS product, you need first to understand their specifics and motivations. Also, know each of your prospects differently. A junior manager at a small business will have unique concerns and needs of a senior executive from an enterprise company. One may be motivated by savings and ease of use; the other may focus more on ROI, profit, and security.
Your product demos should be tailored to the needs of your individual prospects. These demos should be designed to showcase the benefits of your product. One easiest way to do this is through the buyer persona. Buyer persona allows you to categorize your prospects together based on the same factors that drive the buying process.
While buyer persona focuses more on categorizing your prospects, the right online demonstration software aids the best live demo experience for you and your client.
Your demo is too long
For some SaaS products, as little as ten minutes provide enough time to explain the key benefits. Shorter, concise product demos may prevent sales reps from losing momentum and the prospects from losing interest – thus, making it easier to focus the discussion around the features of your SaaS product.
If you are deeply struggling to summarize your live demo down, chances are you have to go back to basics. Think about who you are presenting to and the reasons why these prospects need your product. Always focus on your demo and the benefits it offers.
Your demo is too complicated
Your demo must be very easy to set up, navigate and participate in. Every second you spend updating, downloading, and logging into your demo software is completely a waste of your prospect’s valuable time. But given that you are trying to sell the prospects on the merits of your SaaS product, any technical difficulties may have the potential to reflect awfully on your own business, even before the demo has even started.
Always keep your demo as simple as possible, and try out one of the many sales demo tools today that offer you a streamlined demo presentation.
You use overly-simplistic language
This actually boils down to a very simple point – know your target audience.
Suppose you are addressing a group of tech-savvy prospects. In that case, it is crucial to be forthright with technical specifications and help your target audience to better understand why your SaaS product is an industry innovation. If you are talking to somebody without any technical knowledge, it is crucial to go back to the jargon and discuss the product in the best way they can relate to.
Not using the right demo software tool
Your software demo presentation is probably failing because you are not using the right strategies and demo tools. Your approach to your demos is different it affects how you present them to your clients. Your demo is a critical step in your sales process. That is why you should always make it personalized and direct.
Only you can make your demos more personalized if you use the best demo software that can set the stage straight and give you instant access to everything while expanding the effectiveness of your demo.
Your demo is a monologue
Demos should be a two-way conversation. Remember that. So, a smooth, slick sales pitch can be a great tool for winning over the minds and hearts of your target prospects. So, if your prospects have any concerns and questions that are preventing them from availing of your SaaS products, a Q and A allows you to address and resolve them.
You offer a product demo sooner
A demo is a sales-focused offer. For your prospects to gain benefit from a demo, they have to be sales-qualified. Normally, this only means that your prospect is:
- Aware of the problems they currently face
- Looking for ways to solve the problem
- Begin to view your business as a potential solution
The majority of new prospects do not fit the criteria, and reaching out with a demo will only waste both your time and theirs. The worst is, that your new prospects might feel over-pressured into the sales decision they are not ready for. As a result, they will drop out of the buying process together. It is always better to reserve your demos for qualified leads – people that have repeatedly engaged with your business.
Misunderstanding your prospect’s profile
Your product demo will not totally work if you do not understand the profile of your prospects. When discussing to a prospect, it is important to understand their personality. Otherwise, you will manage your sales demo in a completely different way.
There are different types of prospects – The Doer, the Talker, the Thinker, and the Controller. Each of them has different quirks and personality traits. Make sure you understand each one of them to approach them the right way. Only then can you ace your product demo.
Not paying attention to the time
Time is money. And your demo demands more time and your product costs money. Asking your prospects for more time is an expensive effort. Thus, you have to follow good time management to help keep your prospects more focused.
One good way to structure your demo is to break it down like the following:
- Intro: 5 minutes
- Reasons to believe/Research Recap: 5 minutes
- Demo: 30 minutes
- Feedback and questions: 10 minutes
- Next steps: 5 minutes
Take the Next Step with Demostory.io
The consequences of not knowing the reasons behind why your product demos do not work can reach a certain extent. And that’s the last thing you want to happen. It is crucial that you pay attention closely when preparing for a demo, ramping up the initial excitement all the way up to ten.
Also, combine your efforts with the best interactive demo software like Demostory.io. A browser built-in Chrome platform like Demostory.io offers some pretty advanced features that will make your demo presentation flawless and easy to go.
Get started with a 30-day trial for FREE! And see Demostory.io in action.
