There are only three things your prospects want to know from you:
- Can your software solve my problem?
- Can it provide a higher ROI than my other options?
- Can it provide a higher ROI than what I’m doing now?
- Don’t demo unless you understand the customer’s business problems and goals.
- Don’t assume.
- Don’t give advice and demos away for free. Use a verbal contract and get something back in exchange. E.g, have the budget owner attend the demo, give us a decision by X date, etc etc.
- Call to action at the end. What is the customer supposed to do or think after the demo. Tied back to the 2 objectives of a speech: 1. solve a problem, 2. do things differently.
Demo tip: what’s obvious to you is more than often not obvious to your prospect.