Each salesperson tries to get their prospect engaged during the product demo through SaaS marketing reviews. But it doesn’t always work. What are the reasons? Too many demos are focused on the functional aspects of the product without taking into consideration the emotional factors that can influence the sale. The likelihood of someone buying your product without having an emotional connection with a salesperson or other people is very low.
Table of Contents
1. Create A Rapport With Smarter Small Talk
In the first five minutes of your demo meeting, you want to establish a friendly atmosphere and make a personal connection with everyone. Then, it’s time to move on to the business side. This can be achieved with small talk.
You are likely to have the “gift” of gab as a salesperson. This means that you can easily facilitate conversations in any setting. This ability is both a blessing and a curse. Talking too much about yourself will quickly destroy the rapport.
Make the first connection and break the ice with smart small talk. Small talk tends to focus on the superficial, such as weather, but “smart small talk” focuses more on topics that are relevant to your prospect’s interests or business. It gets them talking in the first few minutes.
2. A Customized Demo Will Help You Build Trust.
Knowing that 71% of customers purchase because they trust, respect, and like the salesperson they work for, it is important to build trust early in the process in order to be able to win.
A product demo tailored to the prospect’s needs is the best way to build trust.
While your product may have many compelling features, prospects are only interested in the ones that address their business problems. You can build trust by focusing only on what your prospects want.
3. Enhance Your Relationship With Personal Insights
You build trust by customizing the demo to meet your prospect’s needs. However, it is also a great way to deepen your relationships with those you do business with.
It is possible to have heard the phrase “know your audience” in presentation advice. But what does it actually mean? It means digging deep into the professional profiles of your prospects in order to understand their motivations and roles.
4. Keep Your Audience Engaged With Storytelling
Now you have enough information about each person and company to be able to make personal connections during demos. Relationship-building is a huge part of engaging your prospects, but you still need to keep them interested throughout the entire demonstration.
Stories are a great way to grab people’s attention in a presentation. To illustrate how a customer benefited from a particular feature, you can use a case study to demonstrate it. Stories can bring functionality to life and make it memorable for your audience. Stories can elicit emotional, chemical, and physical reactions. Your audience will be more open to new ideas and willing to take action if they feel oxytocin is released by their brains.