How to Boost Post-Demo Conversions?

Elen Udovichenko
March 12, 2024
0 min read
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post-demo conversions

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So, you’ve just finished your product demonstration with a prospective customer. Good work, it’s one of the most important stages of the buyer journey

You have introduced your product or service, pinpointed its characteristics and advantages, and hopefully, have left them impressed. But now comes the critical part: Changing that interest and excitement into a buying intent. You need to prevent that window shopping. 

What comes after a demo is one of the make-it-or-break-it moments. The way you interact with your prospects at this stage could make them part of your loyal clients or lose them. Let’s explore some of our pro tips on how to boost conversions after your demo.

The role of post-demo engagement for the deal outcome

By now you already have demonstrated what you're selling in the demo, so the next step is to focus on converting the prospect into a customer. Your actions at this stage can move you either closer to the client or drive them away. 

Following a product demonstration, customer interactions serve as an opportunity to address any lingering concerns, clarify doubts, and reinforce the value proposition presented during the demo. They also provide a platform for further discussions, allowing both parties to delve deeper into specific features, customization options, pricing structures, or implementation processes. 

Additionally, post-demo activities enable relationship-building between the sales team and potential clients, fostering trust and confidence in the proposed solution. By actively engaging in post-demo conversations, sales professionals can effectively nurture leads, mitigate objections, and ultimately increase the likelihood of securing a successful deal.

7 tips for successful post-demo conversion

Now, let’s focus on hands-on tips to have the most successful conversion after the demo session, starting from summarizing the critical highlights and clarifying the next action plans to offering instant access to the info and working out personalized follow-ups. After you finish this guide, you will be equipped with the skills and experience to convert those potential buyers into your customers and increase conversions of your buying cycle.

Wrap up the meeting

Time is money, literally. People have lots of meetings in this fast and furious world, especially C-level. The average CEO has at least 37 meetings weekly and you cannot expect them to remember every detail of your meeting. So, you need to step up and make sure that the most important points should be remembered by your potential customers. 

Do not take a chance on them remembering it or burden them with doing so. Understanding that they have a limited time and acting accordingly also shows professionalism and respect for your prospects’ time. 

Adding two essential points to your wrap-up is important to include everything:

  • Summarize attendees, recording links, dates
  • Meeting notes that include the meeting summary and key points

Clarify the next steps

Everyone can be lost after a big meeting and confused about the next steps. You need to turn those things you discuss during the demo into a mutual action plan. Spell out the next steps clearly that your potential buyers need to take if they want to buy from your company or go to the next step and reveal what they are to expect.

  • Break down the process into stages to organize everything neatly.
  • Add CTAs to keep everyone on the same page about what needs to be done.
  • Assign owners and due dates to hold each party accountable for working towards a joint timeline.
  • Add the necessary resources that will be needed at each stage.

While you are laying out the next steps, make sure your action plan answers the following questions:

  • What needs to happen?
  • Who will be involved and what will their responsibility?
  • What is the timeline?

Don’t withhold info

Transparency and accessibility are the keys to your relationship. Your potential customers are used to and expect easy access to the information. Don't gate any info and create obstacles by adding too much unnecessary information, mixing deadlines, etc. 

Provide easy access to all the information to ensure the buying process is frictionless.

  • Do not unnecessarily restrict access to vital information accessing areas with forms and barriers.
  • Keep your messaging simple and together with having some kind of illustrations, it would help your potential consumers to quickly get the sense of what is to be done.
  • Uncover and demolish those obstacles that may interfere with your client's advancement, for example, mixed up or unclear deadlines. 

And most importantly, make sure you’re available and can be reached by the prospect whenever they need some more handholding or assistance.

No second meetings

The decision-makers have limited time for each company and they will have less and less time and motivation to sit for multiple meetings. You need to speak succinctly to get to the point during the demo meeting. 

  • Reduce the length of your explanations and make sure they are precise and relevant to the decision-maker’s interest.
  • Prepare your speech upfront and be prepared to deal with any questions during the meeting.
  • Have well-thought replies to the common questions or objections and provide examples and appropriate info in order to evidence your experience and readiness.

Whatever you don’t get a chance to share during the demo, you can share afterward. Just make sure your follow-up is informative and clear enough to cover all questions that may arise.

Don’t overload

While you need to cover all potential questions during and after the demo, make sure you don’t overwhelm your prospects with too much info. It’s like cooking — too many ingredients can spoil your dish. 

Provide a clear and concise description of what your business stands for and more importantly, the value your product or service can provide to the buyer — this should be the focal point of your presentation. By delivering clear and digestible information, you will make sure that your pitch sticks with your buyer.

Here are some tips on how to prepare for a successful demo:

  • Take the time to get yourself familiarized with your prospect’s problems, needs, and considerations in advance and tailor your messaging accordingly.
  • Although it can be hard to resist the desire to furnish your leads with every piece of information about your product or services, try to restrain yourself from doing that. Instead, present just the basic information that conveys what they want to know first.
  • Ensure that your presentation is more conversational rather than scripted, with lengthy explanation periods that may be overwhelming. Use simple language, bullet points, and graphic aids that can be used as lanterns to light up the dazzling concepts and make the information more consumable.

Group your info

The key to successful demo and post-demo follow-ups is breaking down your info into manageable parts and having a clear segmentation. This will make the presentation more appealing to the target audience and easy for them to digest. Related content you share after the call can also be grouped to offer a better experience to your buyer. 

Stick to these 4 steps and put everything else in an “if you need more info” folder:

  • Start with your product: Begin by positioning yourself as a solution to the existing problem areas and emphasizing those unique benefits that will set your product apart. With the reason why your product or service is better than the competitors, you feel sure about getting customers on your side.
  • Invest in social proof: Case studies and testimonials can be leveraged for better credibility and believability to prospective patients. Showcasing customer stories - the real-world examples of satisfied customers - proves that your product works and this directly boosts sales making customers more trustful.
  • Include your pricing: Transparency about pricing shows how prospects can enter the process of decisions they have gained confidence. Finding pricing information upfront, you give evidence of irreproachability and customer time and wish aspect-attentiveness, thus as a result you case for the customers' decision-making.

Start with this flow

In the sales cycle, making a demo meeting is a big win but you need to focus on winning the war, not the battle. By simplifying the post-demo process, clarifying the next steps, and demonstrating the value of your product, you can help the prospects become real customers easily.

Check out this post-demo flow template or create your own to apply these simple but effective steps and easily increase conversions of your selling cycle.

What’s next?

You now have the powerful and effective tactics to boost your post-demo conversion rates. You need to also create meaningful data from them for your next conversions.

  • Refine the recommendations and instructions presented in this guide so that you can apply them to the after-demo interactions right now. Whether it is wrapping up conversations during your meetings more effectively or providing details to the customer as to the next steps then take this as the right opportunity to do so.
  • Be alert to the extent these techniques influence your conversion rates and the performance of the sales team. Monitor core KPIs, like conversion rates, as well as response rates to your follow-ups, and level of customer satisfaction to assess the performance of your activities.
  • Not all methods will work perfectly, but that is not what we need to worry about. Keep your flexibility and adapt if there is a need to do so due to the result of the product or the comments of the customers.
  • Do not forget to seek opinions on the scalability of your interactions. They can add to the viable possibilities by highlighting some of the weakest parts of the plan.
  • Survey the other options which might be a discovery of free templates, tools, and training programs to best make use of this task.

Do not forget that being productive in post-demo conversions is a result of persistent work and upkeep. Using these tactics, you will sit in the right position to seize more sales opportunities and bring about business growth.

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