How to Create Stand Out Demo Leave-Behinds
Congrats! You just finished a great demo with the prospect. They even invited a few members from their team. Now, how do you ensure the follow-up allows you to keep the deal momentum going?
The answer - using leave-behind materials, specifically demo leave-behinds.
What are demo leave-behinds?
While leave-behinds are any sort of collateral shared with prospects after a meeting, demo leave-behinds specifically allow you to share a controlled version of the product after a demo call.
The collateral is mainly used to reiterate key points from the demo and the core value propositions of the product. Demo leave-behinds enable teams to provide asynchronous, hands-on access to the product so prospects can secure internal buy-in.
How can you use demo leave-behinds to close deals?
Let’s say you have a SaaS product you just demoed. In the demo leave-behind, you can share an interactive version of the product that aligns with the key priorities the prospect mentioned in the discovery call & demo.
Now, how can post-demo follow-ups help close deals faster?
The fact of the matter is that software buying at B2B companies is most often a group effort. In line with this, the best demo follow-up collateral enables buyers to champion the solution to decision-makers in their organization.
Without great leave-behind collateral, the buyer champion has to manually gather information on the value and use cases, which oftentimes is a hurdle that prospects may not have bandwidth to complete.
With leave-behind materials, however, internal buy-in is easier to achieve as everyone in the organization can use the collateral to get clarity on the value proposition, product functionality and use cases.
What are the key characteristics of excellent demo follow up emails?
Let’s get tactical now - what does an excellent demo follow-up email look like?
Here's a breakdown of the basics we recommend.
1.) Recap of top priorities – Remind prospects on what they're aiming to achieve by reviewing the demo. Outline how your product helps them achieve those top priorities
2.) Establish clear next steps – Whether it’s a follow-up meeting, internal touchpoint or date to reconnect, clearly articulate what the next step is for both the prospect and customer.
3.) Champion enablement – Collateral to enable your champion is a critical part of demo follow up emails. Whether it’s white papers, case studies, and interactive demos, providing a bank of resources that your buyer champion can share internally is essential.
In this way, you can easily share with teams how your product meets their use case and provide them with a concrete set of next steps that drive toward purchase & adoption.
Interested in seeing an example demo leave-behind?
Have thoughts or feedback? Please feel free to send me a note.
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