Completing your first sales demo is a rewarding feeling. You’ve finally put all that hard work and preparation to good use. But you’re not finished yet! There are some key things you need to do after completing your first sales demo.
These help to solidify your relationship with the client and allow you to find out where you can improve things. The 10 actions listed below are also great ways to accelerate the sales process and boost your conversion rates. So, let’s get into them!
The age of online and remote working means that sales calls are often now sales video calls. Take advantage of this and leverage the technology at your disposal. Make sure to send out a Zoom recording of your sales demo as soon as you get off the call.
This will of course serve as a useful reference for the client. But it will also show them that you’re prepared and ready to go the extra mile to give them everything they might need.
Along with your Zoom recording, you should also send out your sales deck. This will serve as additional reference material for your potential client, and it means they have easy access to each individual part of your presentation.
For a bonus tip, sales presentation software often includes the option to add notes to your slides that don’t appear to those watching them. You can use these to add in extra information that the client will see when they’re going through your sales deck.
This could be information you forgot to mention in the call, or just some supplemental information to help convince them to buy your product!
This one is fairly straightforward. First, summarize the call for your own use. This will allow you to reflect on how you did and where you can improve. But if you summarize the call for the client too, it means they have all the information they need at a glance.
Remember that they may be sitting through several sales demos every day. To ensure they have easy access to the main points of your sales demo, put all the key points down in a short summary.
Sending out a case study is a great way to solidify in your client’s mind why you’re the right choice for them. Use this as your chance to really show off why your product or service is exactly what they need.
Use a past customer’s experience and illustrate how you made their life easier with your service. People want to hear true stories, so give them one that will convince them to choose you.
Another useful way to add some social proof to your sales demo is to send out customer reference videos. This will add more credibility to your sales pitch and show the client that you’ve been trusted in the past to provide quality, and so they should trust you as well.
Even though you’ve now provided the client with plenty of reference material, they might still have some questions. Opening up a Q&A is the easiest way to give them the answers they need.
Instead of just referring them to the material you’ve already sent over, or to your website, having a one-to-one Q&A is a far more personal and convincing way to do it. It could be through another call, or even just via email.
Allow your client to share all of the information and resources you’ve provided with other stakeholders. The person you were on the call with is unlikely to be the only person involved in the decision-making process.
So, make it clear to them that they can share everything you’ve sent across with anyone else that might want to see it. The more people you have a chance of convincing to buy your product the better.
After you’ve followed up with all of these resources, it’s time to do some research of your own. Track your analytics to see what they’re looking at.
You can then use this to better target aspects of your next sales demo, and for any future follow-ups with this particular client as well.
Make sure that the client can easily reach you to schedule follow-up calls. Even after you provide all of the previously mentioned materials and resources, they will most likely have more questions in the future.
Plus, the idea is that you want them to reach out and buy from you, so make sure this is as easy as possible! You want to ensure there is nothing in the way between them making a decision and letting you know about it.
The final thing to do after finishing your first sales demo is to wait patiently for an answer, while still actively pursuing the client. Don’t bombard them with more material that they might not need, but instead just keep up a good line of communication.
Send extra information or resources that you believe will help the client make their decision. Send this over to them in a structured fashion to try and nudge them along without coming across as desperate. It’s a bit of a balancing act, but when done right it can significantly speed up the sales process.
As long as you do all of these things, your first sales demo will be a success. Even if you don’t make a sale the first time around, you will learn valuable insights that will help you have more success in the future. But doing these 10 things will give you the best chance of securing that first client!