“Post demo” refers to actions taken after a product demonstration, primarily in sales, to solidify interest, address questions, and move the prospect to the next stage, involving key steps like sending personalized follow-up emails/messages, conducting internal reviews, and defining clear next actions for both parties, such as another demo or a free trial, to keep momentum going. It’s crucial for converting interest into a sale and involves strategy beyond just sending a simple “thanks”.
Key Actions After a Demo:
- Immediate Follow-Up: Send a thank-you email/message summarizing key points, reiterating value, and attaching relevant info (like recordings or case studies).
- Personalization: Tailor follow-ups to each attendee’s specific interests and concerns, not just a generic message.
- Internal Review (“Curbside Review”): Debrief with your team to assess what went well, what didn’t, if discovery was sufficient, and identify next steps.
- Address Objections: Be prepared to answer comparison questions or concerns with empathy and clarifying questions to understand their true needs.
- Define Next Steps: Clearly outline the next action, whether it’s another demo, a trial, or a proposal, to keep the deal moving forward.
- Use Multiple Channels: Consider calls, emails, and even text messages for follow-ups to maximize engagement.
Goals of Post-Demo Activities:
- Keep the conversation going and maintain momentum.
- Build deeper relationships with different stakeholders (multi-threading).
- Overcome objections and build trust.
- Convert the prospect into a customer.
Example Post-Demo Email/Message Components:
- Thank you for their time.
- Key discussion points recap.
- Value proposition reinforcement.
- Relevant resources (recording, FAQs).
- Clear call to action for the next step (e.g., “Looking forward to our next call on Tuesday!”).