How do you use product demos and trials to showcase your product features and advantages?

1 Know your audience

Before you schedule a product demo or trial, you need to understand your audience's needs, goals, challenges, and expectations. Research your prospects and their industry, and ask them relevant questions to uncover their pain points and desired outcomes. This will help you tailor your demo or trial to their specific situation, and focus on the benefits that matter most to them.

2 Prepare your product

Your product should be ready to impress your prospects, so make sure it is in good working condition, updated, and configured to their specifications. Test your product beforehand, and anticipate any potential issues or questions that may arise. If you are doing a live demo, have a backup plan in case of technical glitches or interruptions. If you are offering a trial, provide clear instructions, support, and feedback to your prospects.

3 Highlight your value proposition

Your product demo or trial should not be a mere presentation of features, but a compelling story that shows how your product solves your prospects' problems and helps them achieve their goals. Use storytelling techniques, such as setting the scene, creating contrast, and showing results, to engage your audience and highlight your value proposition. Use examples, case studies, testimonials, and data to back up your claims and show credibility.

4 Involve your prospects

Your product demo or trial should be interactive and collaborative, not a one-way lecture. Encourage your prospects to ask questions, share feedback, and try out your product themselves. Listen to their concerns and objections, and address them with empathy and confidence. Show them how your product works in their environment, and how it integrates with their existing systems and processes. Make them feel comfortable and confident with your product.

5 Follow up and close the deal

Your product demo or trial is not the end of the sales process, but a crucial step towards closing the deal. After your demo or trial, follow up with your prospects promptly and consistently. Send them a thank-you note, a summary of the key points, and a clear call to action. Ask them for their feedback, and address any remaining questions or issues. Remind them of the value and urgency of your offer, and guide them to the next steps.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?