Product Demo Process Template

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1. Start of Demo
2. The Demo
3. End of Demo/ Closing
4. Post Demo
5. Post Demo Follow Up

Step 1 - Start of Demo - 5-10 mins (or more if needed)

When we start the conversation, we build rapport and attempt to understand the customer to frame our conversation/demo for use in the selling process. We record all details religiously in the CRM.

1. We need to understand what we are selling against. Questions: What do they currently do? Is the prospect under contract for anything? Get every detail you can.

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• Find pain points to inform how you will sell to the prospect. Questions: Are you satisfied with your current solution? Why? Any areas of potential improvement?

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• We need to know the decision maker(s) so we can try to get them engaged or focus our efforts on them. Questions: Who works with you on these efforts? Do they help or are they responsible for picking vendors as well?

Step 2 - The Demo

• Time: 20 minutes.
• Focus only on the key value propositions.
• Incorporate client pain points (from pre-demo questions).
• Check-in at key points to make sure prospect is following along.

Step 2 - Key Value Propositions (KVP)

Example Key Value Propositions.

• Easy-to-use.
• Beautiful.
• All-in-one.

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Step 2 - EXAMPLE: Email Builder Page

What is the main KVP of this part of the demo?

EXAMPLE: How easy it is to build an email campaign using the software.

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What is an example in this section to showcase the KVP?

EXAMPLE: Show how easy it is to adjust email template.

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Step 2 - EXAMPLE: Pricing

Main point on pricing:

• Incredible value and all-in-one.
• Free Trial! Free Trial! Free Trial!

Example:

• Everything included in the subscription.

Step 3 - End of Demo/ Closing - 3-5 mins

Set up a process post demo to maximize your chances of success.

1. We want to know what we will need to accomplish to win the client. Questions: What is your decision criteria? What are you looking for? What would it take for you to work with us?

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• We want to know what they were interested in (if you don’t already know), so we can follow up effectively. Questions: What services that we discussed interest you?

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• MOST CRITICAL: Set up next steps while on the call to keep momentum. Sooner the better (within the week). Questions: What time would work best for a follow up call? Put it on the calendar while on the phone with the client.

Step 4 - Post Demo

Immediately once off the phone:

1. Take all notes in CRM, mark client stage, ensure company and person information is correct
2. Connect with the prospect on Linkedin (if you have not already done so)
3. Invite prospect to the company Linkedin page (if you are admin)
4. Send a follow up email thanking them for their time, and confirming once again the next steps (that you already confirmed on the phone).

Step 5 - Post Demo Follow Up

This is only relevant if the next scheduled call with the prospect on the demo did not occur.

• Reconnecting email: 5 business days unless otherwise agreed to. Social proof: testimonials. Specific services that were relevant for them. Focus message on what is going to make them decide.
• Reconnect call: within 2 business days after email sent. Let them tell you where they are.
• Reconnect email 2: after missed call. "Just want to close the loop on this” type of an email
• Reconnect email 3: within 3 business days of missed call/ no respond email. “Apologies for pestering” last touchpoint message.

After this process is complete, update CRM with the new client status.

Now can pass the prospect back onto BD.