Increase Your Product Sales Using Demos

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Sell Your Product Using DemosEpisode 9

www.stretchgoals.fm/ep9

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Challenge yourself to create ambitious goals as you start and grow your business.

Episode 9 - Sell Your Product Using Demos

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Robert Dickerson

Robert is the Founder and CEO of Mapout a mobile learning platform that uses video courses to educate customers and train employees. He helps companies develop and launch

products.

Scott Davis

Scott Davis is the Founder and CEO of MobX, a mobile development software agency. He has 20 years of experience developing software for Government, Finance, Sports and the

Telecommunications industry.

@RobDickersonJr @The_Scott_Davis



https://mapoutlearning.com/

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Demos help customers envision how the product will work for them and fit their needs.



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Non-working visuals

MVP concepts

Final product with features



3 Types of Demos

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When it comes to selling products...

You need to know who your target is.



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Scott’s 3 primary visuals1. Bulleted Print Materials

a. Purpose: Outline featuresb. Audience: Executive decision makers

2. Tri-fold Pamphlets with “Pretty” Screenshotsa. Purpose: Visually explain features (less bullets)b. Audience: Mid-level managers advocating for the product

3. Live Demosa. Purpose: Hands-on opportunityb. Audience: End users



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“I always took those three things with me

because you’re targeting three

different types of people.”

- Scott Davis



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“There’s multiple decision makers in the process.”

- Scott Davis

“You need to hit each of those people and what they’re looking for.”

- Robert Dickerson



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Robert’s 3 primary visuals1. Print Materials2. Wireframes and Mockups using InVisionapp.com3. Minimum Viable Products (working prototype)

“Give people a better sense of what you're trying to build.”

- Robert Dickerson



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“I think it's really important because you want to get quality feedback, and usually the quality of the demo represents

the type of feedback that you're going to get.”

- Robert Dickerson



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How can people engage customers around an idea if they don’t have a product yet?



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Engaging customers around an idea1. Create a wireframe2. Evolve that frame into something visual3. Solicit feedback early4. Determine if you need to pivot your idea5. Make adjustments before you’re too far down the line

“...get that feedback early . . . you're going to find additional features that people really desire, so you can build those in as you go.”

- Robert Dickerson



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invisionapp.com


Helpful Tools

zeplin.io Sketch


“You can basically take a design from Photoshop or Sketch straight to InVision and make it clickable and send it to somebody inside of a day.”

- Scott Davis

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“I always take multiple pieces to the table. I've got the static. I've got the bullet points. I've got the interactive. And in some cases, I've got an actual product. So that's why I always come armed with multiple routes because people think

differently and you don't want to lose key decision makers in the process.”

- Scott Davis



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Your design and development stage will determine the quality of your prototypes.



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Use prototypes to assess whether the implementation aligns with your vision.



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Create 3D printed prototypes for physical products.

If someone can touch and feel the product, it will lead to more discussion.



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Research before the pitch● Target your demo● Hit on key concepts that align with their needs● Know your customer● Create an experience that sinks in



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How do you find out more about your prospect?



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“Go to their website, look at the news, look at their social

media. What are they pushing? What is important to them? Go on Facebook,

go on Instagram, go on Twitter.”

- Scott Davis

Prove that you understand

what they are doing.



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Personalize your pitch1. Do your research2. Ask questions3. Do a pre-call

“That's what people are looking for. They want to know that you're connecting with them.”

- Scott Davis



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“It’s really beneficial to have that introductory call and listen to what their interests are. Ask exploratory questions to get

that stuff out of them.”

- Robert Dickerson



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Find a balance● Tailor your pitch● Don’t be too hyper-focused where you pigeonhole yourself● Mention everything you do in brief● Let them ask, “Hey, so what else can this thing do?”● Lead the customer down the path of your features



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Customize the product with

customer data during the

sales process.



Co-development During the Sales ProcessTomasz Tunguz, Venture Capitalist

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Instant Gratification

Internal Approval

Training



Tunguz’s 3 Key Points

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“If you can think about - when you're giving your demo - how you can personalize it for the customer so they can see how

to use it, that gives you a leg up when you're showing people your products.”

- Robert Dickerson



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Developing your demo1. Think about your customer2. Make an exploratory call3. Create different visuals4. Use tools like InVision to create mockups and wireframes



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“If you enjoy this podcast we really appreciate if you give us a five star review on iTunes, it really helps us out. Shoot us your feedback, stuff

that you like, topics that you're interested in us talking about in the future.

We really want to grow this community and get more people involved. We hope you're enjoying it.”

- Robert Dickerson



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If you’ve got something to share with us,definitely reach out.

stretchgoals.fm


@TheScottDavis @RobDickersonJr


https://stretchgoals.fm

https://stretchgoals.fm

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www.stretchgoals.fm

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Increase Your Product Sales Using Demos