Let's be honest - no one buys anything just because they're told to. Decisions about purchases are made because the value becomes obvious. This happens naturally, thanks to the skills of sales professionals. Sales is about problem-solving. It's helping people fix issues that get in the way of efficiency. Some of these issues might be things they've given up on finding solutions for.
Theoretical knowledge is good but practical is better
A demo is one of the most impactful tools that sales professionals use to communicate the tangible impact of value. Demos are an opportunity for education, engagement, and if you really know what you're doing, entertainment.
Here's the thing though - demos aren't always easy to organize, especially if the product you're selling is technical in nature, and your client is located in a different time zone. This is because the best demos aren't self-serve.
Let me explain. A self-serve demo is a good idea in theory. However, in practice, it can be problematic. The reason for this is that when people are trying out a new product, it's just like they're visiting a new country. They're a tourist, not a native, and even if they know what they'd like to solve, they might not immediately know the easiest way to go about doing it.
Who wouldn't want to learn from a master
A live demo, on the other hand, is like arriving in a new country and finding out you've been assigned not just a local guide but also a translator.
This reduces stress because it means that the burden of education and rapid skill acquisition isn't placed on the prospective client.
Instead, the client can relax, as an account manager and maybe even a software engineer help them fully understand a product's abilities and value. The account manager will help the client see how the product is designed to help them and can meet all of the industry standards they need, while the software engineer is able to easily answer any technical questions that come up.
This means that the client is able to gain real-time feedback and see why and how the product in question solves their problems. This type of atmosphere helps ensure that the client has the essential information they need to make an important decision like that of purchasing an Enterprise plan.
You deserve better scheduling
So now we're all on the same page about the importance of demos and why live demos are best, let's talk about the best tools for organizing them. The first thing to keep in mind is that a demo is a type of appointment. Whether the demo is in person or is happening virtually, you're going to need a way of scheduling it, integrating contacts through CRM software, and helping the prospective client actually book the right appointment type.
One tool that can help you accomplish all of this is Cal.com. You see, Cal.com isn't just an appointment booking solution; it's a scheduling infrastructure product. This means that in addition to letting you create different bookable event types, it also supports third-party app integration, designated hosts, and round-robin scheduling.
Customization is king
You can connect products like Salesforce to your Cal.com account. You can also choose whether to have meetings happen physically in person or at a distance, either via the phone or a teleconferencing platform like Cal Video or Zoom.
You also have the option of using routing forms. These are a series of questions that prospective clients answer. Answering these questions will ensure that they're directed to the right team member and the right appointment type based on their needs.
This means that the prospective client can go from wanting a meeting to a meeting without any back-and-forth or shuttling of agendas. This is a game changer because it means that the client's first experience of requesting communication and service from your company is frictionless.
Let's be honest: first impressions are important, and they don't come with do-overs. So a tool like Cal.com that helps to create positive ones is always a sound investment.
If you'd like to learn more about our product, please feel free to reach out to a member of our sales team or click on the link below to read one of our case studies.
