Every sales pro in Tele health understands that product demos are an essential component of “sealing the deal” in the sales process. An engaging presentation can be an efficient way to generate more interest from your prospects. However, most B2B product demos end up being dull and fail to evoke passion from the possible buyers as they are often presented much too early in the buying process. Rather, these trials wind up ‘eliminating’ your opportunities of developing a partnership and ruining your chances with your client. Subsequently, you run the risk of pushing your leads away to your competitors.
Try to think of all of this as a date between you and your potential client. Not actually, but stick with me … On your first date, do you think it’s appropriate to; talk about yourself and how great you are– or– to learn more about them, find out the fascinating points you share, and show them that you understand them? You guessed it, the latter. Nobody intends to get married on the first date. It takes careful listening, genuine interest, and a cautious approach to get your prospects to develop interest in you. You should make sure that you treat your demo like a first date and put in effort so that you can ensure a 2nd one. This way you can construct the values they’re searching for and ultimately lead to a sale.
Below are some suggestions that will help you steer clear of ‘death by demo’ in your Tele health software sales:
Getting leads to the demo
Understand your Buyer Persona
Similarly to how many people don’t get married after their first date, even if they ‘request a demo,’ your leads typically aren’t ready to sit down for a full-blown demo after they’ve engaged with your website for the first time or received their first email from you. You could go on and on about your Tele health services, but if you don’t have an understanding of who you are talking to, it is going to be immensely difficult to close a sale. As a result, it’s best to begin by detailing and examining your leading Buyer Personas (an imaginary personality that matches your best customer). This will help you to direct your marketing team’s efforts and will ultimately help optimize your outreach and demo. As an example, your Buyer Personas might be ‘Clinician Casey,’ ‘Physician Phillip,’ and ‘Administrator Alan’ with a checklist of objectives, obstacles, and other attributes that specify each persona. You could then personalize your sales demo and discussions to deal with each of their unique requirements and make adjustments to the demo based on their needs. By doing this, they see your solution and not a one-size-fits-all panacea.
Giving the demo
Keep it brief
When you finish going over how your product will fulfill your prospect’s demands, step back for a second. Talking continuously without a break will lose your audience’s interest quickly. Make sure to keep the demo short, concentrating only on what’s vital. Likewise, do not get caught up in the presentation and ignore any input coming from your prospects. Observe their facial expressions and gestures to make sure that you catch any indication whether your prospect wants to make a comment or ask a question. Whenever your potential customers want to say something, stop the presentation and accommodate them.
B2B tele health software sales presentations are generally rigid, dull, and generic. If you want to engage with your target market properly, you should put in effort to inject some enthusiasm into your discussion. Make sure to also change up the tone of your voice throughout the discussion. Individuals will swiftly lose focus if you chat in a monotone. Use dynamic facial expressions and gestures to convey, physically, how excited you are to help your prospect. Anik Singal, the Founder and CEO of Lurn and VSS Mind, is an excellent example of someone that makes a B2B demo as enjoyable as possible.
Use case studies and stories
Do not invest all your time into talking about the details and advantages of your services or products. Use case studies and stories to demonstrate how other firms or companies, similar to your prospect, have worked with your solution. As an example, during your demo, you could talk about how your Tele health service or product assisted ‘X Hospital’ reduce the average client waiting time by Y%. Doing this will make it much easier for possible consumers to understand how your solution can help them, and will ultimately bring them closer to making a decision. Check out Marketo’s case studies, a wonderful collection of studies that show prospects how to choose the best marketing automation software.
Avoid unnecessary comparisons
Many salespeople use presentations to compare themselves with the competition and show how much better their solution is. This has to be done very sparingly. If you know that your prospect is looking at a rival’s solution, it is better to be subtle about your advantages. Furthermore, if you bring up a competitor that your prospect did not even know about, you just gave yourself more competition. To stay clear of such errors, you could ask exploratory questions to discover where a prospect is in the buyer’s journey and to find out what other options your prospects are considering.
Practice, practice, practice!
If you are going to be giving a presentation, it’s ideal to practice it at least twice in its entirety before actually presenting. Getting more familiar with the presentation will calm you and make you appear more confident. Reviewing your products numerous times will also help you to catch mistakes that you make and correct them. If possible, find a partner that you can present to and get feedback from. Always remember to test any equipment you need before the presentation to make sure you will not encounter any technical difficulties.
Be on time
Whatever you do, make sure that your presentation begins in a timely manner. Beginning or finishing late will irritate your leads and impede your possibilities of closing a sale. If you happen to start late due to a situation out of your control, remember to ask for forgiveness and clarify why you are late. In the case that you need to extend the presentation by a few minutes, ask the prospective customers if they could spare a couple more minutes. Your potential customers are equally as hectic as you are, so always consider their side!
End with a call-to-action
Be sure to conclude the presentation with a call-to-action (CTA). The CTA might be asking directly for business, arranging a telephone call, or asking to speak with other decision-makers in the company. This will make sure that a discussion proceeds after the demo. CTAs also give you even more time to handle any problems that may arise, improving the possibilities of making a sale. Corevist, a leading supplier of SAP B2B ecommerce solutions, has a brief demonstration that finishes with a CTA to set up a personalized demo.
After the demo.
Keep your prospects engaged with content
After a prospect requests a demo and either does not show up for the meeting or claims they are not ready to discuss their circumstances, you should be helpful by offering them content to keep educating them until they are ready. Using your defined Buyer Personas, you can collaborate with your marketing team to produce content customized to the requirements and passions of each suitable buyer. This content could be in the form of articles, infographics, how-to-videos, or any other forms of content that you may find appropriate. You could then release this content on a regular basis to your potential customers in the form of Lead Nurturing Emails. Doing so will help your potential customers enlighten themselves and will reinforce your brand name to them (idea management). In time, the content could shed light on any trouble your leads may have and help them consider different solutions to make sure that they’re interested when you offer a demo.
The bottom line
As essential as it is for you to offer a comprehensive and confident presentation, your efforts will only be successful if they are interested in what you have to offer. For that to occur, the content that you supply and the demos that you provide need to align with your prospect’s objectives and demands. Simply put, your tele health software sales process has to be customer-centric, where your goal is not to sell a service or product, but to help your prospects remedy their problems. This type of sales process is collectively known as the Inbound Sales Methodology.
It can be challenging to do all this alone. We here at Responsify team up with tele health software sales and business development professionals to offer strategy, support, and aid in executing these tasks. By collaborating, we assist marketing and sales teams to tactically draw in brand-new website visitors, convert them into qualified leads, and finally into delighted consumers.
We’ve assisted numerous skilled salespeople to include Inbound in their tele health software sales process and close even more sales. Do not hesitate to book your free strategy session now so we can help you review your possessions and offer free insights and ideas to help you master the art of the demo and close even more tele health software sales!