The ultimate goal of any Salesforce professional is to get users enthused, excited and engaged with new technology at every stage of the journey. Creating a tailored demo is an important part of this process so your audience can visualise how the solution can help them achieve their professional goals. Delivering a great demo is an important skill to have to win over your audience – whether you are delivering the demonstration during a job interview or during your business analysis and training sessions.
As a CEO of a Salesforce Consultancy, and lead trainer on the Supermums Consultancy Skills Programme, one of the key topics we focus on is effectively selling in a solution to your users. Below I have shared my top tips on how to prepare, build and present a great demo.
The Purpose of a Solution Demo
As I mentioned in the introduction, creating a tailored demo is an important part of this process so your audience can visualise how the solution can help them achieve their professional goals. Here are more points on why demos are valuable:
- Demos give you the opportunity to showcase Salesforce to your audience, some of whom may never have seen it before.
- Give you the opportunity to show and tell the range of features that are available to meet your customer’s needs and to also know the possibilities.
- Show customers what’s possible; often they don’t know want they need or want until you show them.
- Allows you to sell in the benefits that will solve their pain points.
You’ll likely be asked to demo in one or more of the following scenarios during:
- Solution Sales
- Business Analysis
- Training sessions
- A job interview
Preparing a Salesforce Demo – The 5 Stages
1. Engage Users Based on Their Learning Style
Individuals tend to have a primary and secondary learning style:
- Kinetic: they like to feel how something works. How will it meet their needs and let them have a go.
- Visual: They like to see how something looks. What it looks like and how it aligns with their needs, brand and content.
- Audio-Digital: They like to know the details of the solution and service provider. Include information about the scale of Salesforce, evidence of ROI, etc within your demo to back up your story.
- Audio: They like to hear similar stories to their own. Reference or refer them to similar successful case studies to back up your script.
2. Prep Work (Before you start building)
- Participate in a discovery exercise before you prepare the demo to elicit their pain points and high-level functional needs so you can tailor the demo.
- Prepare and personalise the demo and demo script before you deliver a demo.
- Practice your demo before you take to your audience
- Join a presentation skills course if you are not yet confident with public speaking.
3. Building a Salesforce Demo
- Add data that gives personalised touches to the client e.g. accounts or products that relate to their story.
- Create records and data throughout to tell the customer story
- Remove any fields/related lists that are not relevant for demo
- Create a personalised app with their company logo
- Show records with accurate data and relevant related records
- Show data/dashboards with data that show positive progress towards ROI objectives using Salesforce e.g. sales performance is increasing over three years.
4. Prepare your Demo Script
- Identify the pain points for the Executives, Senior Mgmt and Front Line Team
- Identify the functional requirements that could help solve these pain points
- Map out the proposed solutions so you know what to communicate.
Now, join up the dots…
“We can help you solve XYZ pain points through improving ABC Functional Requirements using the following technology and I’m going to show you how in this demo…”
- Identify different persona’s and create a personalised walkthrough of the system to align with different members of your audience.
5. Demo Run Through
- Have tabs open in your browser to speed up the demo where relevant – don’t jump through journey though.
- Explain Salesforce terminology or change terminology e.g. kanban view/objects etc.
- Demo how to change records and how that will update dashboard graphs
- Show how you can create/adjust/add to records easily e.g. adding tasks
- Click through from records/list views into records to progress your story
- Show dashboards to appeal to Exec level
- Wrap up with the ROI
Delivering a great demo is just one element of being a successful Salesforce Consultant, to complement business analysis, project management and technical skills. To help develop professionals implement and roll-out salesforce solutions it’s important to build a range of skills. If you are interested in learning more about the Supermums Consultancy Skills Programme, sponsored by Dyson, then please find out more here.