Are you looking for an alternative to in-person sales presentations while making more pitches in less time? Via use of screen sharing software, an online sales demonstration sure can be a great substitute and, for many, is as good as being there. A salesperson can easily showcase a new product or service’s features to prospects, and they don’t even have to be in the same room.
Aside from the obvious benefit of convenience, there are many other ways in which an online demo improves the sales process. Sales reps can better allocate their time and not be road warriors peeling rubber to get from one on-site demonstration to the next. Prospects can see how a product or service would be of value, but without the formality and more time-consuming demands of a face-to-face gathering.
On the whole, an online demo gives sales professionals and prospects more control and flexibility in their day-to-day activities. For a full glimpse into the advantages offered by this method of presentation, here are five ways in which online demos enhance the selling process and improves the experience overall.
1. Ease of Presentation
In-person meetings can require piles of print materials. With screen sharing software, a salesperson can easily show illustrations of product benefits, reinforce selling points, and address questions without printing and preparing lots of marketing reference materials. Instead, if such materials are required, they are just a click or two away on your computer. A salesperson can better customize a presentation for an audience as well. If a prospect shows interest in a particular product feature, the sales rep can devote more time to that benefit and capture greater prospect interest.
On the digital side, Mikogo makes online presentations easier on another front, too. Its HTML Viewer allows people to join a session without any downloads or configuration requirements. Since it requires nothing but a few mouse clicks for online meeting access, Mikogo is ideal for sales professionals who often present to prospects who aren’t computer-savvy.
2. Time and Productivity
In many industries, sales professionals spend countless hours on the road traveling from one location to another. If a sales rep has a large territory, he or she could spend hours traversing from just one meeting site to another. That’s a lot of time that could otherwise be used for prospecting or doing something more productive.
Online demonstrations eliminate the need for long-distance travel and its heavy time demands. Without the need for travel, a salesperson can make more sales presentations per day, look for new prospects, and overall greatly increase his or her daily productivity.
3. Market Reach
The time burden of long-distance travel isn’t the only thing that can affect a salesperson’s performance. Distance itself can also be a limiting factor on someone’s ability to cultivate new client relationships. After all, it can be difficult to reach out to new prospects thousands of miles away, when a more personal touch than phone contact is preferable.
Alternatively, an online demo gives a sales rep two things— greater sales reach and enhanced sales opportunities. Screen sharing software eliminates the constraints of time and distance, but also brings a dimension of more personalized interaction that a phone call may not provide. No longer bound by those obstacles, a sales rep can develop new relationships with prospects regardless of how much distance lies between them.
It’s an old staple in the sales business—an engaged prospect is more likely to become a customer than a bored or distracted one. In the interactive setting of an online demo, a sales rep has great opportunities for keeping prospects’ attention. Using compelling marketing materials can strengthen a presentation’s vigor, and if there are opportunities to directly try out a product or service itself, prospect engagement can skyrocket.
One of the most valuable features of screen sharing software is the “switch presenter” feature which lets a sales rep give presenting rights to the client. This allows the client to present your product, or anything they wish, on their own screen and ask you questions making the experience far more hands-on. Many users of Mikogo note how easy it is to switch presenters. This great feature allows for easy, fluid interaction between the presenter and participants, making a sales presentation likely to be more effective.
5. Prospect Feedback
On top of promoting engagement, it’s important for a sales professional to know what prospects are thinking. Getting timely feedback during a sales presentation can be a great way for a salesperson to gauge a prospect’s interest. That, in turn, will determine how the salesperson interacts with him or her in the future.
Because timely feedback is important, Mikogo offers another great feature in its emoticons. These enable participants to assign themselves status symbols, such as “I have a question”, “I agree”, etc., as the presentation takes place, giving a salesperson insights into what the participants are thinking, what interests them, and whether he or she needs to switch up the presentation content. In short, the emoticons enable timely feedback, which empowers the sales rep to customize a presentation more to his or her audience’s interests.
Tips for Upping Your Sales Effectiveness
It’s clear an online demo has much to offer both salespeople and clients. Mikogo not only enhances the sales process in the areas outlined above, but adds value through its simplicity, range of intuitive features, and interactive online meeting space. If you’re looking to better identify which leads to approach in an online sales demo, read our article on identifying hot leads vs cold leads.
For those interested in using screen sharing software to increase their sales effectiveness, we also offer some helpful tips for executing the perfect online sales demo.
Discussion: Have you been using Mikogo for online sales demos? Did you try the HTML Viewer? How did you find it?