Lemon #122. How to qualify attendees in SaaS business
While reading ‘Product Demos That Sell’ from Steli Efti, we learned about the how to qualify demo attendees in SaaS business:
Why is qualifying demo attendees so important? Because it will help you understand which features to show your prospect and how to craft a product demonstration that connects with your audience and excites them.
Just some tips:
Spending a couple of minutes to gather some information about the prospect can help you gain more valuable insights when talking with them.
- Their customers: through testimonials, case studies and customer logos.
- Their team: Through ‘about us’ pages, LinkedIn profiles, and blog posts.
- Their partners: They often display partnerships on the website.
It’s best to qualify prospects before you even set the appointment for a demo. So, when you’re on the phone with that person, just say:
‘ I want to make sure that we don’t waste any of your time on the demo that doesn’t answer your questions and provide you with the insights you need to make an informed decision That’s why I’m going to ask you a few questions about your interest in our software»
Then, proceed to ask questions.
Steli Efti @ Product Demos That Sell.