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A SaaS demo is one of the most important conversion tools in your arsenal. Seeing a solution in action before making a final purchase decision helps companies determine whether your product\/service is a good fit or not. If done well, the customer will gain insight into the value your product supplies and how you can address their pain points. If done poorly, the customer leaves convinced that your software isn\u2019t up to the task.\u00a0<\/span><\/p>\n In this article, we\u2019ll teach you what a sales demo is, the different types of demos you can use, and the pros and cons of each.\u00a0\u00a0<\/span><\/p>\n A demo (some referred to as a product or sales demo) is a presentation of your service or solution to a prospective customer. Sales demos can be held in person or remotely and are usually conducted by the account executive or sales rep. The demo offers the opportunity to showcase the value your product can bring to a customer in practice.<\/span><\/p>\n There\u2019s no hard and fast rule that determines when a demo should be held, but most demos take place after a lead has been qualified so that reps don\u2019t waste too much of their time and focus demoing the solution to clients that won\u2019t make a purchase. (Lead qualification refers to the process of determining the likelihood of whether or not a prospect will convert and become a paying customer).\u00a0<\/span><\/p>\n Once you\u2019ve determined that a prospect fits the profile, the solution is pitched via the demo. Most deals are lost or closed following the demo, which is why it is so integral to the sales process.\u00a0<\/span><\/p>\n There are different types of demos that can be used when you are pitching to clients. The format you choose depends on the nature of your software, the client, and your objectives.\u00a0<\/span><\/p>\n Live demos are one-on-one demonstrations with a salesperson or account executive from your company. They are scheduled and structured so that clients can provide some feedback or ask questions. These demos are held face-to-face or via a conference call tool. The sales rep can walk the prospect through the actual interface of the product in practice.\u00a0<\/span><\/p>\n If you want to go this route, it\u2019s important to determine who will showcase the demo. Is the person\/team demoing the product capable of answering questions? If the founder or developers are needed to showcase the demo, is demoing worth their time and effort? If not, you may want to consider using methods like customized demos or pre-recorded demos that require less senior or resource-critical staff.\u00a0<\/span><\/p>\n Pre-recorded demos can be extremely useful if your software is simple to grasp or if you don\u2019t have the manpower to conduct in-person demos. Other companies embed pre-recorded demos in their web pages as a marketing tool.\u00a0<\/span><\/p>\n Pre-recorded demos are usually screencast videos that demonstrate the benefits of the product during a standard use case. Some companies embed them in the hero section of the home page or have a dedicated landing page just for demos.<\/span><\/p>\n If your product is simple enough to explain in video format and engaging enough to showcase the benefits without live interaction, this demo may be an option. You should decide how to handle questions or objections. If one single video can\u2019t demonstrate the concept properly, consider creating several short, single-feature videos to break it down into easy-to-grasp explanations. If your product has several use cases, you should try to create as many as possible to appeal to various customers.\u00a0<\/span><\/p>\n Real-use demos let customers experiment with a version of your software in sandbox mode, effectively taking the solution for a test run before committing. This is often seen for non-complex tools like website builders or data formatting solutions. Sales reps or account executives may or not be involved.\u00a0<\/span><\/p>\n \u00a0<\/span><\/p>\n <\/p>\n Customized or personalized interactive demos use demo software solutions to create presentations tailor-made to specific customers, use cases, or industries within an encapsulated environment so that it isn\u2019t subjected to technical failures or bugs. These can be shown live, remotely, or embedded in emails and websites. In many ways, this method combines the benefits of the other demo solutions covered here, making it highly effective.\u00a0<\/span><\/p>\n Any company can benefit from using customized demos because they are failproof, easy to execute and tailored to individual customer needs. It is important to choose the right platform for the task, though.\u00a0<\/span><\/p>\nWhat Is A Demo In Saas?<\/b><\/h2>\n
Where In The Sales Process Should You Implement Your Demo And Why?\u00a0<\/b><\/h2>\n
Different Types Of Demos<\/b><\/h2>\n
Live Demos\u00a0<\/b><\/h3>\n
Pros Of Live Demos<\/span><\/h4>\n
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Cons of Live Demos\u00a0<\/span><\/h4>\n
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Who Should Use Live Demos?<\/span><\/h4>\n
Pre-recorded Demos\u00a0<\/b><\/h3>\n
Pros Of Pre-Recorded Demos\u00a0<\/span><\/h4>\n
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Cons of Pre-Recorded Demos\u00a0<\/span><\/h4>\n
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Who Should Use Pre-Recorded Demos?<\/span><\/h4>\n
Real-Use Demos<\/b><\/h3>\n
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<\/p>\nThe Pros Of Real-Use Demos<\/span><\/h4>\n
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The Cons Of Real-Use Demos<\/span><\/h4>\n
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Who Should Use a Real-Use Demo?<\/span><\/h4>\n
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If a solution is clear enough for someone who has never used it before to use without becoming frustrated or otherwise deterred, a real-use demo is a good option. However, there will be an investment cost that may not be worth the effort.\u00a0<\/span><\/p>\nCustomized, Interactive Demos\u00a0<\/b><\/h3>\n
Pros of Customized Demos\u00a0<\/strong><\/h4>\n
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Cons of Customized Demos<\/span><\/h4>\n
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Who Should Use Customized Demos?<\/span><\/h4>\n
In Closing\u00a0<\/b><\/h2>\n