Have you ever been pulled into a “real quick demo” to “just answer a few questions” that “shouldn’t take more than twenty minutes.” It may only take twenty minutes to deliver the demo, but we all know these kinds of demos are so much more disruptive than that.
There’s stopping what you’re currently working on, getting brought up to speed on this customer and their question, giving the demo to answer the question, and then going back and trying to figure out what you were working on before.
That’s why automating FAQs into demos is so crucial. Instead of going through the whole process above, you can send an interactive video demo that will answer their question with a click of a button.
Introducing the FAQ Demo
Every deal includes questions that are difficult to answer with an email or phone call as customers are looking for the expertise and confidence that come from hearing these answers from an SE in a demo. The problem is, these kinds of demos are repetitive and take away time that could be spent on more technical tasks.
If you keep track of which questions come up most often, you can build a reusable resource library of interactive video demos that address each of these questions and can be sent by either the sales or presales team instantly. Not only will this answer the customers questions, but it will provide you insights into the types of concerns or issues the buyers are dealing with.
FAQ demos differ from the rest of the demo types because they aren’t tied to a specific stage in the buying process. Instead, they can happen at any time when the customer has questions. And how quickly you answer the questions is important. This might be because the buyer doesn’t want to wait until the next live meeting to ask this question or they might be using this question as a means to further qualify you as a buyer.
Where FAQ Demos Fit in Your Sales Model
As we said above, FAQ demos aren’t tied to a specific step in the sales process, but that doesn’t mean they aren’t an important part of your demo library. Keeping a record of the most common questions that occur during the sales process and creating automated demos based on each question is a great way to avoid disruptive or repetitive demos.
What are buyers thinking at this stage? The buyers have some specific questions, but don’t want to wait until the next meeting to resolve them. They might be asking this question as a way to disqualify you as a vendor so speed and accuracy are important.
What should you deliver? Because FAQ demos aren’t tied to a single stage, they should be answered as quickly as possible to increase your credibility and the customer’s trust in your product.
Where does it fit in your sales model? The moment the question is asked. Even if the topic is something that will be covered in another demo, you should send the information as soon as possible.
Should you Automate it? Yes. Speed is a factor with this demo, so having a collection of resources that are ready to send instantly.
Check out the Definitive Guide to the Six Demo Types for a complete map for scaling presales and adopting these demo types into your sales methodology.
