As a salesperson, for sure, you always set out to engage more to your prospects more during the demo. However, in many cases, it does not always work out. Do you know the reason why? Most demos focus on the product’s functional features without considering the emotional aspect that greatly influences sales. As you may know, the chances that somebody purchases your product without feeling a sense of emotional connection is very low.
A survey revealed that “The final purchasing decision comes down to whether or not the prospect trusts the salesperson.” Okay, so how can you establish a deeper emotional connection and trust with your prospects? Read this blog to find out.
1. Build rapport with small talk
Within the first few minutes of your software demo presentation, your goal should create a comfortable environment and build a personal connection with your prospects before jumping to the real deal. You can all accomplish this with small talk or conversation.
As a sales rep, you are most likely gifted in conversing and persuading anyone. While it is a great skill, it can sometimes be a hindrance. You should pay attention to how you share information and take control of the whole conversation. Avoid talking much about unnecessary things, especially about yourself.
Break the ice and initiate the first connection with smart small talk. When we say smart small talk, the conversation should focus more on topics that relate to your prospect’s needs and interests and not the other way around.
2. Establish trust with a custom product demo
As you should know, 70 % of prospects tend to purchase because they like, respect, and trust the salesperson they work with. So, you must build trust early on in the process to place yourself in a great position to win.
One of the most effective ways to build trust is to deliver a personalized and customized product demo to address your prospects’ specific needs. Let’s say your product has a ton of great features. However, your prospects only care about the features relevant to their current challenges. So, how can you build trust by focusing on what they asked for?
It boils down to the three main elements of trust: reliability, credibility, and intimacy.
- Credibility: By simply focusing on the solutions unique to your prospects, you build expertise as someone who knows exactly the product inside and out and how it significantly benefits them.
- Reliability: You already spent much time qualifying your prospects. So, by delivering a fully customized demo to your prospect’s needs, they will consider you a reliable partner who is genuinely concerned and knows how to listen.
- Intimacy: Building an emotional connection through relationship-building will set you apart from the competition, and it also gives your prospects a sense of confidence in picking you.
3. Use interactive demo software
To level up your engagement with your prospects, take advantage of the latest demo tools in the market. Almost everybody in the industry is deploying specialized software tools to enhance every aspect of their business. So, there is no reason for you not to consider one.
A product demo tool provides an interactive, personalized, and more effective experience of your software to your prospects – one that lets them better visualize themselves benefitting from your solutions. On top of that, you can better communicate and connect to your prospects using this particular tool because of its built-in features.
Never miss the opportunity to take advantage of this valuable tool and get your prospects thrilled with your product. This is your chance to show your prospects how your software works and how they can benefit from it.
Demostory.io is the leading demo software in the market. Get a 30-day free trial, and start demo instantly.
4. Deepen relationships using personal insights
When you personalize the product demo to fit your prospect’s needs, you strongly deepen your relationship with them. Know that you have many resources at your disposal to learn about your prospects. Below is a list of resources to research your prospects:
- Quora: Have your prospects commented on the issues?
- Twitter: The best place to learn what they think.
- Medium: Determine what your prospects are interested in.
- LinkedIn: Discover more about the background and see if you have the same connections.
- YouTube: You can determine on the platform if the prospects have been interviewed or recorded presentations.
- Google: Your prospects might have appeared on podcasts or have published articles.
- CRM: Make some time to review interactions and conversations.
- Company website: Look through blogs, news, videos, and anything else for new insights.
While learning more about your prospects’ professional profiles, check for information about their company’s profile. Who are their partners and customers? Read through posted reviews and testimonials to see what they think – this will give you a more holistic view of your prospect’s story.
5. Maintain engagement with storytelling
So, you have come a long way and learned enough about your prospects and their company. Perhaps, you are ready now to make personal connections during the demo. One important part of engaging your prospects with your demo is relationship building, where you can keep them more interested throughout the demonstration.
Integrating stories is a great way to keep your prospect’s attention during live demo presentations. By using stories, you are bringing a functional feature to life while making it unforgettable to your prospects. Here are some ways you can easily incorporate stories into your product demo.
- Case studies: Instead of opting for a bullet-point case study, tell a story about a recent client that was able to fix a business problem using your product.
- Personal experiences: To drive a point, use an anecdote about your life.
- Share other stories: You can refer to real-life stories you have recently read and heard.
- Visual illustrations: Sometimes, stories are better told visually, like a famous quote or comic strip. If you think it fits well with your demo, add a visual to help your story.
Incorporating stories into your demo will help improve your prospects’ engagement and is also a helpful strategy to build alignment and trust with everyone.
Invest in Demostory.io
Now, the most important thing you need to remember with all of the engagement tips we shared with you above is that they only work if you are authentic and committed. You cannot attract your prospect’s attention or keep their interest if they feel that you are not truly engaged with yourself. When you invest in learning more and more about your prospects as humans and care about helping them achieve their target goals, it will be easier to deliver an engaging demo.
So, what can you do to improve your demos and engage with your prospects deeper? As stated above, never miss the chance to use the best sales demo software like Demostory.io. This specialized demo tool streamlines your sales process while establishing a connection and trust with your prospects. On top of everything, it has all the technical features that allow you to create more personalized and interactive demos through an easy-to-use interface.
Are you ready to take Demostory.io on a test drive? Request for a free demo.