Consistently deliver the best product demos
I’ve been giving demos since 2011 when I was promoted to Account Executive and still as a Solution Architect. Sharing below some opinions on how to deliver the best product demo no matter what role you’re in. You must blend technical expertise, thorough preparation, and an acute understanding of your audience's needs. Here's a structured approach based on insights from industry experts:
Embrace Continuous Learning: As a Solution Engineer, staying technically adept is crucial. Continuously seek out new knowledge and resources to stay competitive and informed about the latest trends and technologies. This will not only enhance your demos but also ensure you're providing the most current and relevant solutions. (from Salesforce)
Prepare and Personalize: Understand who you're meeting with and their business challenges. Tailor your demo to address the specific audience, focusing on how your product solves their unique problems. Preparation also means anticipating questions and objections, ensuring a smoother demo experience. (from Hubspot)
Structure Your Demo with Value in Mind: Your demo should be an engaging story that highlights how your product addresses the customer’s pain points. Emphasize value over features; customers are more interested in how the product can solve their issues rather than just what the product can do. (from Success.app)
Understand the Decision-Making Process: Navigate the buyer's organization by identifying key stakeholders, decision-makers, and their criteria. Understanding the internal dynamics and concerns will allow you to tailor your demo to resonate with all involved parties, increasing the chances of a successful outcome. (from LucidChart — who’s product I love btw)
Demonstrate Value and Benefits: Clearly show how your product or software benefits the prospect. Make it evident that your solution not only addresses their immediate pain points but also provides long-term value, positioning your offering as the superior choice. (from Walnut.io)
By integrating these strategies, you'll not only increase your chances of delivering a compelling and effective product demo but also position yourself as a trusted advisor who truly understands and can meet the customer's needs.