In the fast-paced software sales world, the demo is the most powerful tool in your arsenal. It’s the heartlinchpin of your sales process, capable of turning prospects into customers or driving them away. Yet, as I’ve been reviewing numerous software demos lately, I’ve noticed three critical elements that are almost universally missing. Addressing these omissions can significantly impact your close rate and ensure more prospects become loyal subscribers. Let’s dive into these essential components.
1. Infuse Humor
Yes, you read that right—humor is a crucial element often missing in software demos. Think about it: prospects are likely inundated with multiple demo requests and see many of the same presentations. To stand out, you need to make your demo memorable.
Prospects forget 90% of what you tell them within a week. To counter this, you need to engage them emotionally; humor is an excellent way to achieve this. When you make them laugh, they associate positive feelings with your product and remember the experience longer. A light-hearted approach shows that you’re fun and approachable, which can translate into being great to work with in the future.
How to Add Humor:
- Use funny or famous names for fake companies or contacts in your demo account.
- Incorporate pop culture references or characters that resonate with your audience.
- Keep it professional, but don’t shy away from making the presentation enjoyable.
2. Tell Relevant Customer Success Stories
Trust is the cornerstone of any successful sale in SaaS. Your prospects need to trust you, your company, and your product. The best way to build this trust is through storytelling, yet many demos I’ve seen either lack stories or include only one at the maximum.
You should include at least three relevant customer success stories in your demo. These stories demonstrate that your product has solved problems for others, reinforcing its value and reliability.
How to Incorporate Stories:
- Identify key features of your product that address common problems in your market.
- Match these features with success stories from your existing customer base.
- Weave these stories into your demo right after showcasing the relevant features.
3. Check for Value
A common pitfall in demos is turning them into one-way presentations where the seller does all the talking. This approach needs to engage the prospect meaningfully. Instead, your demo should be a conversation.
One effective technique is regularly checking in with your prospect—not just for questions, but to gauge if they see value in what you’re showing them. Ask them if the feature will help their business or solve their problems. This keeps them engaged and helps them visualize the product’s benefits.
How to Check for Value:
- Periodically pause and ask, “Do you feel this feature will help your business?”
- Encourage them to think about how they would use the feature in their daily operations.
- Confirm their positive responses to reinforce their interest and commitment.
Conclusion
Incorporating humor, telling relevant success stories, and consistently checking for value can transform your software demos. These three elements ensure that your prospects are engaged, remember your product, and see its tangible benefits for their business. As you refine your demo process, consider these critical components to boost your close rate and convert more prospects into satisfied customers.
