Dan Martell - March 05, 2018


How To Give Product Demos That Sell Using These 5 Tips


Episode Stats


Length

3 minutes

Words per minute

191.97118

Word count

746

Sentence count

35

Harmful content

Misogyny

1

sentences flagged

Hate speech

1

sentences flagged


Summary

Summaries generated with gmurro/bart-large-finetuned-filtered-spotify-podcast-summ .

To get customers excited and motivated to buy your product, be sure to follow these 5 steps: 1. Demo, not tour. 2. Connect the pain. 3. Lead by questions. 4. Tag the money shot. 5. Peg the mic.

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
Hate speech classifications generated with facebook/roberta-hate-speech-dynabench-r4-target .
00:00:00.200 Hi, I'm Dan Martell, serial entrepreneur, investor,
00:00:02.160 and creator of SaaS Academy.
00:00:03.540 And in this video, I'm going to teach you
00:00:05.000 how to demo your SaaS product so you can get customers
00:00:08.000 buying faster.
00:00:09.280 And be sure to stay to the end where I share a resource
00:00:11.160 where you can learn how to put all this together quicker.
00:00:30.900 To get customers excited and motivated to buy your product,
00:00:34.940 be sure to follow these five steps.
00:00:37.040 Step number one, demo, not tour.
00:00:40.540 Many founders, when they're kind of demoing their product,
00:00:44.340 and I put air quotes around that,
00:00:45.880 is they're actually doing a product tour.
00:00:48.420 The key is to actually ask the customer
00:00:50.660 what their biggest challenges are
00:00:52.380 and show them those features that solve those problems,
00:00:54.860 not go step by step by step, log in, click the button,
00:00:59.740 then this will happen.
00:01:00.840 Don't do that, just give them the good stuff.
00:01:03.840 Step number two, you gotta be sure to connect the pain.
00:01:06.620 You know, when a customer comes to you,
00:01:08.420 it's usually because they wanna solve a problem
00:01:10.120 in their world, but what happens is the time
00:01:11.960 from experiencing that problem to you talking with them
00:01:14.860 could be a few weeks, so what you wanna do
00:01:16.360 is ask questions, really connect the pain,
00:01:18.720 and as you're doing the demo, remind them,
00:01:21.300 this feature solves that thing you mentioned to me
00:01:24.040 earlier on.
00:01:25.040 Step number three, lead by questions.
00:01:28.160 I can't tell you how many times I've been on a sales call
00:01:31.420 on the receiving end and the person just talks
00:01:33.780 and talks and talks and talks.
00:01:35.880 It's actually like something I try to do
00:01:38.040 just to throw sales people off
00:01:39.860 is I'll be the first one to throw out questions
00:01:41.400 and if they're asking me questions,
00:01:42.580 I'll reverse it on them.
00:01:43.660 Anyways, don't do that.
00:01:44.920 You really wanna have a pre-built list of questions
00:01:47.460 that you can ask to help guide the conversation
00:01:50.220 towards really understanding if it's even a fit.
00:01:53.380 Step number four, tag the money shot. 0.98
00:01:55.920 I also call this the drop the mic moment.
00:01:59.300 You know, in any demo, the customer's coming
00:02:02.500 because they wanna solve a specific pain
00:02:04.560 and what you wanna do is figure out
00:02:05.640 what would the feature look like that I know,
00:02:08.900 and you save it for the end,
00:02:10.200 that if I kind of like showed them this feature
00:02:12.200 and they're like, yeah, that really solves that problem,
00:02:13.800 show them this one, yeah, that solves that situation,
00:02:15.700 and then finally peg it to the money shot
00:02:18.580 where they're like, whoa, that's amazing,
00:02:20.520 that was one click, that takes me 10 hours today,
00:02:23.380 that's how you're gonna get a customer
00:02:24.580 buy from you in that moment.
00:02:26.480 Step number five, the virtual close.
00:02:29.280 As you're wrapping up your demo, you wanna avoid the scenario
00:02:32.380 where a customer is gonna take months and months
00:02:34.780 to decide to buy or you start the process
00:02:37.460 and there's all these different roadblocks
00:02:39.120 that you gotta overcome that you didn't even expect.
00:02:41.460 So one question I like to ask is what does the process
00:02:45.300 of you buying our software look like?
00:02:47.540 What departments could be involved?
00:02:49.700 And you can even ask it in a non-assumptive way
00:02:52.100 because they might mention things like legal,
00:02:54.240 procurement, security, some level of auditing
00:02:58.240 in the business, some kind of proof of concept
00:03:00.780 that's required, and understanding that
00:03:02.480 and driving that forward is gonna help you
00:03:04.420 increase the velocity of your sales for your product.
00:03:06.880 To recap, one, be sure to demo, not tour.
00:03:10.180 Two, connect the pain.
00:03:12.320 Three, lead by questions.
00:03:14.580 Four, peg the money shot, aka drop the mic.
00:03:18.460 And five, virtually close your customer.
00:03:22.100 As I mentioned at the beginning,
00:03:23.200 I wanna leave you with a gift.
00:03:24.500 It's called the Rocket Demo Builder
00:03:26.380 and it's my nine box model for you to design your demos
00:03:29.940 to start closing deals faster today.
00:03:32.380 You can click the link below to download that.
00:03:34.280 If you like this video, be sure to hit the like button,
00:03:36.780 share it with your friends, and be sure to subscribe.
00:03:39.380 As per usual, I wanna challenge you to live a bigger life
00:03:41.860 and a bigger business and I'll see you in the next video.
00:03:44.320 I'm not down with the young kids 0.85
00:03:45.520 and they're rigging, I don't have a serious radio.
00:03:47.160 Quisty Ponce, Quisty Ponce though.
00:03:49.000 Am I good, am I good, am I hair good?
00:03:50.720 Everything's good, everything's good?
00:03:51.860 You're looking good, man.
00:03:52.760 All right.