Everyone’s life has been impacted by digitalization. In most ways, it has benefited businesses: they can now go global, experiment with new marketing channels, and expand their customer base.
Because a reputation crisis is always around the corner, many businesses are always vulnerable in this competitive world. It’s even more difficult in the B2B industry, where buying journeys are longer, and past failures are harder to erase.
Customers who buy from businesses are good at researching their options, comparing companies, and making well-informed decisions. Any previous reputation issues could be impeding your success for years to come. Therefore managing your online reputation has become more crucial than ever before.
What Is Online Reputation Management?
The practice of crafting strategies that shape or influence the public perception of an organization, individual, or other entity on the Internet in order to help drive public opinion about a business and its products and services is known as online reputation management. It’s all about perception, just like traditional reputation management.
However, perceptions can shift quickly in the fast-paced digital world. Consumers enjoy sharing their positive and negative experiences on the Internet. When it comes to online reputation management, this means cultivating a positive digital public image so that conversations and articles reassure anyone considering buying a product or service about your company.
One of the best solutions for B2B businesses to strengthen their online reputation is to adjust their sales demos appropriately. A sales demo is designed to help you close a deal. A sales demo is when a sales representative presents to a potential customer to demonstrate the product’s features, capabilities, and value.
Best Ways To Leverage Sales Demos To Strengthen Your B2B Online Reputation
Demonstrations are a vital part of any software sales process. In B2B, sales demos are frequently the only way to close a deal. It’s the only way to show how your product solves your prospects’ problems and convince them that your platform is worthwhile.
The following are a few ways to utilize the power of sales demos to close more deals:
- Investigate Your Prospect
Researching your prospect is the first step in the sales demo process. As the representative delivering the demo, you should have a thorough understanding of the prospect’s needs and pain points, as well as the business they work for.
This will allow you to tailor and customize the demo to the prospect’s specific needs and circumstances, which is an integral part of a successful sales demo.
- Confirm The Sales Demo
Because a sales demo is almost always planned ahead of time, it’s critical to remember to confirm the demo before it takes place. Make sure the demo time is still available for the prospect, and give them a window to reschedule if they’ve accidentally double-booked or something else has come up.
Send a calendar invite once you’ve confirmed the demo date and time. Then, the day before or a few hours before the demo, send a confirmation email.
- Set An Agenda For The Demo
Your sales demos should always adhere to a schedule. Prospects should be made aware of the agenda before the demo begins, and they should be reminded of which stage of the agenda they are on throughout the demo. This establishes expectations and keeps everyone on track. The prospect will feel more at ease if they know what will happen during the demo.
Make it clear that the prospect will have time to ask detailed questions at the end of the demo.
- Provide Background Information
Gaining the prospect’s trust is an integral part of closing any deal as a salesperson. Provide some background information about your company to accomplish this. This will position your company as a trustworthy and forward-thinking potential partner for the prospect.
Avoiding generic discussion and incorporating specific facts about your company and its products/services that align with the prospect’s and their company’s needs is the key here.
- Explain About Your Products or Services
It’s now time to describe your product or service in detail. When doing this, make sure your explanation is both specific and tactful.
Begin with a high-level overview of the product and its key features. Please explain why this product exists and how it relates to the prospect’s needs. Every feature shown in the demo should relate to why the product is the best solution for the prospect’s problem. Bring in the “wow” elements next. This should answer the question, “What is the product’s unique value?”
This is where customization comes into play. Include information about your company’s excellent customer service to assist with the onboarding process and beyond in this section of the demo.
- Address Any Concerns The Prospect May Have
During the demo, listen to the prospect’s tone and even watch their facial expressions if you’re on a video call or meeting in person to anticipate any objections they might have.
You can frame your responses and answers more personalized if you pick up on these emotions and concerns.
Sales demos can help build your brand and solidify your reputation as a trustworthy niche solution, which may come as a surprise. Bringing new ideas to your sales demos has many advantages, including more sales and a much happier sales team. Therefore, craft a solid sales demo to enhance your B2B online reputation management and close more deals.