After so much work, the moment has come: you've finally started booking demo meetings with prospective customers, but, this whole sales thing is new to you.
Don't worry, take action instead!
In this post, you'll learn how to present your software to customers in a way that increases the chances of selling it and starting to earn great profits from what you've developed.
HOW DO YOU PRESENT YOUR SOFTWARE? – Software demos
The customer demo is, I believe, without a doubt the most important and crucial moment of the sale.
A software demo is not a place to show off your technical merits, but a time-limited space in which you have to understand and grasp the customer's problems.
Presentations aren't made for yourself; the ultimate goal of a presentation should be to show the customer solutions to their problems.
8 basic rules for a useful software demo.
1. Learn about the customer: why they want to switch, why they aren't listening, what software they use now, what exactly they do, and so on. The more information we have, the better.
2. Ask questions: are you and the customer talking about the same thing?
3. Say NO: it's common to say yes to everything to the customer, and that's a mistake. You should say NO to any features you don't have (even if you could hypothetically have them in the future). Don't sell anything you don't currently have. DON'T SELL SMOKE AND MIRRORS.
4. Prepare the demo with the customer's data, their logo, their industry, their customers and suppliers… that way they'll feel more comfortable and able to relate.
5. Power Point (KeyNote is better). The presentation should serve two purposes. The first is to inform about our company, so the customer knows who their software provider will be. The second is to present concepts and workflows. If you only show them the software, they'll get lost quickly, since you know it much better than they do. Tell them what they can do, not specifically how it's done in our product.
6. One-on-one demos: One-on-one demos always work better. Use general demos to land several one-on-one demos.
7. Technical profile: It would be more credible if it were someone with enough technical knowledge of the product and the market.
8. Customer involvement: The success of a software implementation depends 50% on the provider and the other 50% on the customer. If the customer isn't fully committed from day one, you shouldn't move forward.
We hope these tips have been a big help. Don't forget to leave us your comments at the end of this post.
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