Effectively selling a good product is as important as creating one. And a product demo is a significant part of the selling process. With product demos, sales reps can showcase their products' features, benefits, and functions to prospective customers.
An effective 3D product demo is a powerful tool for engaging customers and showcasing how the product will improve their lives. When done right, it can significantly increase sales and build positive brand experiences. However, if not executed properly, a product demo can backfire and lead to lost opportunities and dissatisfied customers. So, it is important to learn what a product demo is and how to execute it perfectly, which can be done by leveraging modern technology.
The rise of technology has introduced significant changes in the sales process. Using modern tech, like interactive 3D models, to demonstrate products can help you stand out from the competition and produce remarkable results. This article will review the essential components of a good product demo, its benefits, and how it can help you win prospective customers.
What Is a Product Demo?
A product demonstration is a process for businesses to showcase their products' working and benefits. It can be in the form of presentations, videos, or 3D exhibits. The product demo is a part of the ‘Intent’ stage of the buyer cycle. In this stage, the customer has already researched the product and decided to purchase it. A practical demo can set you apart from competitors and nudge the customer to buy your product.
To understand product demos better, let’s take an example of a manufacturing machinery company that is showcasing a state-of-the-art robotic assembly line. Setting up a demonstration of such an assembly line typically requires a significant amount of space. Moreover, it is difficult to move around, forcing customers to visit the demonstration area. If it is poorly demonstrated through text or photos, the customer may not fully understand its workings and benefits.
But with the help of a 3D model, the sales representatives can easily demonstrate how the assembly line works. In fact, businesses can also integrate 3D virtual models of their products with their websites to create an interactive experience for their customers. Even from a B2C perspective, 3D models allow potential customers to better understand the product's look and feel.
Here are some essential components of a good product demo to build trust and make a strong impression:
Essential Components of a Good Product Demo
A compelling product demo includes the following components:
1. Preparation
Before presenting a product demo, it is crucial to study your target audience. It can start by defining your target audience, like identifying their demographics (age, gender, occupation, etc.) and psychographics (social status, interest, etc.). You can also learn about your target audience by analysing your competitors. Based on this info, you can create buyer personas that personify your potential customer's characteristics and needs. This will help you understand audiences’ pain points. Once you have identified these points, you can customise the demo to target these points. The next thing is to familiarise yourself with the product. Gaining firsthand experience about the product’s function can help you to confidently explain how it’ll bring value to the customer’s life. Remember, customers constantly gauge whether your product can help them solve their problems or increase their convenience.
2. Storytelling
Storytelling is an integral part of any marketing campaign. As Israeli-American psychologist Daniel Kahneman said, “People don’t choose between things; they choose between descriptions of things.” A compelling story can help you stand out from your competitors, increase engagement, and create emotional connections. Presenting the features and functionalities of your product in the form of a story can motivate the customers to choose your product. This, in turn, can help increase your conversion rate.
3. Clear Communication
A product demo can help potential customers to understand how your product works. So, using clear and concise language is a must. Including jargon and technical terms can confuse the customers. Remember, if they still have doubts at the end of the demo, they may disregard your product. To avoid that, use simple and conversational language while presenting your demo. Apart from the language, the content of your demo should also be easily understandable. Using images or models with proper descriptions can go a long way in making the sale.
The importance of using a compelling product demo in today’s highly competitive world cannot be overstated. Learning about its benefits can help businesses to boost their sales.
Importance and Benefits of Product Demos
Here are some of the benefits of using an effective product demo:
Explains the Functions of Your Product
A product demo is a significant tool to showcase a certain product's value to the customer’s life or business. However, the same demonstration formula will not work for all products and customers.
A product demo should be dynamic, especially for B2B companies. Since these companies have multiple employees, the demo should cater to all their needs. For example, the operator will focus on how to handle the machine. On the other hand, the line manager or the supervisor will want to know how the device will increase productivity. The maintenance team will require instructions on sustaining and fixing the machine. At the same time, the CEO will want to know how that machine will help him grow his business.
In the B2C context, some products can be explained through traditional methods like brochures, photos, and videos. However, using 3D models to showcase them can yield better results. But for complex products like factory machinery, the conventional methods will not suffice to explain the functionality. If you choose a handbook or a video, it can drag on for hours. In the case of a handbook, the customer will not prefer reading countless pages about the product. Similarly, a short video will not be enough to elaborate on the functions of a complex machine. However, an extensive video can turn out to be lengthy. Such time-consuming demos are bound to fail to close a deal.
Here, you can utilise modern technology like 3D product explorers to simulate an immersive environment. With the help of a 3D model, you can demonstrate how your product will function in a factory environment. Since this is simulated, you can make it accessible to a larger audience. Moreover, an interactive demo will allow the customers to check the functions independently. In turn, the customers will have an easier time explaining the functions to their employees.
Enhances Understanding
If you’ve created an effective product demo, it will help the potential customer understand your product's functions. According to Inc.com’s stand on product demos, “There is almost nothing more powerful than a great product demonstration. When done correctly, a demo allows the customer to see and feel how things will be better if they buy (and worse if they don't).”
Buyers are more likely to purchase if they are familiar with the product beforehand. This can be observed through online v/s in-store shopping surveys. According to a survey, almost 40% of consumers make an in-store purchase once a week. Comparatively, only 27% of consumers make an online purchase. The advantage of in-store purchase is that it allows the consumers to interact with the products and get familiar with them. However, if we go back to the factory machinery example, in-store purchases can pose problems like accessibility. In such cases, using tools like 3D Product Explorer can help consumers get a store-like experience. With detailed models, consumers can check how the product will work if they make a purchase. This allows the buyer to experience pseudo-ownership of the product. If the benefits of the products align with the customer’s pain points, there is a higher chance of completing the sale.
Increases Trust and Confidence
As we know by now, effective demonstration techniques can help you create a long-lasting impression on your customers. Today, the market is filled with smart consumers. They have a plethora of options to choose from. A compelling product demonstration is one of the best ways to stand out from the competition. A demonstration that explains your product's benefits and targets the consumer’s pain points will have a higher recall value. Due to this, the consumer is more likely to purchase your product. A successful demonstration can have multiple benefits. Apart from selling your product, a good demo can raise brand awareness. This, in turn, can help you increase the consumer’s trust and confidence in your company. With increased brand awareness, buyers will prefer buying products from your company. According to a survey, 46% of consumers will pay more for a brand they trust. Moreover, they will also further increase brand awareness via word of mouth.
To Conclude
Product demos are important in sales and marketing and can make or break a deal. Knowing what a product demo is can help the sales reps explain their products' functions and benefits to potential customers. To create an effective demonstration, you must understand your product thoroughly. Personalising the demo according to the customer’s needs will give you a higher chance of selling the product. The demonstration should inspire the potential customer to choose your product over those offered by the competitors. To do so, crafting a story around your product and using clear, concise language can go a long way. Choosing the right method to present your product will help you to save time, money, and effort. The consumer must either find a solution to their problem through your product or find it attractive. You will likely close the deal once you gain consumers' trust and motivate them to buy the product.
FAQs
What should a product demo include?
An effective product demo should include the functions of your product and their benefits to the clients.
What is the purpose of a product demo?
A product demo's major function is to showcase your product's benefits and motivate potential customers to purchase it.
What is the product demo process?
The product demo process includes understanding the product, choosing the right medium, and presenting it to the customer.
What does a good product demo look like?
A good product demo proficiently explains the functioning of your product with minimum wastage of the consumer’s time.
Are sales demo and product demo the same?
A product demo is a presentation of a product’s features, functionality, and capability. A sales demo, on the other hand, is a more personalised and tailored presentation of a product that is specifically designed to close a sale. So, both processes focus on the demonstration but differ in terms of intent.
