The Critical Phase: What to Do After the Demo

The Critical Phase: What to Do After the Demo

You've just finished a demo, and the hard work seems to be over. The days after the demo matter as much as the demo itself. Now you turn the excitement from the session into concrete steps that move the prospect toward a decision. Here is what to do so you don't lose momentum.

Immediate Follow-Up: The Golden Hours

The first 24-48 hours after a demo count most, much like the "golden hours" in emergency medicine. Act fast:

• Send Personalized Thank You Notes: Say thank you and repeat the key points. It shows you paid attention and keeps your product in their mind.
• Provide Requested Resources: That could be extra documentation, case studies or details on a feature. Delivering quickly on what you promised builds trust.

Gathering Feedback: Insights for Continuous Improvement

• Solicit Feedback from Attendees: Reach out via surveys or personal calls to understand how the demo resonated. You learn what worked and what needs work.
• Internal Team Reflection: Discuss the demo with your team. What worked well and what didn't? That is how you get better at your craft.

Keep the Communication Lines Open

• Send a Meeting Recap: A concise summary reinforces the key points and keeps everyone on the same page. This also provides an opportunity to address any questions that may have arisen.
• Address Unanswered Questions: Compile and categorize any questions that were not fully answered during the demo. Thorough, researched answers remove doubts. They also show that you care about the client's success.

Sharing Supplementary Materials

• Offer Additional Resources: Share product manuals, whitepapers, and case studies to allow prospects to explore the product further at their own pace. The extra material deepens their understanding and builds confidence in your solution.
• Click-Through Demos (opens in a new tab): Provide interactive demos where prospects can explore features on their own. Trying things on their own often makes their interest firmer.

Scheduling the Follow-Up Meeting: Maintain Engagement

• Plan the Next Steps: Schedule a follow-up meeting to dig deeper into any areas of interest or concern. This keeps the prospect engaged and shows you want to help them decide well.
• Address Concerns: Use this meeting to talk through any reservations the prospect has. An open conversation about an objection is often the best moment to show your product's strengths.

Collaborating with Sales

• Share Insights with Sales: Ensure that your sales team is fully briefed on the demo's outcome. Sharing detailed insights allows the sales team to tailor their follow-up conversations, making them more effective.
• Craft Joint Strategies: Work together to address any hesitations and map out a strategy that aligns with the prospect's needs and decision-making process.

Analyzing Feedback: Continuous Improvement

• Identify Patterns: Look for trends in the feedback you receive. Are there certain features that consistently confuse prospects? Use this information to refine your demos.
• Enhance Your Presentations: Adjust your demo content and delivery based on feedback to ensure that each presentation is better than the last.

Staying on the Prospect's Radar

• Regular Check-Ins: Even if the prospect isn't ready to decide yet, regular contact with something useful each time keeps your solution in mind.
• Share Updates: If there are new features or updates that address any concerns raised during the demo, be sure to share them. It shows your product keeps improving in the direction they need.

Knowing When to Close the Loop

• Recognize the Signs: If a prospect is repeatedly delaying or showing signs of disinterest, it may be time to move on. But always leave the door open for future opportunities.
• Seek Feedback on Hesitation: Understanding why a prospect decided against purchasing can provide insights that will improve your approach for the next engagement.

Key Takeaway

After the demo, you build a stronger relationship with the prospect. Momentum alone doesn't win the deal. Act early, answer fast and plan your next steps with sales. That is how a good demo becomes a sale. Keep the conversation going, bring something useful to every contact and do the follow-up well.

Would you like to find out more about Demo Preparation and Delivery?

Visit presales-handbook.com/playbook/demo (opens in a new tab)