The New Era of B2B Sales
Change is the only constant in the digital world, and nowhere is this more evident than in B2B sales tactics. Interactive demos are reshaping the customer experience landscape. Demos are usually passive in nature. Prospects are invited to a meeting. And they watch the show.
Imagine a world where prospects are active participants in a demo. Instead of passive observers. They no longer wait 3-5 working days between clicking the “Book A Demo” button and getting a maybe demo meeting. Prospects can explore your product on their own terms.
Check out this gallery for a taste of cutting-edge interactive demos: https://www.celonis.com/gallery/
These are not your traditional run-of-the-mill presentations; they're immersive journeys tailored to the unique needs and curiosities of each prospect. The power of self-discovery that interactive demos offer marks a departure from conventional sales pitches, providing a tangible, no-pressure way for potential clients to gauge if your solution fits their needs.
Why Interactive Demos Resonate with Prospects
The shift towards interactive demos didn't happen in a vacuum. It was born out of necessity. Today's prospects are savvy, discerning, and, let's face it, a bit jaded by the traditional sales playbook. They crave authentic experiences, not rehearsed pitches. They don’t want a salesperson to tell them what's great; they want to discover the greatness themselves.
In a sea of endless features and hyped promises, simplicity, and directness stand out. That's where the magic of a well-crafted interactive demo lies—it speaks to the prospect's desire for genuine, unembellished experiences.
Crafting Interactive Demos That Hit Home
Building a successful interactive demo goes beyond showing off your product's features. It’s about resonance. It's about crafting a narrative that says, "We understand exactly what you're facing, and here’s how we can tackle it together." This connection is the bedrock of an effective demo.
But, simplicity in demos is often a summit hard to scale. I know. There are hundreds of features in your SaaS product. There’s always this lurking temptation to showcase them all. It’s easy to fall into the trap of believing, “If I don’t unveil that 7th method to resolve their issue, am I really showcasing the splendor of my product?
Your prospects don’t need a tour guide for every nook and cranny of your product. They seek a clear, uncomplicated path to a solution that works.
The Art of Positioning: Making Your Product Their Solution
Remember, to your prospect, your product is initially just another option. Transforming it into the best solution requires insight, empathy, and strategy. And who better to help you understand your prospects than your current customers? They've walked the same path your prospects are on. Their experiences are real, tangible, and available for exploration. They're not just data points but a path to clarity. Their journeys, their choices, and their feedback are what we can use to define your value statement.
Talk to your customers. What made them choose you? What clicked for them? Their stories are more than courtesy calls; they're your guide. You're not making small talk; you're mining for truths.
This isn’t idle chatter; it’s strategic intelligence gathering. Through ground work like interviews, surveys, and feedback platforms, you're not just compiling data. You're sketching the blueprint of your prospect's pain points and preferences, which will inform every aspect of your demo.
The 'Smash Cut' Philosophy in Crafting Demos
In the cinematic world, a 'smash cut' is a sudden, unexpected transition from one scene to another, often employed to keep the audience engaged and the narrative moving at a brisk pace. When applied to your product demos, the 'smash cut' technique serves a similar purpose: it's about momentum, focus, and respecting the viewer's time and attention span.
Have you ever watched a cooking show?. Jamie Oliver doesn’t bore you with every chop and stir. You see him do some shopping, chop up some ingredients, a few fancy moves in the pan, and then—voilà—the finished dish. It's the journey from problem to solution that your prospects care about, not the tedious steps in between.
Using 'smash cuts' shows you value your prospects' time. It keeps things fast and interesting. Everyone makes this mistake when recording a demo. They show every painstaking click it takes to get somewhere in the product.
Ask yourself: Do you need to show every action from Screen A to Screen B? Or can you just cut to the end result? 'Smash cuts' help you skip the less important parts. You jump from the problem directly to the solution.
The 'smash cut' technique in demos takes the viewer on a journey that feels like teleportation directly to the solution. Imagine starting with the problem, the challenge that your prospects face daily. From there, instead of wading through all the clicks and intermediate steps, you 'smash cut' directly to the solution – the moment when your product changes the user's world. The transition is so immediate, and so impactful that it reinforces the value proposition with the strength of a sledgehammer.
You need this technique in an interactive demo. Because you’re not there to guide and entertain the prospect with a talk track. What’s going to happen when your interactive demo is 200 clicks long? Do you think your prospect is going to patiently click through the whole thing?
Don’t clutter your interactive demo. If you can go straight to what matters, do it. It keeps your demo clear and respects your audience's time. They're here for solutions, not a walkthrough.
In an interactive demo, your goal isn't to show them every detail. It's to show them the end game: the solutions. If your product needs a deep dive, they'll ask you for it. For now, quick, impactful demonstrations are your tools for an engaging, respectful, and successful pitch.
'Smash cuts' in your demo signify respect for your prospect's time and attention. They spotlight solutions, not processes. Your prospects aren’t looking for a walkthrough; they’re seeking an outcome. And if they want a deeper dive? They’ll let you know.
Assessing the Impact: Beyond Just Numbers
The journey doesn’t end with rolling out an impeccable demo. You need to gauge its impact. Dive into analytics, assess conversion rates, and understand the benchmarks for success. Industry insights, like those from Belkins, suggest a 20% success rate post-demo. That's your starting line, not your finish.
This pursuit isn’t about clinging to benchmarks, though. It’s about outstripping them. With every demo, refine your narrative, sharpen your insights, and strive not just to meet but to surpass industry averages. In this journey, you're not just a salesperson delivering a pitch. You're a storyteller, a guide, and a strategist, building success stories one presentation at a time.