The Critical Phase: What to Do After the Demo
You’ve just completed a demo, and the hard work seems to be over, right? Not quite. The post-demo phase is as crucial as the demo itself. This period is where the excitement generated during the demonstration must be channeled into concrete actions that move the prospect closer to making a decision. Here’s a comprehensive guide on how to navigate the post-demo phase effectively to ensure momentum isn’t lost.
Immediate Follow-Up: The Golden Hours
The first 24-48 hours after a demo are crucial, much like the „golden hours“ in emergency medicine. This is the time to act swiftly:
- Send Personalized Thank You Notes: Express gratitude and reiterate key points to reinforce the message. This shows your attentiveness and helps keep your product top of mind.
- Provide Requested Resources: Whether it’s additional documentation, case studies, or specific feature details, delivering on your promises quickly enhances trust.
Gathering Feedback: Insights for Continuous Improvement
- Solicit Feedback from Attendees: Reach out via surveys or personal calls to understand how the demo resonated. This provides invaluable insights into areas of strength and those needing improvement.
- Internal Team Reflection: Discuss the demo with your team to assess what worked well and what didn’t. Continuous improvement is key to mastering your craft.
Keep the Communication Lines Open
- Send a Meeting Recap: A concise summary reinforces the key points and keeps everyone on the same page. This also provides an opportunity to address any questions that may have arisen.
- Address Unanswered Questions: Compile and categorize any questions that were not fully answered during the demo. Providing thorough, researched responses can dispel doubts and further demonstrate your commitment to the client’s success.
Sharing Supplementary Materials: Empowering Prospects
- Offer Additional Resources: Share product manuals, whitepapers, and case studies to allow prospects to explore the product further at their own pace. Supplementary materials help to deepen their understanding and build confidence in your solution.
- Click-Through Demos: Provide interactive demos where prospects can explore features on their own. This empowers them and helps solidify their interest in your product.
Scheduling the Follow-Up Meeting: Maintain Engagement
- Plan the Next Steps: Schedule a follow-up meeting to delve deeper into any areas of interest or concern. This keeps the prospect engaged and demonstrates your ongoing commitment to helping them make the best decision.
- Address Concerns: Use this meeting to tackle any reservations the prospect might have. Open dialogue can turn objections into opportunities to showcase your product’s strengths.
Collaborating with Sales: A Unified Front
- Share Insights with Sales: Ensure that your sales team is fully briefed on the demo’s outcome. Sharing detailed insights allows the sales team to tailor their follow-up conversations, making them more effective.
- Craft Joint Strategies: Work together to address any hesitations and map out a strategy that aligns with the prospect’s needs and decision-making process.
Analyzing Feedback: Continuous Improvement
- Identify Patterns: Look for trends in the feedback you receive. Are there certain features that consistently confuse prospects? Use this information to refine your demos.
- Enhance Your Presentations: Adjust your demo content and delivery based on feedback to ensure that each presentation is better than the last.
Staying on the Prospect’s Radar
- Regular Check-Ins: Even if the prospect isn’t ready to decide immediately, regular, value-added touchpoints keep your solution top of mind.
- Share Updates: If there are new features or updates that address any concerns raised during the demo, be sure to share them. This shows that your product is evolving to meet their needs.
Knowing When to Close the Loop
- Recognize the Signs: If a prospect is repeatedly delaying or showing signs of disinterest, it may be time to move on, but always leave the door open for future opportunities.
- Seek Feedback on Hesitation: Understanding why a prospect decided against purchasing can provide insights that will improve your approach for the next engagement.
Key Takeaway
The post-demo phase is not just about maintaining momentum—it’s about building a stronger relationship with the prospect. By being proactive, responsive, and strategic, you can turn a successful demo into a successful sale. Keep the conversation going, provide value at every touchpoint, and never underestimate the power of a well-executed follow-up.
Would you like to find out more about Demo Preparation and Delivery?
Visit https://www.presales-handbook.com/avada_portfolio/demo/
Author: Dr. Johannes Hangl
Hi there! I'm Johannes Hangl, a recent Ph.D. graduate in Business and Economics from Mendelova univerzita v Brně. With a solid foundation in logistics, supply chain management, and business — further enriched by my Master of Science from THM Technische Hochschule Mittelhessen and both a Bachelor and Master Professional of Business Management from the Academy Handel Munich — I bring a robust mix of theory and practical PreSales experience. Professionally, I've developed expertise in crafting effective logistics strategies and solving complex problems, which enhances business growth and operational efficiency. At home, I'm a dedicated father of three, balancing family life with professional ambitions, which fuels my passion for productivity and efficiency in all aspects of life. I thrive on working smart to streamline processes and achieve excellence with a relaxed, yet focused approach to both life and work.
