Quais são as melhores maneiras de personalizar uma demonstração ou avaliação de um produto para um cliente potencial específico?

What is always important to realise that at the beginning and the end of the conversations, you will be speaking to a human who has invested energy and time into the business or area they find themselves in, so if you do not have a good idea of the what they are trying to achieve at a business level, you will struggle to get the human behind the conversation to buy into the product through your engagements. This becomes even more important when your product is complex to sell or understand; how do you get the human to relate to it if you can not guide the connection for them based on what they know, which is what they do and where they do it.

Think of it this way: if you research your prospects well, you can have a better, deeper conversation. Asking your prospect basic questions is a waste of time that could be better spent discussing the value of your product or service.

🔍 Gain insights for a tailored demo: Conduct thorough research on your prospect's industry, challenges, goals, and any specific pain points they may be facing. This research provides you with valuable insights that enable you to customize your product demo or trial to address their specific needs and offer a compelling solution.

An Example I have come across is that researching a prospect is however is done by many companies but what makes apart is that researching the place where the product is going to launched and the place. This is a basic fundamental where many companies miss out.

Compreensão Profunda do Cliente: Investigue minuciosamente as necessidades do cliente para adaptar a apresentação às suas demandas exclusivas, demonstrando um conhecimento personalizado que gera confiança. Destaque de Benefícios Relevantes: Identifique e enfatize os benefícios do produto que diretamente abordam os desafios específicos do cliente, proporcionando soluções claras e mensuráveis. Ao personalizar cada aspecto da apresentação, não apenas você atende às necessidades do cliente, mas também cria uma experiência que ressoa profundamente, estabelecendo a base para uma parceria sólida e duradoura.

Defining Objectives is another vital step. This is step is now defined using AI which helps the company to help understand how they are going to achieve the goal. But one tip I would like to share is that the objectives should should be defined to both the company and staff working and those objectives should always align with the company's vision.

I would define my objectives based on these two things, - The stage of the buyer’s journey your prospect is in - Knowing this aspect could mean the difference between Introducing your product, Value proposition or diving into the solution directly to address their pain points. - The pain points and goals of your prospect - Identify their pain points and goals. Based on this information, you can tailor your demo instead of taking a standardized approach & hoping something sticks.

Going into a product demo without any objectives is like going to a soccer match with no desire to score goals. Define at least one objective and take the time to prepare for it before any meeting.

I like to create an agenda but then socialize it with the customer before proceeding. You want to establish the feeling that you are co-creating solutions... and it starts with an agenda the customer is excited about. Let them tweak and adjust your agenda to start the buy-in early.

Having an agenda is always a good idea for a prospect call, regardless of experience. Not only will it help you establish buy-in early, by involving them in the solutions process, but will keep them from guessing "how long is this going to last..." Having this prep work done in advance is also super helpful when you're nervous for a call, or if you're a forgetful individual. They can help you naturally pivot to a relevant talking point and keep the prospect engaged.

💡 Emphasize value proposition: During your product demo or trial, prioritize highlighting the unique value and benefits that your product or service can bring to the prospect's specific challenges or goals. By focusing on the value it offers, you can effectively showcase how your solution can positively impact their business and differentiate it from competitors.

The Key to a tailored demo or trial is good discovery. Understanding your prospects or clients needs will allow you to avoid "feature dumping" and focus on a clear message or solution.

Not every prospect places the same importance on the value your product /service can bring. Truly understand what motivates them to engage in a conversation with you, whether it's saving revenue or impressing their boss. Tailor your approach to clearly demonstrate how you provide the specific value they seek.

Spotlight on feedback! 🌟 After the demo dance, tune in to your prospect's thoughts. What clicked, what didn't? Uncover the mysteries with open-ended questions. Their insights pave the way to a stellar follow-up act. Let's turn feedback into a deal-closing encore! 🚀

Incorporate unique customer visuals and screenshots whenever possible during your sales process. This helps to cement their trust in you as a potential partner. The proposal becomes more customized and personal to the recipient... and perceived as higher value.

Keep in mind that your prospect is probably used to seeing high-quality visuals from everyone else. If they are C-suite, these visuals come from both internal and external sources. If they're not C-suite, they're probably the ones making the visuals for them... If you come to the prospect with low-quality and not customized visuals, you're definitely sticking out- however, not in a good way.

In presentations, visuals are the engine that powers understanding and leaves a lasting impression. Steve Jobs once said, 'Design is not just what it looks like and feels like. Design is how it works.' You can bridge the gap between product features and prospects' needs with great and impactful visuals. Customize visuals to directly address pain points, infuse their branding/logo/vision statement for a personalised touch, and craft resonant visuals. Engage with visuals that encourage questions, showcase trial experiences, and provide clear guidance. Short teasers offer a compelling sneak peek into future success. Please do not underestimate the power of impactful teasers.

Feedback is crucial. If you become too engrossed in your pitch, you may overlook important information. Asking questions like "Is there anything else you'd like to look into specifically?" or "Was I able to demonstrate XYZ to you in this call?" are effective ways to prompt valuable feedback.

📝 Seek post-demo feedback: After the product demo or trial, proactively ask for feedback from your prospect to gain valuable insights into their experience, impressions, and any areas of improvement. This feedback not only demonstrates your commitment to continuous improvement but also helps you refine your approach and address any concerns or questions they may have, ultimately enhancing the overall customer experience.

Feedback is something that plays a very important role in every company, but there are multiple ways where one can collect feedback. Asking for feedback and then collecting them to analyse what went right and wrong needed to be analysed. Analyzing wrong or we can call it as Areas as Improvement should be done but the things which went right can also be more streamlined and always made better.

Sometimes prospects get used to the feedback questions. What I like to do is ask for it with a different question: What are your main expectations from a product like this? Is there anything you consider we might be missing? Their feedback tends to be more specific.

Knowing your audience is very key in delivering an effective demo. You must tailor your presentation to address your audience specific need detailing how your product will profer solution to their challenges. Make your presentation engaging, encourage questions and provide clear answer with practical examples.

Use AI-driven analytics to analyze the prospect's industry trends, challenges, and specific needs. Create a dynamic, interactive demo that adapts in real-time based on the prospect's interactions and feedback. Incorporate gamification elements to make the experience engaging and memorable, rewarding prospects for exploring different features of the product. Leverage augmented reality (AR) or virtual reality (VR) to provide an immersive experience, especially for physical products or space-oriented services. Integrate personalized storytelling into the demo, showcasing how the product has successfully addressed similar challenges in the prospect's industry. Use real data and case studies to make this narrative compelling and relatable.