In the words of Mark Twain, “I didn’t have time to write a short letter, so I wrote a long one instead.” Brevity is time consuming, but we believe it’s worth it—especially when it comes to sales demos. We asked a panel of professionals to share their thoughts on the specific benefits of cutting the fat from your sales demos.
Richa Nathani, Content Manager of Dialed Labs.
More Demo Time to Concentrate on Deliverables That Matter
Every bit of information you deliver during a demo is of the utmost importance, so use this time well to connect with your audience and give them the details that do justice to the time they have given you.
Cutting out any irrelevant content will provide you with much more time to fit in the content and information that matters. When preparing your demo, concentrate on the deliverables of your product or service. Leave your audience with insights that tell them how these are the solutions they’ve been waiting for. This way, you leave the audience with real answers.
Harry Morton, Founder at Lower Street.
Figuring out how to use a product or service virtually is already confusing, and the last thing you want to do is overwhelm your customers any further. It’s important to remember that a product or service demo needs to provide an accurate step-by-step explanation of how the customer can use the service and get the most out of it. By throwing in irrelevant content that doesn’t educate your audience you could end up disrupting their attention and creating an unsatisfactory customer experience.
Demi Yilmaz, Co-Founder of Colonist.io.
Strengthens Your Value Proposition
If the content is irrelevant to the point that you’re trying to make then it’s better left out since it’s only going to confuse your customer. Your product/service demo needs to be succinct and hard-hitting, and anything that would dissuade your customers or raise questions in their minds does not belong there. Instead, by cutting back on the content, you can strengthen your value proposition and keep their attention focused on what’s important.
Scot J Chrisman
Scot J Chrisman, Founder, and CEO at The Media House.
In doing a demo, your ultimate goal is to save time and get the deal immediately. [Only] include the information that is really valuable to your clients. This way, you will be able to [focus on] the main purpose of the demo and refrain from wasting anyone’s time.
James Green, Owner, Build A Head Big Heads.
Keeps Your Audience Captivated
It’s no secret that people’s attention span is equivalent to that of a gnat these days. You want your product/service demo to be short and to the point, so you don’t risk losing your audience’s attention. When you leave out irrelevant details, you have a higher chance of keeping your presentation on point and your audience attentive.
The key to successful demos is to briefly explain why your product/service solves a problem your audience has, as you demonstrate the process of how. Including irrelevant details will only serve to make your demo too long, boring, and not at all captivating, which is exactly the opposite of what you want.
Kyle MacDonald, Director of Operations, Force by Mojio.
Keeps Things Short and Engaging
One of the biggest challenges with product/service demos is keeping the attention of potential customers. You have to create a demo that is engaging – and you have to keep them engaged even if they have a short attention span. Leaving irrelevant content out of your demos inherently allows you to make them shorter, which is easily one of the most effective ways to combat short attention spans.
Josephine Li, Founder & CEO at Cicinia.
Leaving irrelevant contents out of your demo or presentation will let you have the following perks:
Extra time for more important matters
Time is always precious for everyone. By taking only that important information, you will be able to save more of your time as well as your client’s or prospect’s. This can also open more spaces to talk more about business, thus, increasing connection and engagement for a higher chance of a conversion.
You will look more professional if you will just stick with what is only needed by your prospect. Remember that they are not in a meeting with you to talk about off-topic matters so you should keep the flow in the right line always.
This is a crowdsourced article. Contributors are not necessarily affiliated with this website and their statements do not necessarily reflect the opinion of this website, other people, businesses, or other contributors.