Nice — hadn’t heard of Zoom, but I’ll definitely be trying it instead of GoToMeeting as it looks like a way better deal for a small startup.
A few things over the past few months have helped me achieve a better demo success rate. I’m still learning a lot, but here they are:
-Properly qualifying before starting the demo. Basically, don’t demo until you have learned what problem they want to solve, what they’re currently using, and whether or not this problem is a real (and urgent) pain for them. If it’s not right for them, be honest and direct them to solutions that would be a better fit. Otherwise, it’s a waste of both their time and yours.
-If you haven’t already, check out the Startup Sales Bootcamp free email course. It’s brilliant and has taught me many important tactics for B2B demos.
-Understand how the company adopts new tools (the full process). Ask them in the beginning what the next steps will be for them if the demo goes well. It’s easy to make assumptions, but every company is different and it’s important to understand how they purchase new tools. If you don’t know their process ahead of time, you’ll be in the dark.
-Schedule a time for a follow-up call DURING your demo. I didn’t do this at first and it led to a lot of confusion. For example, I thought that certain demo calls went really well and ended each call with “Great, I’ll send a follow-up email after the call, blah blah” and it ended up being very difficult to get to the next step and things dragged on. The solution was to schedule the follow-up call right there during the demo call. This made a big difference.
Curious to hear what has been working for others here.
