What are effective ways to engage customers who need more time to make a decision during a product demo?

1 Confirm their needs and goals

After your demo, make sure you understand what your customer is looking for and what their main challenges are. Ask open-ended questions that show you care about their situation and value their feedback. For example, you could ask: "What did you like most about our solution? How would it help you achieve your goals? What are your main concerns or questions?" This will help you identify their pain points, priorities, and objections, and tailor your communication accordingly.

2 Provide relevant information and value

Don't just send generic emails or messages to your customer after the demo. Provide them with relevant information and value that address their specific needs and goals. For example, you could send them a case study that showcases how a similar customer solved a similar problem with your solution, or a testimonial that highlights the benefits and results of your solution. You could also offer them a free trial, a discount, or a bonus if they sign up by a certain date. Make sure you highlight the value proposition and the urgency of your offer, and how it can help them overcome their challenges and achieve their goals.

3 Schedule a follow-up call or meeting

Don't leave your customer hanging after the demo. Schedule a follow-up call or meeting with them to answer any questions they might have, address any objections they might raise, and guide them through the next steps of the buying process. For example, you could say: "I'm glad you enjoyed the demo and found our solution interesting. I'd love to chat with you again next week to see how you're doing and discuss any questions or concerns you might have. How does Tuesday at 10 am sound?" This will help you keep the momentum going, show your interest and commitment, and move them closer to a decision.

4 Build rapport and trust

One of the most important factors that influence your customer's decision is the rapport and trust you build with them. Don't just focus on the features and benefits of your solution, but also on the relationship and the value you can deliver. Show genuine interest in your customer's situation, goals, and challenges, and listen actively to their feedback and concerns. Use positive and empathetic language, and avoid jargon and technical terms that might confuse them. Share stories and examples that relate to their context and needs, and show them how you can help them succeed. Be honest, transparent, and respectful, and don't make promises you can't keep.

5 Ask for feedback and referrals

Another way to engage your customer and increase your chances of closing the deal is to ask for feedback and referrals. Feedback can help you improve your product, service, and communication, and show your customer that you value their opinion and satisfaction. Referrals can help you generate more leads and opportunities, and show your customer that you appreciate their support and trust. For example, you could ask: "How was your experience with our solution so far? Is there anything we can do better? Do you know anyone who might benefit from our solution as well?" This will help you create a positive feedback loop, boost your reputation, and grow your network.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?