Bagged that all-important meeting with a prospect? Time to put on a showstopper...
A successful sales demo should give your prospective client a clear picture of how iCompleat’s automation can revolutionise their accounts payable. They should feel fully informed about how iCompleat can change and improve their way of working in direct comparison to their existing process, and have a solid understanding of how iCompleat’s key features can work for their unique business requirements – including any limitations.
Above all, a happy prospective client should come away from your demo feeling excited and keen to sign up, fully aware of exactly what steps they need to take next.
Here are our top 5 tips for making sure that happens…
1 - Carry out good qualification
Before you demo iCompleat to your clients, we strongly recommend that you follow our Client qualification guide. This will equip you with a detailed understanding of the prospect’s needs and expectations before you try and sell iCompleat to them, which leads nicely onto our next tip…
2 - Tailor your demos for every client
Every sales demo should be different. Some prospects may have comprehensive approval processes, and will benefit from a more thorough demonstration of iCompleat’s flexible workflow tools. Some may not intend to use features like ordering or integrated online buying, and will be more interested to learn about iCompleat’s invoice automation capabilities. Use the information you gather during qualification to plan a personalised sales demo for each client that will meet their unique business requirements.
3 - Ask plenty of questions
You should continue to ask your prospects questions throughout the demo. This helps you check whether they’ve understood the information you’ve provided so far, and find out more about their requirements around certain features. For your prospects, it provides regular opportunities throughout the demo to process what they’ve learnt, and makes them feel like their needs are important to you. It also gives your demos a more conversational feel, rather than being a one-sided presentation.
4 - Give clear examples
Don’t just explain what a feature does – back up your demo with clear examples and scenarios that are relatable for your audience. Demoing to a prospective client in the catering industry? You’ve just been asked to raise a repeat purchase order from your local whole food retailer, but you need double your usual requirement for salad tomatoes. Demoing to a large housing association? An invoice has just come through from a new plumbing business you’ll be using regularly, and you need to ensure all future invoices are coded to the account code ‘Building Maintenance’.
5 - Highlight the benefits
This sounds like an obvious one, but when you’re busy trying to cover all of the important features in your demo, it can be easy to forget to mention exactly why they’re useful. Back up your feature demos with the relevant benefits for your prospective client. Demoing to a prospect in the Charity sector? iCompleat’s ability to restrict multiple approvals in a workflow can mirror their complex approval processes, minimising errors and saving hours of paper-chasing.
6 - Wow with buzzwords
There are some key words and phrases that are guaranteed to impress any prospective client. Here are a few buzzwords we recommend you drop into your demos to give iCompleat the edge:
- Powerful defaulting
- Purchasing tool
- Enterprise-level approvals
- 2-way matching
- Audit trail
- Validated data capture