Mo Screenshots, Mo Problems: It's Not You, It's Your Product Demos

There is a lot of uncertainty in today’s software landscape. If you’re noticing a cool down in your booked meetings and sales conversions, you’re by no means alone. 

But while you can’t control the macro economic factors at play, you can control the efficacy of your demos. If you’re noticing that your demos are not quite hitting like they use to, you’re not suddenly getting worse at your job. It’s not you, it’s your product demos!

Let's take a look at some of the reasons why your demos may be struggling to convert. 

You're Not Tailoring Your Demos to Your Audience

One of the biggest mistakes you can make with your demos is not tailoring them to your audience. You need to understand the unique pain points and needs of each prospect and make sure your demo addresses those specific concerns.

By demonstrating how your product solves their specific problems, you can make a much stronger case for why they should choose your solution over your competitors.

Mo Screenshots, Mo Problems!

A few years ago, having high-res screenshots plopped throughout your product demo was eye-catching. Today, it’s eye rolling. Users have grown tired of screenshots and short video clips. Think of your demo like test driving a car. Do you want to watch a presentation about a car, or drive it yourself? 

Instead of showing your prospects a glimpse of your product, give them the keys!

By allowing your prospects to get their hands on your tool, they’ll be able to identify the value for themselves and begin to learn your tool. The path to product adoption is paved with education. 

Go Easy on the Features

Product Demos that fail to address specific needs or problems come across as generic and stale. Spitting out and showcasing a bunch of features without proper context can be a real turnoff for your audience. 

Instead of showcasing every feature of your product like you’re reading off sheet of audio specs for a 1990s stereo, focus on the ones that matter most to your audience. This will help you demonstrate the value of your solution in a way that is both relevant and compelling.

You're Not Connecting the Benefits of Your Product to the Pains of Your Audience

Many sales demos focus on the features of a product, rather than its benefits. While features are important, they're not the primary reason that prospects will buy your product. They’re buying a solution to their challenges.

You need to showcase the benefits of your product and how it can help solve their specific problems. By demonstrating how your solution can make their lives easier or more efficient, you can make a stronger case for why they should choose your product.

Your Demos are Too Long or Too Complex

People are busy. People working in tech, are even busier. If your demos and long and complex, you’ll struggle to hold their attention. Long, complicated demos can be overwhelming and confusing for prospects. 

Instead, keep your demos short and focused on the key features and benefits of your product. Use real-world examples to show how your solution works in practice, and make sure your demo is easy to follow.

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Your Post-Demo Approach Needs Work

If things are quiet after your demo, your process might be to blame. It’s important to follow up with prospects after the demo to answer any remaining questions and address any concerns. Make sure you have a clear plan for follow-up, and don't be afraid to reach out multiple times to keep the conversation going. By demonstrating your commitment to your prospects, you can build trust and increase the likelihood of a successful sale.

Leaving behind your demo, especially if it’s user-driven, can be an excellent way to keep your prospects warm. A leave-behind demo allows your prospect to re-engage with your demo, or share it with another stakeholder on their team. 

Change the Way You Sell With Instruqt 

By making some of the changes we reviewed here, you’ll notice that your prospects are more engaged with your demo and that your conversion rates will improve. But if you really want to dazzle prospects and turn your product into an engine for growth, you need Instruqt.

‍Contact our team today to learn how you can get your hands on Instruqt.

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