Outstanding Software Demo Presentation
Selling software via web software demo is not easy. You do not have that direct contact with prospect, handshake, and personal touch and cannot see the reaction of your audience. This is why it is important to draw their attention from the beginning.
Statis
tically, if you don’t have your audience hooked in the first 2 minutes of the software demo, then you may have lost a potential sale. How can you prepare for the first 2-minutes, so you can get them interested?
- Know your customer.
Before the software demo is set find out insights about the customer and what they are looking to achieve with the software. You can discuss it on the phone or send the questionnaire to fill out and provide back to you.
Some information that we ask when we have a Demo of CheckPlusCFO secure payment software that automates payment operations for companies that process 1000+ checks or ACH per month:
- Industry;
- Size of organization;
- Number of bank accounts;
- How many currencies they issue payments in;
- Number of branches;
- What accounting or ERP system is in place?
- How many people will attend the software demo and their titles?
Document this information and have it handy before the demo. It will give you more credibility and will show that you have prepared for this specific presentation.
- What are the pain points?
Before starting a software demo ask the prospect about business and goals. What do they need the software to do? How can it solve the problem that they have? By knowing what the pain points are, you can modify your demo to fit their needs.
- Show customer the end result.
Many presenters take the prospect through the process that often takes an hour or more. By reversing the software demo and showing what customer receives as a result of using software, you can get them excited about the solution.
The key decision maker will probably not use the solution and won’t know how easy or flexible it is. They will be interested in the result and solving the problem.
If the software produces a check using blank check stock, then show a final check with all information filled out and security features. Show reports and critical event watch, signature rules and auto-sign features that manager may be interested in.
Show them the big picture before you get into details of the process.
- Ask for feedback and be open for questions.
Web software demo should not be a monolog. Have a conversation with the prospect, get them interested and involved in the process. This way you will find out more details about their needs and will be able to upsell on extra features. Q&A should take about 80% of your software demo time.
If you have IT personal present they might have very specific questions about software integration, security protocols, access points. Have your technical team available to answer those questions. If they ask about software features or options, answer by demonstrating with actual software.
- Record Demos.
By making a recording of software demo, you can go back and analyze it. In case there is custom software development, your technical team can review it to better understand the requirements.
Also if anyone is missing at the demo on the customer side, they can view the recorded version.
- Follow up.
After software demo make sure to send a thank you email to all attendees. Summarize the demo and how you can address prospect’s pain points. Is any question were unanswered, provide the date when you will get back to them with information.
- Schedule a phone call to recap.
Get them while they are hot and interested in the solution. They may have multiple other projects. Make sure that your software is a priority and show how it will improve their operations. Stay ahead of your competition as the prospect may be looking at the products from other vendors.
Schedule a Web software Demo of CheckPlusCFO to see how you can automate payment operations for your company.
