========================================== After the Call: Send a recap email ========================================== [00:00:00] --- Intro --- Would you ever buy something Imagine you're looking for a car. see all the photos, But at some point, you want to It's the same thing with software. Woah there. Have you done your discovery yet? Demos come after discovery. How are you going to help your customers if you don't even know No discovery. No demo. A product demo is when you're Buyers interested. It's time to show them and get them excited [00:00:38] --- The Prep: Review and refresh --- Demos are all about preparation. Once you've got the meeting in the books, You'll be so surprised at how much you can So always go back, watch the Go back and look at your notes or the recap email so you can remind yourself of and also their criteria when it comes Now it's time to deal with the new people [00:01:03] --- The Prep: Reach out to new stakeholders --- When it comes to demos, you're almost new stakeholders joining that call. People are going to bring in others from different departments, As you see those people get added you're going to want to reach out to them and then make sure you add is important to them [00:01:25] --- The Prep: Create a recap slide --- The other thing you want to consider One of the few times a slide or two can be showing the solution, show everyone what and lay out what you think might be the criteria that they've set out and then allow the attendees What is this even? This is garbage! The worst thing you want to do with misalignment on the attendees. [00:01:53] --- The Prep: Customize your demo --- And then you want to customize your demo. So the client pictures themselves Is what you're showing the customer to what they're trying to achieve? Or are you just doing this that was built for another customer But hey, you didn't have something that was really going That's not the formula. If I'm an airline, I want to hear about passengers. If I'm a SaaS company, If I'm a lawyer, You have to use the language Otherwise, it goes right over their head. They're not buying a piece of technology. They're buying an outcome. So if you can't demonstrate they've shared with you, that you're able to help them Look on their website, Include those Look at some industry figures and include those types of numbers Don't expect them to translate [00:02:48] --- The Prep: Practice your demo --- And with all those pieces in place, you're going to want to set some time Long demos are a recipe for disaster. Instead, memorize your mouse movements with your team. This will mean that in front of the client, you can just focus and saying the right things [00:03:07] --- The Call: Prep your environment --- All right, champ. It's time to do this thing. Oh, wait. Will wants to add something. Come on, Will. You're ruining Before the demo, to make sure there are One of the biggest ones I see; This is so distracting when you and the prospect is going to want to try The second thing; notifications, You don't want anything popping up in your It's going to throw you off your game Okay, Will. Let's do this. [00:03:43] --- The Call: Build rapport --- If it's a heavily attended demo, there's no way to know If people are going to be late, everyone else, it can be a little awkward So look up on their LinkedIn and find one interesting fact about no matter who joins, you've got for the rest of the people to join It's really important in the first two minutes I do this all day, like I'm the master Let's start like this - intro myself. Let you know what the agenda is today, This is just one meeting and then everything else Or you who does this every single day? You have to take full ownership You can't expect your buyer You can't expect the buyer Assume they don't. [00:04:32] --- The Call: Confirm the agenda --- Any good demo is going to start A really good agenda might be so that you know what's going on, and letting anybody who's new to the Confirming what they care about. Here's how we got here. Person X at your company these are some of the challenges They told me that these challenges are costing your business This is a great time And typically in that recap it's their overarching goals and objectives This is a great opportunity to do those new stakeholders who might care You get to ask them, "Would you Is it okay then if I talking about how those things And that's how you want to That builds such confidence. It's like, okay, this person They've clearly done research. They know who's involved and they're going to address things I'm ready to lean in versus like turn over and start checking my email [00:05:36] --- The Call: Do the demo --- From there we go to the demo really aware of what you're I need a compelling story, That's going to get people And the key to the demo because you can get lost in your product, you can get lost in features That's not what people buy. There's always an intent behind what is the context to them Because I view this thing all day, this demonstration, this is the At the end of the day, it's You can go to any website but the use cases and the explanation and why you should care about it, You've got to come with that. If you show features without for the prospect, your demo You have a limited amount of time is spend that time talking about something If the demonstration is just one way of you talking the entire time, [00:06:36] --- The Call: Pressure-test --- That's why you have constantly pressure test What is it that you care about? Is this what you're looking at [00:06:46] --- The Call: Emphasize important moments --- There is a lot to be said about excitement in your voice So when there's one part of a demo people to listen to me, I start enunciating I find that I start drawing people's I'm really trying to show them. If it's a super important [00:07:09] --- The Call: “Magic moments” --- I have certain magic moments in the demo They should feel pumped If they don't react the way I want, So there will be times in the demo. I'm like, "So what do you think of that?" And I want to hear something like, "Wow, "That's crazy." When I hear things like, I'm going to stop and be like "Wait, I think you got to Normally when I show this to people, Sometimes people fall out of their chair. You're is was way more tame than that. Is this not what you were looking for? Does this not address x, y, z? I want to dig in deep. You'll also want to call out So just stop. I mean, literally silence is golden. Just stop talking for a second and look directly into the camera Three seconds pass and they're going to look up and and then you get to ask "Hey, Sam, how do you think this feature could Kind of call them out, There's nothing wrong with doing that. Sometimes they might say, And then you have another opportunity You'd be surprised when you're that candid The worst thing you could do thinking you're selling when air out of your mouth, That buyer's not going to buy So you got to get their attention. Do not waste your time on people I promise you, just having a meeting doesn't mean that that's a productive One thing I learned very early in my sales It's really good to have a copilot because the reality is most You want somebody watching while you're kind of watching It's really hard to do [00:08:57] --- The Call: Demo with video and in pairs --- Having another person can often help level the playing field. The worst thing that can happen is you and it's just you from yours. One, you're going to get peppered with questions Two, you might not come across as credible, whereas if you have a second person they can speak to the and the client's going to be more trusting [00:09:22] --- The Call: Set next steps --- What's most important in that agenda and they already know I'm going to ask So I want to be like, There's some internal discussion So I'm assuming all of you are going to So let me pause here and see How do we proceed? You set up the answer to that question and they're like, "We were planning to talk The power of a seller is being able to say what a buyer's thinking [00:09:53] --- After the Call: Send a recap email --- Once the demo is finished, the last step is to send each attendee This is going to open up so you can have lots of and keep each of your new That email is going to include The confirmed next step, that wasn't included in the demo And that's it. You ran a kick ass demo, by customizing your presentation even those you didn't do discovery By asking questions and rather than reading a script, and by setting next steps I'm out of here. See you next time.