“Let’s keep it short and to the point. We’re meeting the executives so just focus on the value.” How many times did you hear this before a presentation or a demo? It’s a good input, but depends on you knowing how to explain value over functionality.
So, do you? 🤔
This short guide explains how to gain trust by showing the true value of your product. However, the value is about feelings, not features so you will need to uncover what triggers your customers and how you can help them solve their problems and get better at what they do. Tested and proven, this method is perfect for sales, presales, product, and other professionals pitching to secure product investment. It guarantees increased effectiveness in audience connection.
If you prefer getting your info from videos over text, you can jump to the end of this article.
The Most Common Mistake – Talking About Yourself
If you’re anything like me, you might try something like this:
“With our great software you can complete the task in just 3 clicks! See: click…click…click, wait for a few minutes, and you’re done!“
You’re starting with yourself and with what you think is important. But that’s exactly what you should not do in a product demo!
You’re trying to convey the value (simplicity or speed) through the number of clicks. But what you didn’t know is that with their current solution, the Customer can do the same in just 2 clicks. And there goes your big reveal. Gone in 3 clicks. 🌪
❗️Remember, value is purely the perception of the Customer.
❗️To be valuable, the product needs to solve their problems.
❗️To understand your Customer’s problems, you need to talk to them, do some research.
Let’s take an example…
The Key is Talking to Your Customer
While talking to the customer, you learned that it currently takes them 6 minutes to complete this task. And here comes your Aha! moment, because your solution can do it under 3 minutes!
So next time you’ll explain it like this:
“You will finish the configuration in under 3 minutes. With your current solution, the same task takes 6 minutes, so if you do this 5 times a week, you will gain an extra 15min/week or approximately 97 work days/year! Think about the money you’ll save!” 🌟🌟🌟
So, what will you do next time you’re asked to focus on the value?
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