How To Be More Effective In Presenting Your Demo: Sales Strategy Series w/ Marc Kitz
Introductory / demo calls are frequently squeezed into 30 minutes (or some similar compressed amount of time).
The primary goals of this type of call should be:
- Get to know the client a little better (develop a bit of rapport)
- Learn about their challenges, goals
- Given that context, share enough about your solution to get them interested
- Schedule next step
Accomplishing all of this in 30 minutes is challenging for an experienced salesperson…an even greater challenge for a startup CEO/Founder that does not come from a selling background. What I hear from some startup CEOs/Founders regarding these calls:
- Spent the whole time talking about their solution
- Need to better understand what is driving the client’s interest
- Meeting ended and they are “chasing” the client for next steps
How to help startup CEOs/Founders improve results from these calls:
- Do homework on the client contact and company BEFORE the call
- Have a plan for:
- Questions they want to ask
- Questions they will be asked
- How much info on their solution they want to share
- Pausing the meeting toward the end to
- Check in on how they are doing
- Agree upon and schedule next steps
Discuss these strategies and more and get the support you need to make the sales leap in your startup ventures during this interactive workshop