What is Asynchronicity?
The term asynchronicity has become quite the buzzword in the software and technology world. Put in customer terms, asynchronous technology gives the ability to do things on their terms, on their time, and in the way they want it done. Within the sales and marketing process, there is a great deal of this going on. When a person goes to read a post on your blog, or when they sign up for a free trial on your website, or when they do a customer service live chat you at 1AM in the morning, they are engaging in asynchronous behavior.
One area where there has been resistance to asynchronicity is in product demos. Traditional thinking around sales is that the greater the number of live personal touch points you have with a prospect, the more likely they are to convert to a customer. Product demos are viewed as great opportunities to do just this, and allows a salesperson to create personalized content that is tailored to the unique needs and interests of the prospect.
At CONSENSUS™, we see product demo asynchronicity not only as something that will become ubiquitous, but as an opportunity to vastly improve companies’ sales efforts and to engage with prospects in ways that provide prospects all the advantages of asynchronous technology. Aside from the benefits extended to the prospect, there are a number of advantages your sales teams can harness by embracing asynchronous product demo technology.
Capture Rich Data – Being able to capture rich and actionable data within the sales process is becoming more and more critical. Tools like SalesForce, InfusionSoft, and other CRM’s and sales automation platforms require data in order to be truly effective. Asynchronous product demos allow you to gather reliable and illuminating data on how people interact with your demo, as well as their unique needs and interests, in a way that is unobtrusive and comfortable to the user.
Personalization Still Happens – As a salesperson, you want to be able to personalize the product demo to the unique needs and interests of the prospect. This process is not lost within an asynchronous product demo system. In fact, automated systems allow for stronger data fidelity, as there is no unintentional bias inserted by a salesperson on the other end of the line. When a customer can personalize on their own terms and time, you get a better engaged customer who is prepared for closing interactions.
Open up the Advantages of Scale – Product demos take a lot of your sales teams’ time, and it creates an unnecessary ceiling on the amount of prospects and meetings a sales person can handle. Perhaps the greatest benefit of embracing asynchronistic processes is that time normally reserved for live product demos is freed up, allowing your sales team to scale the number of prospects they can handle at any given time.
We’re excited about how CONSENSUS can help sales teams take advantage of the benefits of product demo automation. And as our product evolves, the advantages will become greater and more accessible.