Here are the best practices and sample questions to make sure your online demonstration goes smoothly.
1. The Demo Is NOT About Your Product:
* Prospects don’t care about you or your product. They care about their business – can you demonstrate how you can create value for them?
* If you ask a prospect ahead of time about how their business works and what they need, they will tell you.
* Make it interactive and conversational rather than a 1-way presentation.
2. Preparation:
* Test Run: Do a quick practice run ahead of time with a coworker.
* The Screen Killer: What happens if your screen size is different than your prospect’s, messing up their view?
* No Clutter: Reduce all screen and browser clutter. Hide toolbars, plug-ins, browser customizations or anything else that could be distracting to your prospect.
* No Interruptions: Sign out or shut down anything that could interrupt you with an alert or pop-up, such as instant messenger.
3. Set Expectations
* What do you want the prospect to get out of the demo?
* What do you want to get from the prospect?
* Do you need to set any expectations about demonstrating the product online?
4. Present
* Minimize Movement: Online demo’s are usually jerky. Slow down or reduce all your scrolling, mouse movements.
* Talk, Don’t Drill Into Product: Again, be very careful how much you navigate through the product. The prospect doesn’t have your context and can get lost easily.
* Interaction: Keep the demo conversational. Ask questions and confirm understanding.
5. Learn
* What parts of your product and company are valuable to your prospect?
* What isn’t of value?
* What else do they want to see that they haven’t yet?
6. Confirm Value
* Could our company and service be of value to your business? If not, why not? What else do you need to see?
7. Next Steps
* What next step should be taken in the process? Do they have their calendars handy?
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