There’s no doubt the way people buy software has changed. In fact, only 17% of the buying process is actually spent on calls with sellers. The rest of the time, buyers are researching and building the business case.
Make it easier for your champions to self-educate and promote your product internally, using Walnut leave-behind demos. Continue selling between meetings and get them excited about what’s coming next.
Some examples of leave-behind demos you can create:
- Qualifying demo - A short demo that’s emailed to a buyer after they book a demo to pinpoint any disqualifiers and ensure you’re not wasting your time (or theirs).
- Intro demo - A product recap to go over the main flow and vision. Used to pique a buyer’s interest and validate their needs.
- Product dive-deep demo - A demo that’s shared after the call to help your champion build their business case internally. It highlights the specific pain the champion raised.
- Closing demo - These demos handle any objections or hesitations your buyer might have.
4 tips to nail your next leave-behind demo
1. Demonstrate the business case - Identify your champion’s business blockers, and tailor the resources you share to address these obstacles. Highlight the champion’s current situation, their pain, and how you’ll resolve it.
2. Conduct off-call discovery - Use Comments to spark a conversation with the champion and their stakeholders, allow them to ask questions, point to product areas they want to learn more about, and remove any purchase blockers.
3. Avoid feature dumping - A demo ≠ tutorial. Show how your product solves the buyer’s pains in real life, rather than just showing how your product works.
4. Include a clear CTA - Include a clear next step to boost conversion rates and help buyers understand what they need to do next. You can link to your calendar to book a meeting, or direct them to try the product themselves.
Have other topics you want us to cover? Send our team an email and it might be our next "Walnut Wisdom" piece!