Selling without being in the room with customers? Sounds like a dream, doesn’t it?
Well, it’s real, and it’s actually becoming more common than you might think. Modern buyers prefer to do research on their own. Even when you’re meeting with them, you’re only getting a tiny slice of the time they spend considering products, and they’re usually further along in the buying process than you’re led to believe.
You have to be able to sell without waiting until you’re in the room with your customers. This is where enablement tools such as demo automation and interactive product tours come in clutch.
To fulfill buyer demand, you have to make things easy for them. And nothing is easier than providing an on-demand video demo they can’t watch anytime or anywhere.
The Stress-Free Way to Let Champions Sell For You
Buyers notoriously avoid talking to sales. For years, it’s been shown that potential customers spend only 5% of their time with each vendor. That doesn’t mean less selling is happening. It means there’s way more selling happening internally.
Identifying and engaging with your champion is probably the most reliable way to sell without being in the room, but only if they can talk about your product accurately. How much of your pitch will they remember after the fact, and how much will they be able to repeat to others?
Champions shouldn’t have to rely on notes or memory alone to make the case for your product to other stakeholders. Having on-demand, sharable video demos takes the guesswork out of the equation. Each stakeholder can personalize the experience to their interests, and you’ll gain insights into what they’re interested in.
Put it in action: Encourage the champion to share the demo with all the relevant stakeholders in the buying group.
Sell Where Buyers Are Looking
Modern buyers like to do things on their own. They want to do their own research and product test drives if they can. Because they’re doing so much on their own, they don’t reach out to vendors until they’re much further along in their buying journey.
The best way to catch buyers is to sell where they’re already looking. Adding interactive demos to review sites is a great way to do this. We all know social proof is king, so why not have an automated demo on that page to let customers further their research without hunting down the information?
Another great way to help buyers research is to have an automated demo as the call to action on your website. The whole point of your website is to catch buyers’ attention and educate them on your solution, and this is your opportunity to make sure it has the type of content they’re looking for. Revenue soars when you make things easier for buyers so put information in plain sight where your customers are already looking.
Put it in action: Work with the marketing team to make digital demos available on demand on websites, landing pages, and tradeshows.
Discover What’s Happening Behind the Scenes
The size of buying groups just keeps getting bigger. Not only does this make it difficult to address everyone’s concerns simultaneously, but there’s no guarantee you’ll get everyone in the room when you actually get a meeting.
Having a demo recording is a good step in the right direction, but it leaves you in the dark. Instead, send an automated demo that feeds you organic buyer insights. Then, you’ll know who watched what and for how long, even if those stakeholders weren’t in the meeting.
You’ll also have a chance to discover additional stakeholders you weren’t aware of before. Automated demos let your champion share the demo with anyone so they can include stakeholders that weren’t identified before without waiting for an introduction.
Put it in action: Work with your team’s demo experts to craft the right digital demo messaging. Train the sales team on the content available and when it should be used.
Come see how easy buying can be.
Make Your First Meeting Feel Like Your Third
Even with all their research, buyers still need to see at least a high-level view of your product before they can determine whether it’s a good fit. Requesting a demo often leads to long wait times, and many live intro demos are unqualified, creating even more wasted time.
Instead of making buyers jump through hoops to see a glimpse of your solution, offer an automated product demo that they can view with a click of a button. This gives them the information they need faster and allows you to Demo Qualify Leads (DQL) before you spend additional resources on them.
Customers can come to meetings more prepared with their own questions, and you’ll reduce unqualified demos and demo lag time. This makes deals close faster by making your first call feel more like a second or third call.
Put it in action: Build out a library of digital demos that align with the buying journey and can be deployed at different points in the sales cycle.
Keeping Deal Momentum High
Buyers are looking for a way to buy independently of sellers. Sellers need to find a way to sell without being in the room. Using an intelligent demo automation platform, you can let champions sell for you, sell where buyers are already looking, discover what’s happening behind the scenes, and make your first meeting feel more like a third.
If you want to learn more about selling from a distance, you can browse our extensive resource center, view a webinar, or even watch your own demo on demand.
