Leverage the sharable demos as follow-up materials to reinforce your pitch and address any lingering questions. Empower your champion to share these demos internally, effectively communicating your product's value while you identify key decision-makers within the buying organization.
Objective
Keep the sales momentum going even after the Zoom call ends.
- Reinforce the Pitch: Strengthen the key messages from your live session.
- Answer Open Questions: Address any unanswered queries from the session.
- Enable Your Champion: Equip the champion to advocate for your product within their organization.
How to implement
#1 Deliver Tailored Pitch to Each Purchase Decision Stakeholder:
In the B2B software buying process, you’ll encounter various stakeholders with different needs:
- C-Level Executives: ROI
- Managers: Efficiency
- End Users: Usability
- IT Specialists: Integration
- Finance Teams: Cost
- Procurement: Terms
- Legal: Compliance
Traditionally, addressing each need would require individual meetings. With an interactive demo, you can address all these needs in one go by tailoring the content to each stakeholder’s concerns.
A. Choose Your Own Journey Screen: Start with a screen that asks for the job title to customize the demo. Create multiple tailored flows for different personas to address their unique needs, as buying committees often include around 7 people.
B. Build Separate Demos: Develop distinct demos for each stakeholder type:
- C-Level: Focus on the value to the organization, emphasizing financial impact like increased revenue or cost savings.
- Manager: Highlight how the tool enhances team efficiency and streamlines deal delivery.
- End User: Showcase the ease of use and how the tool saves time and reduces effort.
#2 Personalize the Messaging
Keep building rapport by sending a personalized message in the demo that references specific questions and discussion points from your call. For stakeholders you haven’t met, begin by introducing yourself, explaining why the demo was shared with them, and outlining what they can expect to see.
Use video narrative functionality to mention the prospect’s name and specific conversations.
- Include a call to action to ask questions via comments and share with other interested team members.
#3 Call To Action
Use Call-to-Action Buttons Strategically to Drive Results:
Incorporate Call-to-Action buttons into your demo using the Guide Customisation add-on to enhance engagement and drive results.
- Book a Meeting: Link to your scheduling tool.
- Follow Me on LinkedIn: Link to your LinkedIn profile.
- Share with Colleagues: Encourage sharing within their team.
- Rate This Solution: Link to an NPS survey for feedback.
- Ask Any Questions: Provide a way for prospects to submit inquiries.
Remember: Always end the demo with a clear call to action. This will help you discover new stakeholders, understand their concerns, and address objections proactively in follow-up calls.
#4 Distribution strategy
- Email Follow-Up: Send the personalized demo by embedding URL into a follow-up email.
- Create a Sales Room/ Custom Landing Page: For high-priority prospects, develop unique landing pages specifically for each company, integrating interactive demos for a tailored experience.
- Standard Landing Page: For less critical prospects, use a general landing page that maintains a personalized feel without extensive customization.