*Note: This blog is Part 2 of Atrium Works’ Demo Series.
In our last blog, we shared some insider tips on how to get the most out of a tech demo. Now let’s take a look at this from the other side of the coin – what if you are the person giving the tech demo? How do you ensure a memorable experience that keeps your audience engaged? In keeping with the car buying analogy used in part one of this series, your audience will be excited to see the software’s slick features, so it’s key that they retain that same enthusiasm after the demo is complete. This is not a time to put on the cruise control! To avoid a crash, here are 5 dos and don’ts for delivering an unforgettable HR Tech demo:
Do:
- Prepare, check and double check. Let’s keep it simple here: your prep will make or break the demo. Your audience is showing up to see how the system works and if you don’t have data, and the audience’s specific use case, loaded to walk them through examples, they’ll never see how awesome your product is! You don’t want to be adding/editing during the actual demo itself, so preparation will make your demo as smooth as driving on fresh pavement.
- Know your audience (communication style and their drivers/interest in the software). A quick check of profiles on LinkedIn will help you understand the makeup of your audience. Go one step further and see if you can get a bio on each attendee from your contact at the potential client – perhaps they’ll even share insight into what is important to each person and how they typically prefer to receive information. Caution: Unless the group is heavy on the technical side, stay away from tech speak and see tip #3.
- Keep it simple. No one wants a difficult-to-use system so use clear, simple language and do not get too deep on options in the system. You want the audience to leave with a “wow, that was easy!” feeling.
- Highlight your differentiators (why should they use your system over others). During the demo process, buyers will typically see a few systems that basically do the same thing. What it really comes down to is which product has features that are going take them that extra mile. Show your audience why your product is going to be an obvious choice. Patrick Chartrand, Vice President of Partnerships & Strategy at SimplifyVMS, uses the reference of “showcase your highlight reel” as advice for ensuring your customer really understands what makes your product the best.
- Use recognizable characters for your demo data, The Office is usually a fan favorite. By using recognizable names, the system will seem more relatable to the audience. If you’re lucky, you’ll get a laugh and a smile. Patrick Zahm, Enterprise Account Executive of Worksuite says his #1 rule is “Have fun! Everyone has given you their time to meet because they are interested and excited to see how your solution can personally benefit them. Make that time enjoyable by having fun and letting them know you are excited to meet with them too!”
Don’t:
- Use system specific lingo. While you may live and breathe the terms specific to your system, remember that this is the first time your audience is hearing it. Sticking to general terms and then referencing what they are called in your system (i.ee, requisition is called job request) is helpful for the audience to be able to follow the workflows and features throughout the demo. When in doubt, see #3 on the “Do list”.
- Forget to reference the audience’s use cases. The potential customer is spending their time with you in hopes that your technology can help them solve a specific problem they are having. Whether they’re in the market because it was time for them to spring clean their HR tech systems or because they want a system that can help increase workplace diversity, don’t tell them how you solve for other problems; tell them how you will solve theirs.
- Get sidetracked/lose focus. Time goes so fast! It’s important to use it wisely to ensure you are able to get to all important pieces during the time allotted.
- Forget to pause. You want to get through the entire tech demo, but a well-timed pause ensures your audience can feel comfortable interjecting comments or questions and helps you take a moment to breathe.
- Forget to track any follow ups. As you are working on making sure you can get through the demo in the allotted time, it’s okay to take down follow up items. In fact, it’s a great way to do a second meeting or contact point with your potential customer!
Delivering an informative and engaging tech demo takes practice! As we’ve shared here – being prepared, taking your time, and knowing your audience and their specific reasons for attending your tech demo are crucial factors to keep in mind. You can learn more about our trusted HR Tech Partners and who knows, maybe you’ll end up on an unforgettable tech demo of theirs one day soon.
