Como fazer uma BOA DEMONSTRAÇÃO do seu PRODUTO

How to Effectively Demonstrate Your Platform

Importance of Dynamic Demonstrations

• A good demonstration of your platform is crucial before presenting your technology or solution effectively.

• Static demonstrations limit interaction to those already interested in purchasing, which may not be sufficient for achieving sales goals.

• The goal should be to engage potential customers who are not yet aware of the problem but fit within your Ideal Customer Profile (ICP).

Engaging Potential Customers

• Recorded demos should be concise; lengthy presentations can lead to loss of interest after 20-30 minutes.

• Effective demonstrations provide an opportunity for differentiation, especially if your technology addresses specific business problems.

Understanding Customer Concerns

• Correlating demonstrations with identified problems allows you to gauge customer reactions and address their concerns about adopting new technologies.

• Recognizing that buying decisions involve fear of change and understanding the cost associated with switching technologies is essential.

Structuring Your Demonstration

• A logical sequence in demonstrations—beginning, middle, and end—is vital for clarity and engagement.

• Focus on relevant problems rather than just showcasing technology; this enhances the perceived value of your solution.

Personalization in Presentations

• If a demo lacks clear correlation with identified issues, it indicates a need for process adjustments.

• High levels of personalization and differentiation are critical; standardized demos may not meet these needs effectively.

Addressing Competitive Challenges

• Losing out to inferior solutions often stems from failure to demonstrate clear differentiation or value.

• If prospects do not see how your solution impacts their key resources positively, they may hesitate despite recognizing the problem's importance.

Framework for Effective Demonstrations

• Utilizing a structured framework inspired by "Win by Design" can enhance demonstration effectiveness through necessary adaptations for local market conditions.

• The framework includes an X-axis representing time during the demo and a Y-axis indicating engagement levels based on prior interactions.

Engagement Strategies During Demos

• Early reminders of previously discussed problems help maintain engagement throughout the demonstration process.

Impact of Problems on Solutions

Understanding Problem Impact

• The discussion emphasizes the importance of identifying how problems impact financial resources, time, and human resources. It suggests framing these issues in a way that leads to potential solutions through functionality.

• Questions are posed to gauge the perceived impact of these problems, focusing on results from using technology rather than just its application. This approach aims to elicit emotional responses regarding outcomes.

Testing Value Perception

• The goal is to test adherence and value perception while providing a user experience post-contract. This involves ensuring users visualize themselves utilizing the solution after addressing initial problems.

• Three key problems are identified as a balanced proposal for value; however, more can be included if they significantly impact decision-making.

Customizing Demonstrations

• Demonstrations should be tailored based on previously identified critical issues. After presenting each problem, it’s crucial to engage the other party in visualizing resolutions.

• Engaging the audience helps determine whether they accept the proposed method for solving their identified issues or if doubts remain about usability and change costs.

Indicators of Engagement

• Observing reactions during demonstrations provides insights into whether potential clients feel comfortable with adopting new technologies or processes.

• Successful demonstrations link back to earlier discussions about problem perception and resource impacts, reinforcing relevance throughout the presentation.

Validating Solutions

• Effective sellers revisit identified problems during demonstrations, prompting clients to relive those situations while showcasing how solutions address them.

• Validation occurs when sellers check if clients see themselves using proposed features easily or find them challenging, allowing for adjustments before advancing discussions.

Navigating Problem Complexity

Number of Problems Presented

• There is no strict formula for how many problems should be presented; it depends on their perceived impact. A single significant issue may outweigh multiple minor ones in terms of cost-benefit analysis.

• Clients must recognize that not acting could incur greater costs than embracing change and adopting new technology.

Anticipating Next Steps

• Sellers should proactively outline next steps and pricing early in discussions rather than waiting until after proposals are made. This transparency fosters engagement and clarity around resolving issues.

Addressing Pricing Concerns

• If sellers hesitate to discuss pricing or next steps due to fear of rejection, it indicates a lack of confidence in perceived value stemming from unresolved problem identification.

Reflection on Demonstration Timing

• The timing between diagnosis meetings and solution presentations can vary; there’s no perfect formula. Success hinges on maintaining client engagement throughout this process.

Demonstrating Value After Diagnosis

Importance of Timing in Demonstrations

• It is crucial to schedule a demonstration shortly after conducting a diagnosis, especially if the decision-maker shows high urgency regarding the identified problem.

• The timing of the demonstration can be as significant as the content itself; performing it soon after the diagnosis may enhance its effectiveness and relevance.

Tailoring Demonstrations for Decision-Makers

• When transitioning from analysts to leadership for demonstrations, consider their specific interests and pain points to ensure relevance.

• Emphasize how solutions impact key performance indicators (KPIs) and business metrics rather than just addressing processes or problems.

Engagement Strategies During Demonstrations

• Initial moments of a demonstration should focus on personalizing the approach to demonstrate understanding of the business problem, as engagement tends to decline after 15-25 minutes.

• While showcasing your platform comprehensively is important, it's beneficial to adapt based on audience engagement levels throughout the presentation.

Proving Value Through Effective Demonstration

• A well-executed demonstration serves as an opportunity to differentiate your technology and validate its applicability in solving identified issues.

• Interaction between seller and potential client during demonstrations allows for real-time adjustments that can enhance value perception and improve chances of closing deals.