As Mikogo users, you have already witnessed first-hand the benefits of screen sharing. However your leads and clients are a different story. Not everyone is familiar with this technology and just how easy it is to use which can make it difficult to invite a first-timer to an online meeting.
We recently published a white paper detailing a dozen every day scenarios where online meetings can play a part and save you significant time. There are many more such applications of use which apply to all of us. But… none of this matters unless your participants join your screen sharing meeting.
How can you convince your clients that joining you in an online meeting will facilitate your discussion and be far more effective and productive than without?
At Mikogo, our account managers use the Mikogo software to demo the software itself to new users. So I chatted to them about what clients respond to best when inviting leads to online sales demos.
Regardless of what type of product or service you sell, or what you wish to present to your clients in an online demo, here are a few tips to help you:
1. You’re the expert
You know your product/service better than anyone. Tell your lead or new customer that via an online demo you can walk them through the top benefits in a matter of minutes. The alternative is that they try to teach themselves with a lot of trial and error as well as reading all the user guides, which can be time intensive. With your experience you can save them time and provide a demo of exactly what matters most to them.
2. There is nothing for them to do
If you’re not already inviting leads to join your online sales demo via the Mikogo HTML Viewer, then now is the time to start. This was developed with sales presentations in mind. There are no downloads, plugins or anything required for your participants to join an online meeting via the HTML Viewer. They just connect via their browser and can see everything on your screen in real-time.
3. Don’t make a big fuss
If you are speaking to the client on the phone, invite them into an online demo there and then. With the HTML Viewer, there is no need for a participant to prepare in advance nor for you to overwhelm them by sending meeting invites and information to read in advance.
4. Just a few minutes
You should only need a few minutes of their time – and you should tell them this. A minute to get them into the demo (less with the HTML Viewer) and a couple of minutes after that to demo your service and paint them a picture. Seeing is believing and once they see your service in action, many unspoken questions will instantly be answered. If they like your service based on the initial impression, further questions will follow prompting you to continue with your demo until they are satisfied with what they see.
5. Speak their “language”
Different users of your product/service will have varying needs and are consequently interested in different aspects of your service. When you know in which industry they work or for which use case they want to use your product/service, you can tailor your demo to their needs. For example, we know that businesses using Mikogo for insurance sales prefer certain features of our software over business teams who use Mikogo for group meetings online, which means we must tailor our demos accordingly.
To quote a popular sales mantra: Sell the hole in the wall, not the cordless drill. People are interested in the end result. As an example, the Mikogo software is widely used for insurance sales, so we will present how they can close more sales, reach more people, and maintain a professional touch. Explain how your clients can achieve their specific goals and show them the specific areas of your service which will lead them there, and not just the general product/service features.
Feel free to also mention that you have worked with many other businesses in their industry as a way of highlighting that you know what will work for them.
6. Present the premium service
Not all parts of a business’s service can be experienced by visiting the website alone. Some benefits are reserved to customers only, which makes it impossible for interested parties alone to experience these benefits first-hand. For example with Mikogo, our session login integration is a great business feature but it is separate to the software and not always seen by those who simply start using the software. An online demo allows your client to witness all such benefits of your business service.
7. Answer all their questions
Someone evaluating your product/service may have been tasked with the job to assess your offering by their superior or their team. They are likely to have a list of questions from management which they need to get answered. A quick online demo of your service is the best way for you to present each aspect of your service which is applicable to their evaluation, which in turn gets all their questions answered immediately.
Discussion: What do you say when inviting clients to online sales demos? What works for you and your leads or clients?