How to Deliver a more Effective SaaS Demo
The most effective SaaS demo closes your deal, shortens the sales cycle, and is in effect a negotiation between clients and sales teams. We are giving you our short course here on How to deliver a more effective SaaS demo so you can reframe when you deliver, how you deliver, and who you deliver your SaaS software demo to.
SaaS Software Demo SET UP
Setting up your SaaS Software Demo on the road, on site, at home.
There is not denying that it has become a drastically different workforce than it was a few short months ago. With COVID 19 most of us who were demoing OK are now forced to relearn, rescript, and rethink our demo delivery, and the strain on communication being transferred largely to remote, is a big transition.
The best set ups are professional from webcam to headset. Keep your webcam at eye level, do not over gesticulate to make a point, and if you are not projecting your voice, stand up. Practice your demo and record it. If you would like feedback, you can tweet us a video, happy to critique for free @demoswindeals.com
It is very rare that you will have clients demoing on the home turf. If you get this advantage, take it. Schedule in the morning, triple test your software set up, reconfirm who is available from your C-suite to join on demo. Wow your clients.
On the Road
We have a GO BAG that tells you everything you should be traveling with to demo better. Read more here. Make a list, check it twice, bring everything in this bag and know how to use it, and you will be prepared.
Discovery is not just a one-time phone call or email series. Prior to your SaaS software demo, during your SaaS software demo, and after your SaaS software demo, you need to be engaging your client, asking questions, and refining your messaging and communication based on their needs.
Before: Before the Demo, make sure you have a cheat sheet on their organization, their structure, legal, accounting information, all the particulars for closing a deal and integrating your software. You need to have the solution to every objection raised during demo.
During Demo: Be aware of the Demo Contrarian and who will be against you and specifically look to win this faction over. Often they are accountants or lawyers, but sometimes they can be in technical roles and would be the ones using this software, you need their vote. Ask questions, listen, refine your message based on your listening.
After: Directly following your demo, try to close if there is an opening. If there is a no, that is great, you get to find the yes from the no. More importantly this is when you will see precise objections and where you can improve your demo and how you can make this a better fit.
Team meetings prior to demoing and maintaining open communication between product marketing, presales, and sales is essential to deliver the right materials and the right message to the right customer. Do not be afraid to engage your C-suite if your deal warrants it. Schedules are hectic but frequent team communication and meetings ensure that conflicts or time is not wasted down the line. If you find this before July 23, 2020, sign up for our free webinar on this communication!
SaaS Software Demo Delivery
Our website offers a number of tools to refine your demo delivery but we have a few very basic ways to deliver better today and run a check on how your demo and demo prep compares to competitors. Does your deck stack up? How is the technology you are using in your deck? Is it dynamic? Are you using the latest information and graphics from product marketing effectively? Really dive deep into your deck. If it is not proprietary, show it someone and demo to someone for practice, if they can’t understand, your audience probably cannot either.
A picture is worth a million words. Remove most of the words from your demo and use your own words instead. Your pitch deck should differ from your lead behind deck. Give life to your demo or presentation without narrating it. Reading directly from your slides is one of the easiest ways to lose and never recover your audience. Interact with the slides, use pictures, gffs and memes.
Choose the demo team wisely. Get a cross-section of players on your demo team that can speak to different areas of your software to help you sell and close at demo time. Engage the C-suite, practice with marketing, more minds on the demo gives more skin in the game of your deal, and more people rooting for the close.
That is our business in a nutshell. Obviously there is a lot more to it than that, but some of these tips will get you thinking about restructuring and reframing your demos to actually win deals.