SaaS Demo Best Practices: Preventing Post-Demo Prospect Silence
On this Q&A episode: "What's the best way to follow-up with a demo? Even though my demos go really well, the prospect seems to go silent after we meet".
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*** Enhanced Video Script ***
We've all been in that situation. We've felt that pain .We gave a great demo, felt like the customer was engaged, and then we're not able to get them back on the line.
You're making a commitment of your time and effort to show them the product. So you ought to ask your prospects for something in return. It might sound like this: "My plan for this demo is to recap your priorities and show you how the platform can address your needs. I'll answer any questions you might have and," this is the important part, "if we're successful at the end of the meeting, we'll set up a follow-on with you and any other decision makers to review our pricing and our implementation. How does this agenda sound to you? Does this make sense?"
Then, I recommend you have a template or format that you use after each demo to recap your conversation. That message should go out as soon after your call as possible. Or at least by the end of the day. Put time on your calendar to recap all the meetings that you've had and provide a clear follow-up.
Here's a sample script: "Thanks for your time today. I enjoyed learning more about your priorities and showing you a bit about your solution." Then recap their priorities: "You agree that your most important requirements were “x” and “y,” and you also shared that ____ was very important to you." Remind them that what they said was important.
Then, make sure you cover any open questions, or issues, or concerns they have. "You've mentioned you weren't clear about ______ or you didn't understand how _____ would work in your organization." So, follow up. Answer that question. Provide a link to resources or let them know that you're going to get back to them after you're able to find out the information they need.
Finally, the most important item is to recap the next steps that you agreed to. "So, we agreed to meet next week at 11 a.m. Before that meeting, you said you'd share your impressions of the demo with your team, clarify your budget, and come back with any additional questions." So there's a commitment between the two of you of what's going to happen and how you're moving forward.
About Ray Makela
Ray Makela is the General Manager of the Sales Readiness Group, A Part of SBI. He oversees all client engagements as well as serves as a senior facilitator on sales management, coaching, negotiation, and sales training workshops. Ray has over 20 years of management, consulting, and sales experience and writes frequently on best practices for coaching and developing sales teams.
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