To make software demos a success, you need to captivate and even entertain the audience. By applying these 5 tips, your demo will not become a long-winded and boring story, but an interesting session that pleasantly surprises the audience.
1. Show the highlights
So what is the purpose of a software demo? To give a good impression of the possibilities. An impression, so not all the functionalities! It's about the highlights, the most important parts, the main processes. Yet many software demos go into depth. Every field and piece of functionality is shown and discussed. Either to showcase knowledge or because questions are asked about it. But these details are not going to convince your customer or prospect in a demo. Show the most important features that will contribute the most to the company's goals.
2. Provide recognition and relevance
In a demo database, you use fictitious data for your customers, suppliers and items, among others. Yet it makes a world of difference what data you use. Immerse yourself in the client's business activities and use examples that are realistic, recognizable and relevant to the audience. Often a glance at the website is enough to understand what data you can best use in the demo. Also consider using the right colors, logos and images. It shows that you know who you are sitting at the table with and makes it more understandable and enjoyable for the audience.
3. Provide a good storyline
When you cover several topics in your demo, you tend to cover them one at a time, separately. However, it becomes much more engaging when there is a storyline running through the demo. Your demo audience will better understand what you are showing - especially if you briefly explain the storyline at the beginning of the demo - and, more importantly, will remember it better. In addition, each individual will recognize that the specific topic of interest to him/her is related to the work of colleagues in other departments. This realization is very important during a software implementation.
4. Focus on process outcomes and benefits
In a software demo, you open screens, click buttons and fill in fields. But that's not what delivers value to the recipient. It's about the outcomes of the processes you show and what benefits the way you show. Did you create a quote, show the end result. Have you shown the procurement process, tell why you are suggesting the method shown to them. Did you show a reporting & BI solution, explain the benefits. Ultimately, the (potential) customer wants to know how your software provides increased efficiency, cost savings or time savings.
5. Be positive, enthusiastic and energetic
As a (presales) consultant, you probably see the application every day and have given a similar demo dozens of times. Giving a demo has become routine. But you should not radiate that! The accumulated experience is a big plus, but you have to go into the demo with full focus and with a lot of enthusiasm. Keep in mind that what is everyday for you is completely new for the audience. And your message is much better received when you deliver it in a positive and energetic way. It also increases the chances of interacting with your audience.
Software demos will never be a party, but you can certainly bring a smile to the recipient's face. And, of course, increase your chances of a successful project.
Philip van Kemenade is marketing manager at Dysel and has daily contact with end users of software.
