When is your demo failing? When is it putting people to sleep? When is it becoming as exciting as watching grass grow or paint dry? When you find yourself saying, “Click here to.., Then, click here to…, Then, click here to…”etc. Don’t let this happen to you! Here is a proven strategy to keep clients engaged, interested and eager to work with you.
1. Give people a high level value/benefit of the screen BEFORE you explain the details of it, e.g., “This is the dashboard. It gives you everything you need to know about … in one place, which saves you time and increases efficiencies.
2. Then, “clear the visual.” What are people looking at? “The blue area is… The gray bar across the top is…, The numbers to the right are… and the bottom graphic tells you…”
3.Then, give your example(s) of how they could use the screen
4. Involve as much as possible
- Ask a question before Step 1 or step 3, e.g., “How do you do X now?” or “How long does it take you to…?” “Bill, Jason, how do you know if…?”
- Use their answer to link to the selling points of the screen.
5. After you complete the explanation on the screen, get their thoughts, reactions, feedback on what they just saw.
It’s Not About You
When you say something, you own it. When your client says something, he owns it. The more you can involve your client in your demo, the more he can (literally) see himself using your service, and the more likely it is he will want to buy from you.
To put a twist on an old saying, “You can never be too thin or too rich,” I would add, “You can never be too involving in a demo” as well. Side bonus: you will have much more fun presenting as well!
Make What You Say Pay!
NEW! I am excited to announce the launch of The Simple Sales Presentation Plan. All my 25+ years of proven secrets, strategies, tips, templates & techniques to win big business is available for the first time --ONLINE-- everything you need to create compelling messages that sell, influence & persuade.
Work at your own pace. Take your presentation success to the next level.
To check out the new program and see what you get, CLICK HERE.
P.S. Did I mention the money-back guarantee?I am so sure you will benefit from this program that you have my unconditional money-back guarantee.
Go ahead. Take a look and start closing business faster CLICK HERE
If you enjoyed this post, please feel free to share it with friends, clients, and colleagues.