When presenting a new idea or product to a potential customer for the first time whether face to face or digitally, your enthusiasm and passion will likely shine through and grab the attention of your audience. However, more is need than just a general demonstration of how your product works. This is where the follow-up technical demo comes in. This is your chance to prove why the product or service is better than the competition’s and how it will profit your client. Here are 4 tips to make sure you close the deal.
1. Be prepared. It is easy to see when someone has put a lot of time and effort into a presentation. If it is well organized your client will know that you take them seriously. Work to identify possible questions or objections beforehand. Appeal to the audience as a fellow human by creating a rapport. You can do this by using humor when appropriate and by validating your skills in the field of question.
2. Stay in control. If your product is not ready to be demoed, don’t try to throw together a presentation that won’t do it any justice. Instead, just be honest and let the customer know that as early as you are in the process, you simply aren’t ready to give a technical demo. When a date is chosen, you can establish control in other simple ways like staying standing during the demonstration. If you’re conducting your demo via live video double check your internet connection, make sure all notifications are turned off and eliminate any other distractions in advance. In both instances, the attention should be focused on you and the product.
3. Avoid over-demonstrating. This can be especially difficult when you know your product inside and out. Yet it is an important part of keeping your audience engaged. For example, you don’t want to get so absorbed in every function of your product that your buyers begin to lose interest because they are overwhelmed with the process. Instead, focus on the main functions and don’t use the time as a training session.
4. Engage your buyer. If your client’s eyes are starting to glaze over or they haven’t commented much on the presentation it could be a bad sign. If at all possible, make your demonstration interactive and make sure your client is heard. If they aren’t interested or if they don’t agree with something, encourage them to ask questions and even give suggestions so you can determine how you might better gear the product. You can do so by asking them engaging questions as well.
A lot of work goes into a successful technical demonstration, even when it’s being held digitally. Whether it’s your first time or fiftieth, every demo audience and product comes with an amount of unknown. Be assured however that with good preparation, practice, and knowledge of the product you will accomplish what you set out for.